Hospice Community Liaison

Madrona Hospice Care Inc.•Petaluma, 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 are made by qualified clinical and medical personnel in accordance with Medicare requirements and agency policy. The role includes developing and managing a territory, conducting regular field visits, educating community partners about hospice services and referral procedures, and coordinating referrals with the hospice intake and clinical teams. The expected field activity target is approximately 7–10 meaningful professional contacts per business day unless management directs otherwise. Performance is evaluated by measurable referral-relationship development, appropriate referral opportunities, and agency-established business-development goals. The marketer must follow applicable federal and state requirements and agency policies, protect patient information, respect patient freedom of choice, avoid improper referral inducements and misleading claims, and promptly report suspected compliance concerns. The position collaborates with intake and admissions, clinical and operational personnel, physicians, business-development leadership, billing and authorization staff, and quality and compliance personnel. It requires accurate activity and referral documentation, regular reporting, and travel throughout the assigned territory. 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 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, 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 patients who may benefit from a hospice evaluation and facilitate referrals to the hospice 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 professionally with referral sources regarding service concerns and opportunities for improvement.
Develop and maintain an organized territory plan, prioritize high-potential accounts, maintain an active prospect and referral-source pipeline, and identify underserved organizations.
Develop account-specific strategies to increase appropriate hospice awareness and referrals.
Maintain consistent field activity, including visits, meetings, educational presentations, outreach, and referral follow-up; demonstrate measurable relationship development and appropriate referral opportunities.
Communicate new referrals promptly to intake, obtain or facilitate collection of available documentation, and communicate anticipated discharge dates and plans to appropriate hospice personnel.
Coordinate communication among referral sources, patients and families, intake, and clinical teams; immediately escalate urgent or time-sensitive referrals.
Maintain appropriate communication through the referral-to-admission process and follow up on referrals that do not result in admission to understand barriers and identify improvement opportunities.
Conduct business-development activities in compliance with federal and state requirements and agency policies; protect patient information, respect freedom of choice, avoid referral inducements and misleading representations, and report suspected compliance concerns.
Maintain accurate marketing activity and referral records, including activity logs, referral tracking, account visits, pipeline reports, outcomes, lost-referral analysis, territory plans, and market observations; submit documentation by agency deadlines.
Provide community education about hospice philosophy, eligibility, the Medicare hospice benefit, levels of care, service settings, advance care planning, end-of-life support, caregiver resources, and referral procedures.
Collaborate with intake/admissions, administration, clinical leaders, physicians, case managers, social workers, spiritual care, business-development leadership, billing/authorization, and quality/compliance personnel.
Travel regularly throughout the assigned territory and attend occasional meetings or community events outside normal business hours.