Home Care Business Development Liaison

Company: Home Care Assistance
Location: West Columbia
Posted on: May 16, 2022

Job Description:

Build and Maintain Relationships with Referral Sources for the Nation's Leading Provider of Home Care Services as a Business Development / Home Care Liaison for TheKey

Are you a dynamic sales/business development professional with stellar Emotional Intelligence (EQ)? If this sounds like you, consider joining our team. This is a role with exciting opportunities and the ability to grow and expand. Consider just a few of the advantages of this role:

• You will make a visible impact and be able to showcase your skills in multiple areas, including sales, relationship building, and more. This is an excellent role for a go-getter who is energized by a changing and complex environment with a lot of moving parts.
• As a mission-driven organization, you will enjoy the satisfaction, autonomy and fulfillment that comes with knowing that you are positively influencing our patients, clinicians and health care community as a whole. We are proud of our supportive and inspirational leadership group and unique culture, and we will look to you to continue to cultivate and foster this positive, transparent and "people-first" environment within your assigned region. We have high but reasonable standards and you'll be working with a team of exceptional professionals.
• Pivotal to your success will be your ability to establish credibility and build trusted relationships with a variety of colleagues, referral sources, external stakeholders and other key contacts.
  
  Position Summary
  
  You will be responsible for building and maintaining referral relationships, acquiring new clients, ensuring overall satisfaction with TheKey services, and coordinating with local teams to ensure the provision of high-quality service. You will be the face of TheKey in the communities as you also serve as an advocate for older adults. Your referral sources will include the Healthcare ecosystem (approx. 60 percent) with contacts such as senior living communities, geriatric care managers, skilled nursing facilities and hospitals. The remainder of your time will be spent with sources in the Legal/Financial world including elder law/estate planning attorneys, wealth advisors, fiduciaries and conservators, corporate bank trustees and long-term care insurance advocates. As you can see, there's a wide net of referral sources and stakeholders that you will need to interact with daily.
  This is a purposeful role, and your activities will help our clients improve service delivery to patients, enhance quality of life and improve outcomes.
  
  You will be responsible for maintaining a book of business that meets and exceeds established revenue and client acquisition targets. Regardless of whether you are stepping into an established market or a start-up territory, your goal will be to continue to re-win relationships / business and pursue new referral accounts.
  
  Role Specifics
  
  • To perform this job successfully, an individual must be able to perform each essential job duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. More specifically, your essential duties and responsibilities will include:
  • Building and maintaining relationships with referral sources in the community to build brand awareness and new clients for Home Care Assistance. Ensuring the satisfaction of the referral sources worked with to generate ongoing, long-term business
  • Building priority lists, advancing relationships, tracking personal activity effectively and completing all the other necessary steps of successful referral marketing as outlined by the Business Development Process
  • Representing Home Care Assistance in networking groups, at events, on committees and in other community settings
  • Responding to prospective client inquiries, whether in-person, via phone or web form, and ensuring they receive the information they need
  • Learning the assessment process and conducting assessments with prospective clients as needed, addressing their questions and concerns, building relationships with their families and converting them into long-term clients
  • Communicating effectively within the team to ensure that the care plans meet the clients' needs, that stakeholders and referral sources are satisfied, and that relevant information is communicated in an effective and timely manner
  • Providing active relationship management when needed for existing referral cases - this may include home visits, referral meetings, family meetings, and more.
  • Providing after-hours support for referral partners, prospective clients, and active clients (incl. evenings and weekends) - this support may include e-mail, telephone and/or home visits
  • Helping team to ensure that client accounts are up-to-date - especially when referrals are received from clients' legal/financial advisors, coordinating with the finance/billing team, and communicating with families and/or financial managers when needed
  • Maintaining a working knowledge of HCA requirements and obligations where licensed as a Home Care Agency, including the obligations to clients and caregivers
  • Maintaining a pulse on the strategic position of Home Care Assistance within the market, identifying new opportunities to enhance HCA's reputation or build the referral base, helping to implement new programs and national/regional initiatives, and helping the team members to better understand the competitors and potential new team members as relevant
    
    The ideal candidate
    
    The requirements listed below are representative of the knowledge, skill, and/or ability required. To be a good fit for this opportunity you will have:
    
    • Minimum one year of sales experience preferably in health care, home care, or related field.
    • Excellent customer service and sales skills.
    • Computer proficiency and ability to document sales activity timely and accurately in the Salesforce platform.
    • Familiarity with Zoom/ video conferencing, social media platforms and Google products.
    • The ability to use market intelligence, analytics, and data to make informed decisions throughout the sales cycle.
    • Current driver's license and proof of insurance; ability to travel 80 % of the time in the field.
      • Flexibility and adaptability to thrive in a fast-paced environment in which change is the norm.
      • Attention to detail and a commitment to producing accurate, high-quality work, balanced by a down-to earth approach.
      • An entrepreneurial spirit, drive, and goal-oriented worth ethic.
      • High energy and a positive attitude, with the ability to excel under pressure.
        Success Factors
        
        To excel in this role you will be passionate about creating awareness about long term care services in the local communities you serve. The ideal candidate for this position has deep emotional intelligence and a personal commitment to always doing the right thing.
        
        It's important to note that this is a challenging, nuanced sale with a long, consultative cycle. The right professional will view this as an exciting opportunity versus a challenge. Since you aren't selling a tangible product, you will need to "tell a story" and leverage your proven influencing skills to educate our clients and ensure they understand the full value that our services provide.
        
        In addition to establishing rapport with external referral sources, your success in this role will also rely on your ability to establish strong working partnerships with your internal operations team. So much of this sale is in partnership with the Client Care Manager, Staffing Manager, and other contacts and it requires an entire team approach to execute a sale. You'll need the ability to navigate through tough conversations with multiple stakeholders, decision makers and family members involved. In a nutshell, you will be the liaison between the referral source, customer and internal team; navigating and driving synergy between each of these key contacts.
        You will know you're succeeding if you have hit the following KPIs/goals: activity, leads and revenue / client starts.
        
        Benefits for full time employees
        
        • Medical/Dental/Vision Insurance
        • Life Insurance
        • Health Savings Account
        • Flexible Spending Account
        • 401(k) Matching
        • Employee Assistance Program
        • Flexible PTO Plan
        • Pet Insurance
        • Gympass Wellness Benefit
          
          For nearly 20 years, TheKey (formerly Home Care Assistance) has helped clients achieve successful long-term aging at home with comprehensive, concierge-based care. Ensuring the dignity, safety, and independence of its clients, TheKey is committed to changing how the world lives and ages at home. Employee-teams get the training, resources, and support they need to deliver an exceptional care experience for clients and their families. Founded in Silicon Valley, TheKey has grown from a single location to service coverage throughout North America enabling clients to live life on their own terms, in their own homes. View our video to learn more about TheKey.
          
          Awards and Affiliations
          
          TheKey is consistently recognized as a first-in-class service company. Here's a small sampling of a few of our many accolades:
          
          EY Entrepreneur of the Year, Lily Sarafan
          
          • Every year, the professional services firm, Ernst & Young recognizes top entrepreneurs who create services and products that help our economy and communities grow. Home Care Assistance CEO, Lily Sarafan, received the 2016 EY Entrepreneur of The Year Award in the Northern California region.
            INC Hire Power Awards
            
            • The INC Hire Power Awards recognize companies with impressive job growth, contributing to our overall economy.
              Innovations in Healthcare ABBY Awards
              
              • The Adaptive Business Leaders (ABL) Organization recognized Home Care Assistance as a semi-finalist for their innovative brain health program, the Cognitive Therapeutics Method.
                Alzheimer's Association, Alzheimer's Workplace Alliance
                
                • As an AWA Corporate Champion, Home Care Assistance proudly educates, supports, and provides tools for staff, clients, and professional contacts as they learn about, research and care for individuals affected by Alzheimer's Disease.
                  Parkinson's Foundation
                  
                  • People living with Parkinson's disease can now have the latest care recommendations incorporated into their personal care plans thanks to a partnership between Home Care Assistance, North America's leading provider of in-home care for seniors, and the Parkinson's Foundation. Home Care Assistance care teams, including the highly trained and credentialed experts who coordinate services for seniors and their families, can now incorporate the foundation's latest research into customized care plans for clients with Parkinson's.
                    
                    TheKey recommends all internal corporate and field office employees to be fully vaccinated. If you are subject to a state/local vaccine and/or booster mandate, you will be required as a condition of employment to present proof of vaccination or subject to applicable law concerning exemptions/accommodations.
                    
                    TheKey is an equal opportunity employer. TheKey prohibits discrimination and harassment of any type and affords equal employment opportunities to employees and applicants without regard to race, color, religion, sex, age, national origin, disability status, protected veteran status, or any other characteristic protected by law.
                    
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                    INDHP

Keywords: Home Care Assistance, Columbia , Home Care Business Development Liaison, Other , West Columbia, South Carolina