Healthcare Navigator

Covenant Living Communities and Services•Turlock, CA

49d•$70,304 - $75,554•Hybrid

About The Position

This position is responsible for generating appropriate referrals leading to admissions/move-ins for designated campus healthcare products: skilled nursing. In this role, the Healthcare Navigator will develop and maintain key external relationships with referral sources including but not limited to: professional, clinical, governmental and community agencies to maintain and exceed sales goals. The Healthcare Navigator will lead outreach visits to targeted referral sources and referral influencers in the medical, professional and general community with assistance provided by other members of the healthcare team. They will develop and support effective sales strategies designed to increase customer utilization, satisfaction and awareness in collaboration with the healthcare admissions coordinator, clearly differentiating CRC from other providers. The Healthcare Navigator will lead large and small group presentations, assess customer needs, outcomes, build professional relationships and conduct one-to-one sales presentations of CRC products and services. They will review key competitors service offerings and market position annually, ensuring a timely response to trends that may impact the CRC market space. The Healthcare Navigator will develop and execute a census development plan incorporating key healthcare sales tactics in partnership with the healthcare administrator, key campus stakeholders, and National Director of Healthcare Sales. The overall goal is to strategically support growth in order to achieve census goals. The Healthcare Navigator will access, maintain and analyze daily CRC-approved customer relationship management (CRM) software for sales activities and outcomes, prospective leads, and referral source management. They will submit monthly outcome reports to the healthcare administrator and National Director of Healthcare Sales. The Healthcare Navigator will ensure that all applicable campus healthcare products are receiving and admitting the right payer mix of customers to exceed census revenue and occupancy targets in collaboration with the healthcare admissions coordinator. They will obtain information from the referral source related to resident care needs, acuity, etc. to assist the admissions team in making quick and informed decisions if admission is granted and assist with the admission process as requested. The Healthcare Navigator will perform bedside visits and/or assessments of potential residents to assure appropriateness for skilled care, assisted living, or memory support. They will evaluate in collaboration with clinical and administrative personnel that the campus can meet the health care needs of potential residents. The Healthcare Navigator will answer questions of prospective and current residents or family members and direct them to appropriate resources. They will offer alternative suggestions to inquiries if a different type of living arrangement other than what the campus is able to offer is needed. The Healthcare Navigator must maintain confidentiality regarding all resident and applicant information and maintain a good relationship with discharge planners and other health-related professionals in the community for referrals.

Requirements

Bachelor’s degree or equivalent work experience required.
Five years related experience.
Proven and effective sales experiences, from lead generation, education to clients, B2B sales strategies, follow up with leads and strong closing skills.
Strong preference given to candidates operating in a sales function in a healthcare related organization, with an understanding of post-acute, hospital/clinical settings.
Knowledge or understanding of Medicare (Part A & B), and managed care.
Valid driver’s licenses with trusted means of transportation
Ability to demonstrate excellent verbal and written skills, in English, with tact, poise, and confidence in the personal contact customers.
Ability to extensively travel within assigned market space (up to 90% of time.)
Ability to work varied hours and some weekends as necessary.
Individual must be able to work independently, have good organizational skills with particular attention to detail and accuracy, the ability to follow through on assigned tasks, and demonstrates initiative.
Advanced computer skills are required. Use of Microsoft office suite products, CRM software, electronic medical record systems critical for success in this role.
Must be able to read and write English with the ability to articulate clearly and audibly.

Responsibilities

Develop and maintain key external relationships with referral sources including but not limited to: professional, clinical, governmental and community agencies to maintain and exceed sales goals.
Lead outreach visits to targeted referral sources and referral influencers in the medical, professional and general community with assistance provided by other members of the healthcare team.
Develop and support effective sales strategies designed to increase customer utilization, satisfaction and awareness in collaboration with the healthcare admissions coordinator, clearly differentiating CRC from other providers.
Lead large and small group presentations, assesses customer needs, outcomes, builds professional relationships and conducts one-to-one sales presentations of CRC products and services.
Review key competitors service offerings and market position annually. Ensures a timely response to trends that may impact the CRC market space.
Develop and execute a census development plan incorporating key healthcare sales tactics in partnership with healthcare administrator, key campus stakeholders, and National Director of Healthcare Sales. Overall goal is to strategically support growth in order to achieve census goals.
Access, maintain and analyze daily CRC–approved customer relationship management (CRM) software for sales activities and outcomes, prospective leads, and referral source management.
Submit monthly outcome reports to healthcare administrator and National Director of Healthcare Sales.
Ensure that all applicable campus healthcare products are receiving and admitting the right payer mix of customers to exceed census revenue and occupancy targets in collaboration with the healthcare admissions coordinator.
Obtain information from the referral source related to resident care needs, acuity, etc. to assist the admissions team in making quick and informed decisions if admission is granted. Assist with admission process as requested.
Perform bedside visits and/or assessments of potential residents to assure appropriateness for skilled care, assisted living, or memory support. Evaluate in collaboration with clinical and administrative personnel that campus can meet the health care needs of potential residents.
Answer questions of prospective and current residents or family members and direct them to appropriate resource.
Offer alternative suggestions to inquiries if a different type of living arrangement other than what the campus is able to offer is needed.
Maintain confidentiality regarding all resident and applicant information.
Maintain a good relationship with discharge planners and other health-related professionals in the community for referrals.