Key Areas

Key Responsibilities and Duties of the Job

External Relationship Development

• Build and maintain strong relationships with hospitals, physicians, case managers, discharge planners, skilled nursing facilities (SNFs), assisted living communities, and other community partners.
• Conduct daily in-person visits to referral sources, including physician offices, hospitals, assisted living, and SNFs, to educate stakeholders on hospice services.
• Act as a liaison between referral sources and Immanuel Hospice to ensure smooth patient transitions and continuity of care.
• Participate in discharge planning and care coordination meetings to facilitate timely hospice referrals.
• Educate healthcare professionals, patients, and families about hospice services through one-on-one meetings, group presentations, and community events.
• Deliver presentations to physicians, nurses, social workers, care navigators, hospital executives, businesses, and community organizations to promote hospice awareness and services.
• Represent Immanuel at networking events, professional associations, health fairs, and community outreach activities.

Internal Referral Growth

• Develop and grow hospice referrals from Immanuel Retirement and Care Communities and PACE Centers.
• Build strong working relationships with internal nurse leaders, administrators, and care teams to identify residents eligible for hospice services.
• Provide ongoing in-service education and presentation sessions within Immanuel retirement communities to increase awareness and appropriate utilization of hospice services.
• Collaborate with internal stakeholders to remove barriers and streamline hospice referrals within Immanuel.

Sales Execution & Territory Management

• Develop and execute territory plans and account strategies to meet or exceed census and admissions goals.
• Maintain strong sales discipline, including cold calling, contact planning, and account management.
• Build sales relationships through daily interactions with physicians and discharge planners to drive referrals and admissions.
• Consistently meet or exceed admissions goals and referral growth objectives.
• Conduct market analysis to identify target referral sources and adjust strategies accordingly.
• Maintain accurate, up-to-date records of referral sources, interactions, and opportunities in the Customer Relationship Management System (CRM).
• Document required daily sales calls, including pre- and post-call notes, in the CRM system.
• Maintain a comprehensive database of targeted referral sources and active accounts.
• Provide a weekly census narrative summarizing key performance drivers, including referral source trends, average length of stay, outreach activities, lead development, and overall pipeline performance.

Brand Storytelling & Market Differentiation

• Identify and surface compelling patient, family, and partner experiences that highlight the value and impact of Immanuel Hospice services.
• Partner closely with the Marketing team to source and prioritize case studies, testimonials, and story opportunities aligned with strategic growth priorities.
• Facilitate timely coordination of storytelling opportunities by connecting Marketing with Patients, families, referral partners, and care teams for interviews, testimonials, and content development.
• Drive a consistent pipeline of non-paid, organic storytelling content to support brand differentiation across internal platforms (e.g., Teams), Immanuel’s website, and social media.
• Ensure stories reflect Immanuel’s Mission, CHRIST Promises, and quality outcomes, reinforcing trust with referral sources and the community.
• Provide field insights to Marketing on trends, Patient experiences, and partner feedback to strengthen messaging and positioning.

Care Coordination & Patient Engagement

• Facilitate the timely and accurate transfer of referral information to the Clinical Liaison for eligibility review, clinical assessment, and admission consideration.
• Support a seamless referral-to-admission process by coordinating communication between referral sources, patients, families, and the interdisciplinary team.
• Collaborate closely with the Clinical Liaison to plan, coordinate, and support educational presentations and community outreach initiatives.
• Participate in informational visits with patients and families when appropriate to support education, relationship-building, and understanding of hospice services.
• Respond promptly and professionally to referral source, patient, family, and customer inquiries, concerns, and requests for information.

Compliance & Other

• Maintain up-to-date knowledge of hospice regulations, eligibility criteria, and documentation requirements.
• Ensure all referral and admission activities comply with regulatory and organizational standards.
• Support and comply with Immanuel’s Compliance Program, including the Code of Conduct and applicable policies.
• Perform other duties as assigned.