Director of Business Development

Cornerstone Specialty Hospitals Little Rock exists to care for patients in need of intensive and specialized care. Designed as a bridge in the continuum of care, patients who transition to Cornerstone Specialty Hospitals from a traditional hospital/short-term acute care hospital receive a customized treatment plan from a dedicated team. With a connection from the heart, we’re focused on empowering our patients to achieve their goals.

Job Summary

Responsible for the implementation, support, and execution of sales and marketing initiatives to achieve and support objectives for their assigned market with more than one (1) ScionHealth Specialty Hospital.  Aligns market strategies for single hospital territory with regional goals.   Uses market intel, relevant data and metrics, reports, and tools to create effective market strategies to achieve the hospitals’ vision, mission and goals. Provides marketing leadership, support, mentorship, coaching and accountability to a team of 2-7 clinical liaisons to enable their assigned hospital to meet business objectives related to admissions, revenue, financial and census goals.  Responsible for identifying, growing, and maintaining productive and positive relationships with executive referral source relationships at key accounts in the market.  Responsible for routinely conducting key meetings, in-services and presentations with key accounts and referral sources.  Collaborates daily with their hospital’s clinical and operational teams to coordinate appropriate referrals and admissions into the facility.   Collaborates daily with market’s Managed Care, Admission, and Insurance Authorization Teams to coordinate appropriate referrals and admissions into the facilities.  Conducts monthly team marketing meetings and weekly field ride-alongs to coach and train clinical liaisons to drive for results.   Uses data and metrics to assess clinical liaison’s individual performance on a routine basis and holds members accountable to productivity and monthly goals.

Essential Functions

• Leads and manages the sales and marketing training, management, tracking, motivation and planning for those hospitals within their market. 
• Ensures that all sales management tools are utilized by each clinical liaison within their market. 
• Provides market business growth through active participation in sales contacts and relationship development activities. 
• Provides the expertise to successfully analyze market admission potential and strategies through the utilization of Med Par, Meditech tracking, admission and referral patterns and other industry standard statistical information. 
• Responsible for setting monthly revenue target goals and expectations for each clinical liaison ensuring that these goals meet the budgeted operational requirements of the hospital(s) within their market. 
• Responsible for leading the development of strategic marketing plans for each clinical liaison on their team. 
• Conducts Morning Conversion Calls to align daily with operations and clinical leadership at each hospital to meet operational financial objectives.
• Participates in interviewing and hiring process of new sales positions within their market.  
• Assesses performance of sales and marketing staff in implementing marketing plans and achieving monthly targeted goals. 
• Holds sales team accountable for results and provides corrective actions as necessary.
• Ensure that all new marketing positions participate in the marketing orientation process. 
• Performs marketplace and hospital assessments to identify potential opportunities and clear understanding of branding equity.

Knowledge/Skills/Abilities/Expectations

• Approximate percent of time required to travel: Daily 
• Must read, write and speak fluent English
• Must have good and regular attendance
• Performs other related duties as assigned

Education

• Bachelor’s degree in related field strongly preferred
• 8 years of sales leadership experience in a related field may be considered

Licenses/Certification

• Valid driver’s license is required
• Clinical licensure (RN, LPN/LVN,RT) preferred

Experience

• Minimum of five (5) years of experience in healthcare/post-acute marketing, sales and business development; with experience specifically in LTACH strongly preferred
• Management and leadership experience over a sales team preferred
• Formal sales training preferred
• Demonstrated understanding of Medicare, Medicaid, and other payers as related to LTACH benefits
• Demonstrated competence in strategic business planning and design of marketing initiatives
• Proven record of success