Job Details
Quick position summary: Help us help others! Join a rewarding field - home care and reputable, small co.! We are seeking a business generator and people person. This new team member would be responsible for business development for our home care agency in the NE & NW Tarrant County / Mid-Cities area; involves networking, building relationships, expanding Comfort Keepers brand both north and east of Ft. Worth (our main office), generating leads and prospects (which result in calls), in-home "assessments," and ultimately billable hours. Will be substantial focus on finding new referral sources, building recurring referral patterns, and ultimately a base of clients in Roanoke, Southlake, Westlake, Trophy Club, Colleyville, Grapevine, N. Richland Hills, Keller and HEB. Co-marketing should be limited. Will be a monthly budget after 90 day evaluation. Educational events, activities and small gatherings would be expected.
Company: 25yr old brand and 19yr old agency serving seniors across Tarrant County. We have 4 offices, the main office is in Fort Worth, and we have branches in Trophy Club, Euless, Weatherford. We strive to 'Elevate the Human Spirit' and improve & extend lives! Our goal is the be the best home care provider in the areas we serve. We are licensed by TxHHS.
Services: Go to comfortkeepers.com to learn more!
Job Description: Under the supervision of the owner, the Community Liaison/Business Development Rep is responsible for ensuring achievement of the business revenue objectives for several protected territories (we are a franchise). The business goal is to grow 8-10% per annum across all five of its regions. The person will generate interest, create leads, build referrals through a variety of regular or routine (weekly/monthly) activities: networking with personnel in hospice, home health and private duty nursing (PDN) agencies; meeting with physicians and clinics; joining the owner in meetings with non-profit groups such as the TAGS, AARP, Alzheimer s Assoc., American Heart Assoc.; relationship building with key area facilities focused on seniors (independent living, assisted living, memory care); interaction with others in the community that cater to the elderly (insurance brokers, placement agents, attorneys, financial advisors); work will involve cold calling, some email marketing and social media usage; attending conferences, fairs, seminars & local events to maintain & build new relationships, educate folks on the benefits of home care, extend our brand. Visits will be required to both medical (hospitals, rehabs, dr. offices, primary care centers), and non-medical environments (churches, senior centers, counseling centers, support groups, retirement communities, YMCA, veterans groups, even country clubs in residential neighborhoods). Person will be responsible for reporting their activities, progress, results (#leads, prospects, new contacts, new clients, conversion rate), pipeline to supervisor on a weekly basis; person will have 2-4 internal meetings per month - that discussion will cover successes, challenges, and opportunities, review of schedule/calendar, results; and person is expected to help with the start-up of new accounts i.e. helping the scheduler, client care coordinator ("CCC") and GM deliver excellent service but ultimately transition contact to the office. Person with develop an annual plan (each fall with the owner and GM), revisiting that plan quarterly.
Specific Duties:
- Achieve revenue objectives for the territories with the primary goal of bringing in new business, developing new relationships (referral sources) to increase our census (# active clients at month end and served over the month), overall number of billable hours, annual revenues and market share in Tarrant and Denton counties.
- Target A accounts include, but are not limited to: family/internal medicine/primary care physicians, geriatric, cardiology & neurology specialists; VA case managers; nurses, social workers, and other personnel at home health, private duty, hospice agencies; directors at independent & assisted living facilities; case managers at nursing homes & rehab centers, adult day care centers, etc.
- Target B accounts include attorneys, guardians, brokers, bankers, advisors, funeral homes, etc.
- C will be at your discretion.
- Targets will be ranked based on number of historic & potential referrals/clients
- Rankings (1,2,3) will drive frequency of contact, type of contact and spending.
- Performs all phases of sales & BD activities for assigned territories, including qualifying, prospecting, follow up with prospect calls (prior phone/web inquiries for services), analysis of client needs, presentations of services / in-home assessments, potentially POC visits with existing customer accounts, and follow-up as necessary.
- Works closely with CCCs on communication back to physician and HHA.
- Plan and execute various events, campaigns to broaden our reach, grow our brand, e.g. National Day of Joy, Feed Seniors Now, Walk to End Alzheimer s, Parkinson s Foundation.
- Establishes an annual plan and actively uses it as a working tool, which is revisited quarterly
- Use template for meetings and log for mileage & expenses
- Tracks all referrers, activities & notes (face to face "FTF" contact) in a CRM system within eRSP. Ensures data is reliable usable, understandable and thus results measurable.
- Participates in all scheduled quarterly staff meetings.
Goals:
- Set appointments
- Conducts at least 30-35 in-person (or Zoom) visits per week (7 per business day).
- Q2 2024 should involve lots of introductory meetings
- Nurture 20-25 key referral sources monthly
- Send notes, emails and texts with updates and thank you s
- Build base of NEW referral sources and contacts in the senior community (3-5 per month)
- Distribute collateral materials and CK-approved content monthly via email
- Visit with all new clients within 60 days and assist operations with customer service matters as needed
Note: This job description is not intended to be all-inclusive. The employee will be expected to perform other reasonable, office related duties as assigned given size of the business and ongoing pandemic.
Knowledge, Skills, Abilities:
- High energy level.
- Excellent interpersonal skills.
- Strong relationship builder.
- Exceptional customer service skills.
- High integrity and able to maintain high level of confidentiality.
- Knowledge of home care and where/how it fits within broader healthcare market
- Effective written communication (will be heavy use of email).
- Time management skills.
- Good organizational skills.
- Basic computer skills in a Microsoft Windows / Office environment.
Key Success Factors:
- Maintain positive, upbeat, professional, business image. Presentable.
- Knowledge of our services, scheduling, operations, and billing our differentiation.
- Ability to effectively influence others and ask for the business
- Ability to listen actively, consult and connect with clients & families, and/or their doctors, advisors
- Ability to clearly communicate information and ideas in-person / verbally or in writing
- Sustained energy and focus on results