Hospice Community Liaison

Madrona Hospice Care Inc.•Santa Rosa, CA

10d•$60,000 - $100,000

About The Position

The Hospice Marketer / Community Liaison develops and maintains professional referral relationships within an assigned service area and generates appropriate hospice referrals through ethical, compliant business-development activities. The role serves as a liaison between the hospice agency and hospitals, skilled nursing facilities, assisted living and residential care communities, physician offices, clinics, case managers, social workers, discharge planners, and other community healthcare partners. The marketer does not determine hospice eligibility or make clinical admission decisions; those decisions are made by qualified clinical and medical personnel in accordance with Medicare requirements and agency policy. The position involves regular field activity, territory and account planning, referral coordination, community education, and accurate marketing documentation. The expected activity target is approximately 7–10 meaningful professional contacts per business day unless otherwise directed by management. Performance is assessed by meaningful relationship development and appropriate referral opportunities, as well as measures such as qualified referrals, admissions, account growth, documentation, responsiveness, and agency-established business-development goals. The role collaborates with intake and admissions, agency leadership, clinical teams, physicians, social workers, spiritual care, business development, billing and authorization, and quality and compliance personnel. Compensation is listed as $85,000–$110,000 base plus OTE commission. Benefits listed are health benefits, PTO, FSA, and 401(k).

Requirements

Valid driver’s license.
Reliable transportation and current automobile insurance as required by law.
Ability to travel regularly throughout the assigned territory.
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 systems, spreadsheets, email, and electronic reporting systems as required by the agency.
Ability to travel between healthcare facilities and community locations, operate a motor vehicle, use standard office equipment, and perform 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 a 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 and maintain relationships with existing referral partners across the assigned territory.
Conduct regular in-person visits to healthcare facilities, physician offices, clinics, and other community healthcare organizations.
Identify people who may benefit from a hospice evaluation and facilitate referrals to the intake and clinical teams without making eligibility or admission decisions.
Educate referral partners about hospice philosophy, services, levels of care, eligibility considerations, and referral procedures.
Respond to referral-source inquiries and coordinate communication with intake and clinical teams.
Follow up with referral sources about service concerns and opportunities for improvement.
Create and maintain an organized territory plan, prioritize accounts, manage a referral pipeline, and develop account-specific strategies.
Maintain consistent field activity, including facility and physician-office visits, meetings, presentations, outreach, and referral follow-up.
Communicate new referrals promptly, facilitate collection of available documentation, and convey anticipated discharge dates and plans to appropriate hospice personnel.
Coordinate communication among referral sources, patients and families, intake, and clinical teams; escalate urgent referrals and maintain follow-up through the referral-to-admission process.
Follow up professionally when a referred patient is not admitted to understand barriers and identify improvement opportunities.
Maintain accurate marketing and referral records, including activity logs, account visits, pipeline reports, referral and admission outcomes, lost-referral analysis, territory plans, and market observations.
Provide community education on hospice services and related topics as needed.
Conduct marketing activities ethically and in compliance with applicable federal and state requirements, agency policies, patient choice, privacy requirements, and relevant Medicare, Medicaid/Medi-Cal, and Anti-Kickback Statute requirements.
Report suspected compliance concerns promptly to management or the designated compliance representative.
Collaborate with internal clinical, operational, business-development, billing, quality, and compliance teams, communicating relevant referral information promptly.
Travel regularly throughout the assigned territory and attend occasional meetings or community events outside normal business hours.