Hospital Account Manager (9825)

Summit Home Care & Hospice•Indianapolis, IN

31d•$65,000 - $75,000•Hybrid

About The Position

Summit Home Care and Hospice is searching for an experienced and motivated Hospital Account Manager to join our team. We’re committed to providing comprehensive healthcare services in the comfort of our patients' homes to positively impact quality of life by redefining the delivery of care. Hospital Account Manager: Office Location: 6920 Parkdale Place Suite 110 Indianapolis IN, 46254 Travel: Required + Mileage Reimbursement ($0.48/Mile) Work Setting: Traveling to Accounts, Occasionally In-Office & WFH Annual Salary: $65,000 - $75,000/Year Bonus Potential: $9,000 - $25,000+/Year (Performance-Based Incentives Tied to SOC Referrals & Admissions) Total Compensation Potential: $74,000 - $100,00+/Year Position Summary: The Hospital Account Manager is responsible for developing, managing, and growing referral relationships within assigned acute care hospitals to drive Start of Care (SOC) referrals for home health services. Serves as the primary point of contact between the organization and hospital case managers, discharge planners, social workers, and clinical leadership. Success depends on consistent hospital presence, relationship building, service education, and measurable referral production.

Requirements

Minimum of 1–3 years of healthcare sales, hospital liaison, or referral development experience, required.
Strong understanding of Medicare home health services and discharge planning processes, required.
Proven ability to build relationships with hospital case management teams, required.
Excellent communication, presentation, and interpersonal skills are required.
Must have the ability to work in past-faced hospital environments.
Must be willing to travel to assigned hospitals and healthcare facilities.
Valid driver’s license and reliable transportation required.
Willing to work on a flexible schedule to align with hospital discharge patterns.

Nice To Haves

Prior experience in home health, hospice, or post-acute care, preferred.
Familiarity with hospital EMRs, referral workflows, and care coordination models, preferred.
Experience working toward measurable referral or census growth goals, preferred.

Responsibilities

Maintain a consistent, visible presence in assigned hospitals to build trust and referral preference, focusing on relationship management with hospital partners.
Develop and sustain professional relationships with Case Managers, Discharge Planner, Social Workers, Nurse Managers and other Clinical Leaders.
Serve as a resource for hospital staff regarding home health eligibility, staffing coverage, and agency capabilities.
Proactively address service issues or barriers to admission in coordination with Intake and Clinical leadership.
Drive Start of Care (SOC) referral volume from assigned hospitals in alignment with monthly and quarterly goals.
Identify opportunities to capture missed referrals and improve conversion of referrals to admissions.
Collaborate with Intake and Clinical teams to ensure timely acceptance and SOC scheduling.
Monitor referral trends and adjust outreach strategies to improve performance.
Visit assigned hospitals for a minimum of 4 days per week (typically 4–5 days per week).
Conduct a minimum of 3-5 in-person hospital visits per day or 15-20 total visits per week.
Meet with assigned case managers and discharge planners with each visit assigned per hospital.
Participate in hospital care coordination meetings, discharge rounds, and interdisciplinary meetings when available.
Act as the liaison between hospital staff and internal departments, including Intake, Nursing, Therapy, hospitalization team, basket coverage team, and Operations.
Communicate our capacity, staffing availability, and service capabilities accurately and in real time.
Track and provide data-driven feedback to leadership regarding hospital needs, competitive intelligence, and referral challenges.
Accurately document all hospital visits, contacts, and referral activity in the CRM or EMR system.
Track and report completed hospital visits, case manager meetings, referrals received, SOC admissions completed, conversion rates (referrals to admissions), etc.
Participate in weekly and monthly performance reviews with the Director of Community & Business Development.
Achieve assigned monthly SOC referral targets by hospital and territory.
Meet or exceed minimum hospital visit and activity standards.
Maintain strong referral partner satisfaction and professional reputation within assigned hospitals.
Support overall agency census growth and market presence.