Hospice Care Consultant
Posted on: January 10, 2022
Current Compassus Colleagues: Please apply via Workday.
The Hospice Care Consultant (HCC) is responsible for modeling the 3
Company values of Compassion, Integrity, and Excellence, and for
promoting the Compassus philosophy, using the 6 Pillars of success
as the foundation. S/he is responsible for upholding the Code of
Ethical Conduct and for promoting positive working relationships
within the company, among all departments, and all external
stakeholders. The HCC is responsible for leading the business
development activities to drive admissions within assigned book of
business. Through cross-functional cooperation, the HCC is
responsible for the total value creation from the account
relationships within the book of business. The HCC will be the
primary face of the company to these referral sources and will
develop business plans, marshal the company's resources to secure
growth, build collaboration and report success against these
Position Specific Responsibilities
In specified assigned accounts within the book of business, the HCC
generates demand for Compassus services by constantly improving the
company's competitive position.
Responsible for achieving and growing total revenue, including
hospice admissions in assigned book of business. Assists in
advancing market position consistent with Company goals. Achieves
deep and thorough account penetration and develops new target
accounts to obtain new and expanded referral relationships.
Understands the strategic context of the referral persons and the
markets in which Compassus competes.
Builds relationships at all levels within the customer organization
and utilizes a higher level of referral person call point to build
robust relationships with influencer, decision makers and account
Communicates with, aligns, and collaborates with the extended
Compassus colleagues to execute on the book of business growth
Articulates plans to cross functional stakeholders and gains
commitment to collaborate and execute.
Responsible for complete book of business analysis and planning to
ensure growth goals are achieved.
Develops and manages key referral relationships. Services book of
business and interfaces directly with physicians, staff, and
Serves existing and prospective referral relationships by
discovering customer needs and requirements and by meeting or
exceeding their expectations.
Conducts growth presentations for new and existing referral sources
Continuously works with referral sources to monitor performance and
Provides clinical training and education to customers. Assists in
disseminating clinical information to referral sources,
coordinating relevant colleague interactions to assist with growth
goals of assigned book of business.
Maintains up-to-date and accurate records in the CRM. Interfaces
with leadership, marketing and executive team to quantify needs and
to provide intelligence to management on competition and service
Keeps abreast of new programming and service offerings in the
market and of current and future Company solutions.
Monitors and reports service complaints or concerns.
Consistently works to improve personal knowledge and selling acumen
to become of greater value to the most important current and
prospective referral sources and to the Company.
Maintains the necessary reporting documents, including CRM records,
admissions and referral forecasts, pipeline, market trends,
competitor activities, and strategic initiatives reports that
provide adherence to Compassus policy.
Responsible for the success of the assigned book of business in
terms of the Compassus' reputation and profitability.
Networks extensively within assigned book of business and related
Manages complex, interdepartmental referral source decision makers,
influencers and champions.
Ensures that the Compassus' relationship is indispensable and
irreplaceable to the referral source.
Requires cultural sensitivity within a diverse work
Maintains knowledge of referral source's long-term goals,
objectives, and overall business strategies.
Engages current and prospective referral sources in new solution
Drives the referral source's organization toward mutually agreed
upon clinical standards and education goals.
Provides insights to positively impact the Compassus strategic
Increases credibility and brand awareness in the marketplace.
Sets a standard of ethics and excellence in alignment with the
Acts as an ambassador of professional standards.
Marshals company resources, including account management, clinical
education, relationship building, referral development and securing
Ensures Compassus services are in demand across the assigned book
of business to meet or exceed assigned targets for all referral
Coordinates with other colleagues to provide customer focus after
the admission and during the referral process to increase positive
customer relationships and to identify other growth opportunities
in their assigned book of business.
Responsible for submitting a variety of reports, including CRM
reporting, as well as growth plans in a timely and accurate
KNOWLEDGE AND SKILLS To perform this job successfully, an
individual must be able to perform each essential duty
satisfactorily. The requirements listed below are representative of
the knowledge, skill, and/or ability required. Reasonable
accommodations may be made to enable individuals with disabilities
to perform the essential functions.
Education and/or Experience
Bachelor's in Business and/or equivalent combination of education
Previous successful related experience, including five plus years
of related industry experience, of which included a successful
track record in customer relationship and account management in the
appropriate industry segment.
Proven selling and customer relationship management skills with the
ability to navigate a sales process to include
Strong clinical knowledge, with the confidence to knowledgably
engage key stakeholders such as physicians, clinical staff, nurses,
and department managers to present a value proposition.
Professional presence that influences desired results with both
external and internal stakeholders.
A valid driver's license and auto liability insurance.
Certifications, Licenses and Registrations
A valid driver's license and auto liability insurance.
Compassus, including all Compassus affiliates, complies with
applicable Federal civil rights laws and does not discriminate on
the basis of
race, color, national origin, age, disability, or sex. Compassus,
including all Compassus affiliates, does not exclude people or
differently because of race, color, national origin, age,
disability, or sex.
Keywords: Compassus, Bozeman , Hospice Care Consultant, Professions , Bozeman, Montana
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