FLSA Classification: Exempt

Department: Program Development

Reports To: Sr. Director of Clinical Program Development

Direct Reports: N/A

POSITION SUMMARY:

The Program Development Manager is responsible for developing and maintaining referral relationships in their service area through marketing and execution of executive strategy efforts with physicians, nurse colleagues, support staff and professionals in the community, hospitals, health systems, and vendors. The position is a vital part of Innovive’s census integrity program, fostering growth with appropriate patient referrals that meet the census goals of Innovive, including the assessment and evaluation for potential patients, and working closely with referral sources. The incumbent partners with the Clinical Leadership team and executive leadership to provide feedback and improvement ideas for business development efforts. In addition, this position will be charged with assisting in the recruitment of fellow nurse colleagues who are interested in home health nursing and would meet the competencies of a home health nurse and thrive within Innovive’s culture.

RESPONSIBILITIES:

• Promotes census growth through ethical and appropriate admissions that fit Innovive’s core strengths.
• Drives business development initiatives and census growth through a combination of new referral source development and existing referral source growth.
• Researches, identifies, and engages potential referral sources; develops and delivers compelling proposals, presentations, and pitches to key decision-makers.
• Promotes Innovive’s competitive advantages and executive strategy to compel referral sources to view us as their preferred Home Care Agency.
• Proactively establishes and maintains effective vendor relationships schedules, d and participates in business development meetings referral sources at an established cadence.
• Meets or surpasses the activity targets set by leadership.
• Tracks and reports on business development activities, performance metrics, and key achievements using Salesforce.
• Utilizes data and analytics to inform decision-making and optimize strategies.
• Acts as a liaison between Innovive and referral sources in territory as an initial escalation point and partners with the Strategy team and Intake Department to ensure a smooth referral process.
• Participates in regularly scheduled strategy meetings by updating the team on the latest marketing, business development and recruitment efforts, autonomously identifying barriers to success for collaborative problem solving.
• Communicates with physicians and other agencies providing nursing or related services on a consistent basis to ensure continuity of care and implementation of a comprehensive care plan. Acts as part of the interdisciplinary care team when providing nursing services.
• Conducts and creates educational opportunities for the referral community regarding home health skilled services.
• Identifies, coordinates, and participates in local community events to promote brand awareness and enhance relationships with vendors, providers, and referral sources.
• Identifies process improvement opportunities based on patient satisfaction, physician, facility, and community feedback.
• Exemplifies our care coordination model where we work closely as an interdisciplinary care team.
• Ensure that the referral process for new referral sources is efficiently coordinated with Intake, facilitating a seamless transition for patients from their current care setting to Innovive’s services within the established timeframes.
• Coordinates directly with the Talent Acquisition Specialists to identify recruitment needs, understand current recruiting initiatives and ensure referral of qualified candidates.
• Participates in new employee orientation, engage with new case managers, and serve as a resource alongside the Clinical Team.
• Adheres to HIPAA laws and maintains patient confidentiality always.
• Performs other duties as assigned.

 COMPETENCIES:

• Technical Skills - Assesses own strengths and weaknesses; Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others.
• Effective communication skills (verbal and written), documentations skills, people skills, and problem-solving skills.
• Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.
• Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
• Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.
• Strategic Thinking - Develops strategies to achieve organizational goals; Understands organization's strengths & weaknesses; Analyzes market and competition; Identifies external threats and opportunities; Adapts strategy to changing conditions.
• Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Organizes or schedules other people and their tasks; Develops realistic action plans.
• Demonstrate a willingness to learn and consistently use legacy software as a key tool for the role.

REQUIRED QUALIFICATIONS:

• Graduate of an accredited school of professional nursing
• 2+ years’ experience in a sales or marketing role in the healthcare sector
• 2+ years’ experience in a management or strategic growth position with demonstrated results.
• 2+ years’ experience in home health environment, preferably providing patient care.
• Strong MS Office skills with the ability to quickly learn and adopt new technology.
• Is currently licensed as an RN through the State Board of Nursing and meets one of the following criteria:
  • RN with a bachelor’s degree in nursing and one year of related working experience
  • RN with a diploma or associate degree with two years related work experience.
• Licensed driver with an automobile that is insured in accordance with state and/or organization requirements and is in good working order, or other means of reliable transportation.
• Possesses and maintains good physical stamina.  Has presented a pre-employment physician’s health clearance including a negative TB test and/or CXR and other tests as required by the organization’s policy.
• Possesses and maintains current CPR certification.
• Has satisfactory references from nursing school, previous (or current) employers and/or professional peers.

Preferred Education and Experience:

• Experience with Salesforce
• 2+ years’ experience in business development or related field

Continuing Education Requirements:

• Agency personnel are expected to participate in appropriate continuing education as may be requested and/or required by their immediate supervisor. In addition, agency personnel are expected to accept personal responsibility for other educational activities to enhance job related skills and abilities. All agency personnel must attend mandatory education programs.

PHYSICAL DEMANDS AND WORK ENVIRONMENT:

• Frequently required to stand.
• Frequently required to walk.
• Frequently required to sit.
• Continually required to use hands and fingers. 
• Frequently required to climb, balance, bend, stoop, kneel or crawl.
• Occasionally required to lift/push light weights (less than 25 pounds).
• Occasionally required to lift/push light weights (greater than 25 pounds).
• Moving, lifting, or transferring of patients may be required on occasion.
• Frequent exposure to bloodborne and airborne pathogens or infectious materials.

TRAVEL REQUIREMENTS:

• Ability to travel locally and nationally approximately 20% to 30% of the time.  Travel may be by car or plane.  Weekend and/or evening travel may be required on occasion.