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(Archived) Director of Sales and Marketing, Health Services

Last Updated: 5/11/22

Job Description

Givens Communities , a nationally recognized nonprofit senior housing organization in Asheville, is looking to hire a full-time salaried Health Services Sales and Marketing Director. The Health Services Sales and Marketing Director will lead all external sales and marketing activities for Givens Communities Health Services' facilities and ensure communities receive and admit qualitied leads that meet budget expectations. This position is 90% external and reports to the Vice President of Sales and Marketing.


  • Competitive salary & benefits package
  • Stable organization with strong mission & values that provides excellent quality care
  • Beautiful communities & great locations

What you'll do:
  • Communicate regularly with the Admission Coordinators, Directors of Nursing, Health Services Directors, Executive Directors, Sales and Marketing Vice President, and any others responsible for census development at each community (Givens Estates and Givens Highland Farms)
  • Prioritize admissions based on each community's needs
  • Partner with Givens Affordable Communities to monitor hospitalized residents
  • Participate in the weekly case management meeting to learn potential level of care changes with each community, e.g., IL to AL, IL to SN, AL to SN
  • Improve health services (SN +AL) total Average Daily Census by +4 each month across both Givens Estates and Givens Highland Farms
  • Partner with Sales and Marketing Directors, Independent Living to improve internal marketing messaging around the health services continuum of care
  • Partner with Admission Coordinators, or facility designees, to ensure all referrals are responded to within one hour of receipt. Monitors each until placed
  • Track and trend Lost and Denied Leads
  • Attend each community's weekly Sales and Marketing Team meeting and other meetings as assigned
  • Utilize each community's Scope of Service to determine appropriate placement, Admission Matrix to determine offer accommodation protocol, and the Assessment Tool, when requested
  • Adhere to the Approval-Denial process, ensuring all clinical and financial denials have the Health Services Director's approval prior to submitting denial to referral source
  • Utilize and maintain current Customer Relationship Management system consistently
  • Develop a strategic plan for each community to identify key customers that could refer patients/residents from preferred provider networks.
  • Creates a Roadmap to Census Success (RTCS) for each community below their total Census budget.
  • Completes weekly Projections and Activities Report and submits to Health Services Directors, Executive Directors, and Vice President of Sales and Marketing
  • Ensure each community completes and submits their First Impressions Assessment Checklist and complete one per month per community yourself
  • Conduct joint monthly community visits with the Vice President of Sales and Marketing and attend the Sales and Marketing Core Team meetings
  • Participates in monthly financial reviews with each community and the monthly Census Performance Program
  • Improve Private Pay and Quality Mix (Medicare + Managed Care) payer mix, month over month, at each campus
  • Meet the required number of assigned monthly sales calls.
  • Mentor each community's team in ways to achieve expected conversion objectives
  • Develop and implements strategies to obtain new referral sources, and identify and expand established referral relationships
  • Inform the Health Services Directors, Executive Directors, and Vice President of Sales and Marketing on any conversion barriers and opportunities for improvement
  • Review business development priorities with the Health Services Directors, Executive Directors, and Vice President of Sales and Marketing
  • Review census reports to analyze trends, then act to avert deterioration of Quality mix and Private Pay market share
  • Assist with the development of each community's Trimester Sales and Marketing Plan (TSMP) with an emphasis on improving the referral pipeline
  • Assist communities with annual market analysis or anytime there is a change in the market
  • Ensure all Sales Reports are accurate, timely, and used effectively
  • Assist communities in the deployment, collection, and analysis of the annual Referral Source Survey and in determining their specific market niche
  • Develop and maintain relationships with key referral sources, including physicians, managed care, and accountable care organizations
  • Anticipate and eliminate potential conflicts between communities and referral sources
  • Make recommendations to alter strategies as market conditions change
  • Introduce each community's scope of service to the managed care industry through one-on-one and group presentations
  • Works closely with the Vice President of Sales and Marketing to promote utilization of current and existing managed care contracts and identify new ones
  • Assists with training on managed care utilization and serve as a resource for communities to address managed care questions and issues

What you'll need:
  • Bachelor's degree in marketing or a related field required
  • Minimum of five years of experience in sales and marketing in health services (SNF, AL, MC) with proven results in building total Census and Quality mix
  • Thorough understanding of the health care markets, healthcare delivery system, referral arrangements, and financial principles
  • Minimum of five years of experience directly selling to Hospitals, Physicians, Acute Rehab Facilities, Post-Acute Care Facilities, Accountable Care Organizations, Managed Care Organizations, Home Health Agencies, Hospice Agencies, etc
  • Outstanding customer service skills
  • Ability to meet deadlines and produce accurate work
  • Fluent in medical terminology
  • Superior presentation skills - both one-on-one and group
  • Proficient in Microsoft Office products (Word, Excel, PowerPoint)

What you'll get:
  • $1,000 sign-on bonus (paid out in increments over the first six months)
  • Three major medical health insurance plans to choose from with dental and vision coverage at no additional cost
  • Free short-term disability, life insurance, & access to our employee assistance program
  • Paid time off (PTO) w/ immediate access to 5 PTO days before your 90 days!
  • 403(b) retirement plan with up to a 6% matching
  • Educational assistance & professional development opportunities
  • Flexible spending account (FSA)
  • Access to AFLAC & Prudential Life insurance products
  • Over 5 miles of hiking trails to explore and access to our brand new fitness center and pool
  • Plus so much more!

Compensation is competitive and based on your experience and skillset and includes our comprehensive benefits package!

Still curious about what Givens is all about? It's kind of a long story , but at our core, we're a senior housing organization with a lot of heart and committed to providing housing to seniors of all socioeconomic backgrounds across WNC. We already have four communities (two life plan communities and two affordable communities) with plans for many more in the coming years.

Company Details

Asheville, North Carolina, United States
At Givens Communities, we live by our core values, caring, courage, collaboration, and commitment. Our nonprofit communities value each team member and their contribution to our organization. Don't miss out on the opportunity to join our fun, friendly, and inclusive team! Givens is a vibrant and unique organization committed to providing an outstanding quality of life to more than 1,200+ reside...