Hospice Community Liaison

Madrona Hospice Care Inc.•Novato, CA

9d•$60,000 - $100,000

About The Position

The Hospice Marketer / Community Liaison develops and maintains professional referral relationships within the agency’s 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 facilities, 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 the responsibility of qualified clinical and medical personnel in accordance with Medicare requirements and agency policy. This field-based position involves territory planning, regular in-person visits, referral development and follow-up, and coordination of referral information with intake and clinical teams. The expected activity target is approximately 7–10 meaningful professional contacts per business day unless otherwise directed. Performance may be evaluated through referral-source development, qualified referrals, admissions, account growth, documentation, responsiveness, and agency business-development goals. The role also supports community education about hospice services and the Medicare hospice benefit. The employee must follow applicable federal and state requirements and agency policies, protect patient information, respect patient freedom of choice, and avoid improper referral inducements or misleading claims. Regular travel throughout the assigned territory is required, and occasional meetings or community events may occur outside normal business hours. Salary is $85,000–$110,000 base plus OTE commission.

Requirements

Valid driver’s license.
Reliable transportation and current automobile insurance as required by law.
Ability to travel regularly throughout the assigned territory and attend occasional meetings or community events outside normal business hours.
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.
Conduct business-development activities in accordance with applicable requirements and agency policies, including Medicare, Medicaid/Medi-Cal, HIPAA, and Anti-Kickback Statute requirements.
Do not offer cash, gifts, compensation, or anything of value in exchange for referrals; do not make clinical eligibility representations, pressure patients or referral partners, or misrepresent hospice coverage, services, or eligibility.

Nice To Haves

Bachelor’s degree in healthcare, business, marketing, communications, or a related field.
Previous hospice, home health, post-acute, hospital, skilled nursing facility, 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 within the assigned territory.
Conduct regular in-person visits to hospitals, skilled nursing facilities, assisted living and residential care communities, physician offices, clinics, and other healthcare organizations.
Identify people who may benefit from a hospice evaluation and appropriately facilitate referrals to the hospice intake and clinical team without making eligibility or admission decisions.
Educate referral partners about hospice philosophy, services, levels of care, eligibility considerations, and referral procedures.
Respond promptly to referral-source inquiries and coordinate communication with intake and clinical teams.
Follow up professionally with referral sources about service concerns and opportunities for improvement.
Develop and maintain an organized territory plan, categorize accounts, maintain a referral pipeline, set weekly priorities, and identify underserved organizations.
Develop account-specific strategies to increase appropriate hospice awareness and referrals.
Maintain consistent field activity, including visits, meetings, presentations, community outreach, referral follow-up, and relationship-development meetings.
Communicate new referrals promptly to the intake team, obtain or facilitate collection of available documentation, and communicate anticipated discharge dates and plans to appropriate hospice personnel.
Assist coordination among referral sources, patients and families, intake, and clinical teams; immediately escalate urgent or time-sensitive referrals; and maintain communication through the referral-to-admission process.
Follow up 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; submit reports by agency deadlines.
Provide community education on hospice philosophy and eligibility, the Medicare hospice benefit, levels of care, hospice settings, advance care planning, end-of-life support, caregiver resources, and referral procedures.
Conduct marketing in compliance with applicable laws and agency policies; protect patient information, respect freedom of choice, avoid referral inducements and misleading representations, and promptly report suspected compliance concerns.
Collaborate with intake/admissions, administration, clinical leadership, physicians, case managers, social workers, spiritual care, business development, billing/authorization, and quality and compliance personnel.
Travel regularly throughout the assigned territory, operate a motor vehicle, and attend occasional meetings or community events outside normal business hours.