Hospice Community Liaison

Madrona Hospice Care•Concord, CA

1d•Remote

About The Position

The Hospice Marketer / Community Liaison is responsible for developing and maintaining professional referral relationships within the agency’s service area and generating appropriate hospice referrals through ethical, compliant business-development activities. The position serves as a liaison between the hospice agency and hospitals, skilled nursing facilities, assisted living communities, residential care facilities, physician offices, clinics, case managers, social workers, discharge planners, and other community healthcare partners. The Hospice Marketer does not determine hospice eligibility or make clinical admission decisions. Eligibility and admission decisions remain the responsibility of the hospice’s qualified clinical and medical personnel in accordance with Medicare requirements and agency policy.

Requirements

Strong interpersonal and relationship-building skills
Professional communication and presentation skills
Ability to develop and manage a healthcare sales territory
Strong organizational and follow-up skills
Ability to work independently in the field
Ability to analyze referral patterns and account opportunities
Basic understanding of healthcare privacy and compliance requirements
Ability to collaborate effectively with clinical and operational teams
Proficiency with CRM, spreadsheets, email, and electronic reporting systems as required by the agency
Valid driver’s license
Reliable transportation
Current automobile insurance as required by law
Ability to travel regularly throughout the assigned territory
Ability to attend occasional meetings or community events outside normal business hours
Must be able to travel between healthcare facilities and community locations, operate a motor vehicle, use standard office equipment, and perform the routine physical activities associated with field-based healthcare business development, with reasonable accommodation where required by law.

Nice To Haves

Bachelor’s degree in healthcare, business, marketing, communications, or related field
Previous hospice, home health, post-acute, hospital, SNF, healthcare sales, or business-development experience
Existing relationships with healthcare referral sources within the assigned territory
Knowledge of hospice services and the Medicare hospice benefit

Responsibilities

Develop new hospice referral sources within the assigned territory.
Maintain and strengthen relationships with existing referral partners.
Conduct regular in-person visits to hospitals, SNFs, assisted living/RCFE communities, physician offices, clinics, and other healthcare organizations.
Identify patients who may benefit from a hospice evaluation and appropriately facilitate referrals to the hospice intake/clinical team.
Educate referral partners regarding hospice philosophy, services, levels of care, eligibility considerations, and the referral process.
Respond promptly to referral-source inquiries and coordinate communication with the intake and clinical teams.
Maintain professional follow-up with referral sources regarding service concerns and opportunities for improvement.
Develop and maintain an organized territory plan.
Categorize referral accounts based on referral potential, relationship status, and strategic importance.
Maintain an active pipeline of prospective and existing referral sources.
Establish weekly priorities for high-potential accounts.
Identify underserved facilities, physicians, hospitals, and community organizations within the assigned territory.
Develop account-specific strategies to increase appropriate hospice awareness and referrals.
Maintain consistent field activity, with an expected target of approximately 7–10 meaningful professional contacts per business day.
Communicate new referrals promptly to the hospice intake team.
Obtain or facilitate collection of available referral documentation.
Communicate anticipated discharge dates and discharge plans to the appropriate hospice personnel.
Assist with coordination between the referral source, patient/family, intake department, and clinical team.
Escalate urgent or time-sensitive referrals immediately.
Maintain appropriate communication throughout the referral-to-admission process.
Follow up professionally when a referred patient is not admitted to understand barriers and identify opportunities for improvement.
Conduct all business-development activities in accordance with applicable federal and state requirements and agency policies.
Never offer cash, gifts, compensation, or anything of value in exchange for patient referrals.
Never represent that a patient is hospice eligible without appropriate clinical determination.
Never pressure patients, families, physicians, facilities, or referral sources to select the agency.
Respect patient freedom of choice.
Protect patient information and comply with HIPAA requirements.
Avoid misleading representations regarding hospice coverage, services, or eligibility.
Follow applicable Medicare, Medicaid/Medi-Cal, Anti-Kickback Statute, and agency compliance requirements.
Immediately report suspected compliance concerns to management or the designated compliance representative.
Communicate relevant referral information promptly so the clinical team can evaluate and respond without unnecessary delay.
Maintain accurate records of marketing activities and referral development.
Provide educational presentations regarding hospice philosophy, eligibility, benefit, levels of care, advance care planning, end-of-life support, caregiver resources, and referral procedures.