Hospice - Account Executive

Job Description

Job Description

Hospice Business Development Representative – Job Description

Position Summary

The Hospice Business Development Representative is responsible for building, expanding, and maintaining relationships with key referral sources—including physicians, hospital discharge planners, social workers, skilled nursing facilities, and community organizations. The primary objective of this role is to increase patient census by educating healthcare professionals and families about hospice eligibility, palliative care options, and the value of early admission.

Core Responsibilities

1. Referral Partner Relationship Building

• Identify, develop, and maintain strong relationships with healthcare professionals, discharge planners, physicians, hospital case managers, and assisted living/skilled nursing facility leadership.
• Schedule and conduct regular face-to-face sales calls, educational presentations, and meetings within an assigned geographic territory.
• Educate clinical partners on hospice eligibility guidelines, Medicare/Medicaid benefits, and disease-specific progression trajectories.
• Serve as the primary point of contact for referral partners, responding promptly to inquiries and ensuring smooth admission transitions.

2. Territory Management & Growth Strategy

• Develop and execute a strategic territory business plan to achieve monthly and quarterly referral and admission targets.
• Conduct market research and competitor analysis to identify untapped growth opportunities and underserved community segments.
• Log all call activities, touchpoints, pipeline progress, and referral source data consistently into the CRM system.
• Track referral patterns and analyze data to optimize outreach efficiency and prioritize high-volume partners.

3. Patient & Family Consultation & Intake Support

• Conduct initial non-clinical consultations and educational meetings with patients and families to discuss hospice care options, address fears, and establish goals of care.
• Coordinate closely with hospice intake, clinical evaluation nurses, and medical directors to streamline patient admissions and resolve potential barriers.
• Participate in care transition conferences at hospitals or care facilities as needed to ensure continuous, supportive care delivery.

4. Community Engagement & Brand Advocacy

• Represent the organization at healthcare expos, senior living events, community panels, and professional networking groups.
• Organize and present educational seminars on end-of-life care, advance directives, and palliative options for community groups and senior centers.
• Collaborate with internal marketing teams to utilize promotional materials, digital resources, and educational collateral effectively.

Qualifications & Requirements

Education & Experience

• Education: Bachelor’s degree in Business, Marketing, Healthcare Administration, Communications, or a related field preferred (equivalent direct experience accepted).
• Experience:
• • 2+ years of successful business development, B2B sales, or healthcare liaison experience.
  • Direct experience in Hospice, Home Health, Senior Living, Palliative Care, or Pharmaceutical sales strongly preferred.
  • Proven track record of meeting or exceeding sales quotas and census goals.

Essential Skills & Competencies

• Deep understanding of healthcare referral ecosystems, hospital discharge processes, and physician engagement strategies.
• Familiarity with hospice eligibility criteria, Medicare Hospice Benefits, and palliative care terminology.
• High emotional intelligence, active listening skills, and the ability to discuss end-of-life care with compassion and professionalism.
• Outstanding verbal presentation, written communication, and consultative negotiation skills.
• Proficiency with CRM systems (e.g., Salesforce, PlayMaker/Trella Health) and standard office software.

Performance Metrics (KPIs)

• Monthly and quarterly converted admissions (patient census growth).
• Call volume and account interaction frequency across key tier-1 referral sources.
• Conversion rate from initial referral to active hospice admission.
• Expansion of new referring physician and facility accounts within the territory.

Working Conditions & Travel Requirements

• Field-Based Role: Up to 75–80% of working hours spent in the field traveling to clinics, hospitals, facilities, and partner offices.
• Travel: Reliable personal vehicle, valid driver's license, and state-mandated auto insurance required.

\nCompany Description

Healthcare Recruiting Specialists is one of the leading healthcare recruiting organizations in the Chicago area. We specialize in recruiting healthcare professionals for permanent job placement, for both part-time and full-time job opportunities. Our primary focus is providing the highest quality candidates to all our healthcare clients. Chicago HRS Inc. is reliable, provides excellent customer service and credentialed candidates for healthcare positions. We take pride in saying that we have opportunities for all types of positions for new graduates and experienced individuals. Our office is located on the north side of Chicago. Unlike most recruiters, we have a vast knowledge of the geographic and demographics of both the city and suburbs. Most of our placements are completed within a 24-48 hour time period.

Company Description

Healthcare Recruiting Specialists is one of the leading healthcare recruiting organizations in the Chicago area. We specialize in recruiting healthcare professionals for permanent job placement, for both part-time and full-time job opportunities. Our primary focus is providing the highest quality candidates to all our healthcare clients. Chicago HRS Inc. is reliable, provides excellent customer service and credentialed candidates for healthcare positions. We take pride in saying that we have opportunities for all types of positions for new graduates and experienced individuals. Our office is located on the north side of Chicago. Unlike most recruiters, we have a vast knowledge of the geographic and demographics of both the city and suburbs. Most of our placements are completed within a 24-48 hour time period.