Hospice Community Liaison

Madrona Hospice Care Inc.•San Rafael, CA

10d•$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 position 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 remain with qualified clinical and medical personnel in accordance with Medicare requirements and agency policy. The role includes developing and managing a referral territory, conducting regular in-person outreach, educating community partners about hospice services and referral processes, coordinating referrals with intake and clinical teams, and maintaining accurate activity and outcome documentation. The expected activity target is approximately 7–10 meaningful professional contacts per business day unless otherwise directed. Performance is assessed based on relationship development, appropriate referral opportunities, responsiveness, documentation, and agency-established business-development goals. The marketer must follow applicable federal and state laws and agency policies, protect patient information, respect patient freedom of choice, and avoid referral inducements or misleading claims. The position involves regular travel throughout the assigned territory and may require occasional meetings or community events 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.
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.
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 federal and state requirements and agency policies, including Medicare, Medicaid/Medi-Cal, Anti-Kickback Statute, and HIPAA requirements.

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.
Conduct regular in-person visits to healthcare facilities, physician offices, clinics, and other community organizations.
Identify patients who may benefit from a hospice evaluation and facilitate referrals to the hospice intake or clinical team without determining eligibility.
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.
Develop and maintain an organized territory plan, account priorities, and a pipeline of prospective and existing referral sources.
Identify underserved facilities, physicians, hospitals, and community organizations 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 to intake and facilitate collection of available documentation.
Communicate anticipated discharge dates and plans to appropriate hospice personnel, coordinate among referral sources, patients and families, intake, and clinical teams, and immediately escalate urgent referrals.
Follow up professionally when referred patients are not admitted to understand barriers and identify improvement opportunities.
Maintain accurate marketing activity, referral, account, pipeline, outcome, and territory records and submit reports by agency-established deadlines.
Provide community education on hospice services, benefits, levels of care, advance care planning, end-of-life support, caregiver resources, and referral procedures.
Comply with applicable laws and agency policies, protect patient information, respect patient choice, avoid improper referral inducements, and report suspected compliance concerns.
Collaborate with intake/admissions, agency leadership, clinical staff, physicians, social workers, spiritual care, billing/authorization, quality, and compliance personnel.
Travel regularly throughout the assigned territory and attend occasional meetings or community events outside normal business hours.