Healthcare Navigator

Covenant Living Communities and Services•Evanston, IL

1d•$59,856 - $83,838

About The Position

The Healthcare Navigator generates appropriate referrals that lead to admissions or move-ins for designated campus healthcare products, including skilled nursing, assisted living, and, where applicable, memory care assisted living. The role develops referral relationships, leads outreach and sales activities, supports census and revenue goals, and helps prospective residents and families connect with appropriate care and living arrangements. The navigator works in partnership with the healthcare admissions coordinator, healthcare administrator, campus stakeholders, clinical and administrative personnel, and the National Director of Healthcare Sales. The position also gathers information about prospective residents’ care needs, may perform bedside visits or assessments, assists with admissions as requested, and maintains confidentiality of resident and applicant information. Extensive travel within the assigned market is required, with varied hours and some weekends as necessary.

Requirements

Bachelor’s degree or equivalent work experience.
Five years of related experience.
Proven sales experience, including lead generation, client education, B2B sales strategies, lead follow-up, and closing skills.
Knowledge or understanding of Medicare Parts A and B and managed care.
Valid driver’s license and reliable transportation.
Excellent verbal and written English skills, with tact, poise, and confidence in customer interactions.
Ability to travel extensively within the assigned market, up to 90% of the time.
Ability to work varied hours and some weekends as necessary.
Ability to work independently, stay organized, attend to detail and accuracy, follow through on assigned tasks, and demonstrate initiative.
Advanced computer skills, including Microsoft Office, CRM software, and electronic medical record systems.
Ability to read and write English and communicate clearly and audibly.

Nice To Haves

Preference for candidates working in a sales function in a healthcare-related organization, with an understanding of post-acute care and hospital or clinical settings.

Responsibilities

Develop and maintain relationships with professional, clinical, governmental, and community referral sources to maintain and exceed sales goals.
Lead outreach visits to targeted referral sources and influencers in the medical, professional, and general community, with assistance from other healthcare team members.
Develop and support sales strategies to increase customer utilization, satisfaction, and awareness, and differentiate the organization from other providers.
Lead group presentations, assess customer needs and outcomes, build professional relationships, and conduct one-to-one sales presentations about products and services.
Review competitors’ service offerings and market position annually, and respond to relevant market trends in a timely manner.
Develop and execute a census development plan with the healthcare administrator, campus stakeholders, and National Director of Healthcare Sales to support growth and census goals.
Use and maintain approved CRM software to record and analyze sales activities and outcomes, prospective leads, and referral-source information.
Submit monthly outcome reports to the healthcare administrator and National Director of Healthcare Sales.
Work with the healthcare admissions coordinator to ensure campus healthcare products receive and admit an appropriate payer mix to meet census revenue and occupancy targets.
Gather information from referral sources about prospective residents’ care needs and acuity to help the admissions team make timely, informed admission decisions; assist with admissions as requested.
Conduct bedside visits and/or assessments of prospective residents to assess appropriateness for skilled care, assisted living, or memory support, collaborating with clinical and administrative personnel to evaluate whether the campus can meet their healthcare needs.
Answer questions from prospective and current residents and family members and direct them to appropriate resources.
Offer alternative suggestions when an inquiry calls for a living arrangement the campus cannot provide.
Maintain confidentiality of resident and applicant information.
Maintain relationships with discharge planners and other community health professionals to support referrals.