Business Development - Enquiries and Referral Manager
Healthcare Management Trust – St Hugh’s Hospital
HMT have an exciting opportunity for a Business Development Manager to drive the Enquiries and Referrals across HMT Care Homes.
In this key role, you will work towards budgetary targets while building strong relationships with NHS Trusts, ICBs, and other stakeholders. You will assess care needs, develop tailored support packages, and respond swiftly to enquiries, ensuring a smooth admissions process. Your ability to communicate effectively across multiple channels will be crucial in raising awareness of our services and generating interest from both commissioners and self-referring residents.
You will also lead local marketing initiatives, working closely with the central marketing team to promote our care homes and develop waiting lists. With a keen eye for market trends and competitor activity, you will provide valuable insights and reports to support strategic decision-making.
This is a remote role with occasional national travel to HMT care homes, offering an exciting opportunity to make a real impact in a forward-thinking, values-driven organization.
Main duties of the job
You will be the go-to person for all enquiries and referrals for our care homes through monitoring portals and responding to enquiries through the website and via marketing platforms.
You will have experience in assessing care needs and be able to make recommendations on support packages. You will be responsible for calculating initial offers/fee levels based on care packages, liaising and taking advice from clinical colleagues to identify risk and ensure compatibility with services. This can be time sensitive to secure potential residents and respond to our commissioners.
You will have great communication skills enabling you to connect with all customers effectively via several different channels including face to face, telephone, e-campaigns and social media. You will develop and maintain strong relationships with primary care, ICBs, NHS Trusts, Bed Management Hubs, Bed Managers and other strategic stakeholders to alert them to vacancies, understand areas of unmet needs, generate enquiries, and drive referrals.
You will identify and support local marketing opportunities, developing plans to drive local campaigns, developing marketing content for materials to promote the services and celebrate local stories and outcomes with support from the central marketing team. You will be confident in report writing, working under pressure and have a good working knowledge of Microsoft software, with a methodical approach when dealing with external care referrals.
Job responsibilities
* Be target driven with agreed occupancy levels and commercial activity for each home identified each year with your manager
* Lead on identifying new referrals, developing waiting lists and responding to referrals to fill vacancies promptly
* Monitor portals and respond to opportunities with care package offers, taking appropriate advice from clinical colleagues
* Provide monthly reports of all activities, void levels, enquiries and waiting list and raising challenges or concerns quickly
* Build on and enhance the visibility of our care homes in the community to promote self-referrals and ensure a healthy waiting list for vacancies.
* Plan and deliver local events that raise awareness of our homes and the quality service we offer collaborating with the Marketing Team
* Develop strong relationships in each locality including Local Authority, Integrated Care Board and Primary Care providers
* Be responsible for developing and maintaining a comprehensive understanding of the external market in each area including competitors and other providers.
* Demonstrate a deep technical knowledge of the care sector to stay updated on policy changes, industry standards, and innovations in the sector that provide opportunities for HMT
* Work closely with the Head of Business Development to support new initiatives and service offerings
* Develop and maintain an up to date digital library of all documents required for contracting and tendering opportunities.
* Develop and lead on the implementation of HMT's business development strategies to drive occupancy, and referrals
* Coordinate with internal teams to deliver and monitor the impact of local campaigns, evaluating their success and providing feedback and recommendations for their continuous improvement
* Monitor and analyse occupancy data, sector trends, and referral activity to inform strategic decision and direction.
* Prepare detailed reports for local senior management teams that analyses relevant occupancy data, trends, performance metrics, and feedback to provide meaningful insights.
Person Specification
Qualifications
* Qualified to degree level an advantage, but evidence of ability to articulate in writing and in person essential
* Microsoft Windows skills to maintain spreadsheets and report on metrics
* Ability to work on own initiative with a proactive attitude with the ability to adapt to change at pace.
Experience
* A minimum of one year experience of working in business development and successful referral generation in a care environment
* Exceptional communication skills with a varied audience and ability to adapt communication style to meet the needs of the recipient
* Great organisational skills and ability to report accurately on a range of metrics
* Experience of modelling care packages for older people, people with complex needs or a similar customer group
Disclosure and Barring Service Check
This post is subject to the Rehabilitation of Offenders Act (Exceptions Order) 1975 and as such it will be necessary for a submission for Disclosure to be made to the Disclosure and Barring Service (formerly known as CRB) to check for any previous criminal convictions.
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