HCR ManorCare Admissions Director in Moline, Illinois

HCR ManorCare provides a range of services, including skilled nursing care, assisted living, post-acute medical and rehabilitation care, hospice care, home health care and rehabilitation therapy.

We rely on the Admissions Director's expertise to build and grow census and quality mix by developing the market, and providing prospective patients/responsible parties with appropriate information and assistance in choosing a nursing center. In addition to excellent written/verbal communication, problem solving and decision making abilities, our candidate will possess the ability to work well with an interdisciplinary team.

Primary responsibility of the Admissions Director is to develop relationships with a growing base of referral sources, leading to a consistent flow of quality referrals to the center. Majority of time allocated to external sales development.

  • Maintains awareness of admitting and attending physicians opinions and challenges

  • Actively seeks out and identifies new referral sources

  • Maintains a current prioritized account list

  • Maintains a current target list of potential new referral sources

  • Effectively networks with current and past customers to solicit referrals

  • Maintains an active involvement in the community organizations and associations

  • Maintains a current target list of potential new referral sources

In return for your expertise, you'll enjoy excellent training, industry-leading benefits and unlimited opportunities to learn and grow. Be a part of the team leading the nation in healthcare.

3081 - Heartland Health Care Center - Moline, Illinois

Two years sales experience, preferred in health care services, products or pharmaceuticals.

Job Specific Details:

Currently looking for individuals with healthcare marketing experience.

Sales Process

  • ? Regularly and customarily spends his/her time engaged in selling.

  • ? Maintains a thorough knowledge of the centers products and services, acuity capabilities and physician relations

  • Takes active role in morning Kick-Off Meeting

  • Meets weekly with Administrator/department heads to discuss marketing issues

  • Meets regularly with nursing to discuss clinical service levels

  • Evaluates center physical environment through weekly rounds and discusses with Administrator

  • Maintains an educated understanding of all payer sources and their impact on revenue.

  • Consistently employs ?IMPACT Selling?, leading to an appropriate customer commitment.

  • Preplans all calls

  • Completes the ?Investigate? Step

  • Determines customers needs

  • PROPOSES Action plan

  • Handles Objections

  • Obtains commitment

  • Conducts post-call planning and follow-up

  • Primary responsibility is to develop relationships with a growing base of referral sources, leading to a consistent

  • flow of quality referrals to the center. Majority of time allocated to external sales development.

  • Maintains awareness of admitting and attending physicians opinions and challenges

  • Actively seeks out and identifies new referral sources

  • Maintains a current prioritized account list

  • Maintains a current target list of potential new referral sources

  • Effectively networks with current and past customers to solicit referrals

  • Maintains an active involvement in the community organizations and associations

  • Maintains a current target list of potential new referral sources

  • Revenue

  • Total Revenue is at/above budget

  • Quality Mix(Private, Medicare, Insurance) at/above budget

  • Total occupancy at/above budget

  • Medicare-Private conversions met objective

  • Sales calls met/exceeded goal

Marketing Process

  • Effectively uses SAMS/SIMS systems and tools to manage referral source sales

  • Effectively uses data systems to manage referral source sales

  • Maintains up-to-date customer profiles on existing referral sources

  • Conducts lead generating seminars which target potential quality inquiries

  • Schedules and leads effective presentations .

  • Captures and follows up on seminar leads

  • Actively manages long and short-term inquiries to establish relationships resulting in quality admissions.

  • Reviews discharges for possible re-admission and actively manages high potential prospects

  • Discharges reviewed for financial eligibility and likelihood for re-admission

  • Appropriate prospects documented and managed as inquiries.

  • Inquiries documented with key follow-up information

  • Uses the SAMS system to prioritize and create an appropriate follow-up cycle.

  • Understands and documents inquiry situations and objectives.

  • Application for Admission is completed on admissions

  • Admissions are qualified clinically and financially

  • Oversees the admission process and paperwork appropriately

  • Effectively uses resources to build relationships resulting in gaining prospective customers and gaining

  • commitment to admission.

  • Effectively uses telephone as a selling tool

  • Effectively uses collateral material.

  • Effectively uses in-home/hospital assessments as a selling tool

  • Effectively presents benefits based on understanding customer?s situation and needs

  • Uses appropriate empathy in interaction with customers

  • Effectively uses Medicare coverage as a selling tool for LOS private patients

  • Effectively sells private transition days (Smooth Transitions) to current patients

  • Facilitates Admission Team performance through training, monitoring and rewarding

  • Works closely with Administrator to maintain a fully staffed team Effectively trains team members through

  • routinely scheduled training sessions

  • Assesses team performance of handling inquiries, tours and documentation

  • Hold a minimum of monthly Admission team meetings

  • Coordinates marketing efforts with specialty product managers to guarantee a successful team approach to developing census.

  • Coordinates sales process with specialty managers

  • Coordinates external sales process with managers

  • Meets regularly with the specialty managers to discuss sales, inquiries, census and marketing plans

  • Cooperates effectively with sales partner in achieving center objectives (if applicable)

  • Develops an annual marketing plan and budget and manages available resources to meet center objectives

  • Effectively coordinates center marketing committee

  • Completes an annual Marketing Action Plan and updates it quarterly

  • Executes the plan within the marketing budget

  • Employee Name: 8/02; Rev. 9/02; 2/08

  • Admissions Director Page 3 of 4

  • Market Planning & Analysis

  • Maintains a working knowledge of local market trend and competition

  • Complete Environmental Analysis at least semi-annually

  • Updates competitor pricing as needed

  • Visits competition at least annually or as needed

  • Demonstrates awareness and communicates key competitive changes (e.g., new products, beds, prices)

  • Completes quarterly Marketing Action Plans

  • Effectively coordinates center referral development team and any other marketing teams

  • Executes plan within budget

  • Proactively identifies cluster opportunities (if applicable)

  • Effectively implements and supports cluster market events

Customer Satisfaction Responsibilities

? Models customer service principals throughout the center and promotes appreciation of our customers needs with

every employee

  • Knows, understands and models HCR ManorCare mission and service principals

  • Communicates customer objectives and expectations to center department heads and team

  • Role models superior customer service

  • Establishes realistic expectations for service levels with families, patients and referral sources

Administrative Responsibilities

  • Manages the creation of admission packets and collateral

  • Contributes articles to center newsletter and insures that newsletters and trade journal articles are sent to referral

  • sources by forwarding names of referral sources to newsletter editor

  • Works with Corporate Office Marketing Department and Center Administrator in developing center brochures, advertisements, and media campaigns; Contributes to the Corporate Marketing Newsletter

  • Plans, coordinates, and reviews special center events such as VIP open houses, where the community is invited to attend.

  • Coordinates work of department with work of other departments

  • Attends and participates in staff meetings, departmental head meetings, and other center meetings and serves on required committees

  • Assists in developing and updating departmental procedures and policies

  • Follows HCR ManorCare Policies and Procedures manual

Equal Opportunity Employer

Qualified applicants will receive consideration for employment without regard to race, color, religion, sex/gender (including pregnancy), gender identity, sexual orientation, age, national origin, physical or mental disability, genetic information, citizenship or protected veteran status, or any other legally protected category.In compliance with the Americans with Disabilities Act Amendment Act (ADAAA), if you have a disability and would like to request an accommodation in order to apply for a job with HCR ManorCare, please contact 1-800-642-1593 or jobline@hcr-manorcare.com.