Business Development Manager Home Health

Pathwell Health; Reston (VA); On-site; USD 65,000 - 95,000; Full time

Job summary

Pathwell Health seeks a Business Development Manager to expand referrals and educate patients and families about home health services. You will build relationships with hospitals, physicians, discharge planners, and SNFs across Loudoun, Fairfax, and Prince William counties.

You will travel to partner sites, educate the medical community on Pathwell Health offerings, and drive admissions while meeting growth targets. Strong communication, CRM proficiency, and travel readiness are essential.

Qualifications

• Associate degree or equivalent; Bachelor’s degree preferred.
• Home Health/Hospice experience preferred.
• Knowledge of medical terminology.
• Excellent written and verbal communications skills.
• Strong customer service and relationship-building.
• Proficient with Email, CRM software, Google Workspace, Google.
• Willing to travel on short notice with a valid driver’s license and car.

Responsibilities

• Establish and maintain productive relationships with case managers, discharge planners and other professionals.
• Execute sales calls/meetings to identify and meet referral partner needs; drive referrals and admissions.
• Educate medical community on home health care components and programs.
• Meet weekly/monthly goals for market share growth and referrals.
• Assist in coordination of care and timely admissions with Intake Coordinator.
• Participate in interdisciplinary and marketing meetings; ensure service expectations are met.

Skills

Relationship-building

Sales calls/meetings

Education patients & families

Communication skills

Presentations

Team collaboration

Independence

Education

Associate degree or equivalent

Bachelor’s degree preferred

Tools

CRM software

Google Workspace

PowerPoint

MS Word

MS Excel

Job description

As a Business Development Manager, you'll be responsible for business development and education of patients and their families and key constituents (e.g., physicians, case managers, discharge planners) at our referral partners, including hospitals, SNFs, ALFs, and Physician offices. The work areas would cover Loudoun, Fairfax and Prince William County, spanning from Leesburg to Arlington. You'll ensure continuity of care, smooth interactions, and excellent communication between all involved.

RESPONSIBILITIES :

• Establishes and maintains productive relationships with case managers, discharge planners or other relevant professionals in hospitals, home health agencies, nursing homes, long term care facilities, assisted living facilities, and physicians in private practices.
• Execute effective sales calls/meetings that identify and meet the needs of the referral partners, including pre- and post-call planning, establishing rapport, good questioning skills, proposing solutions, handling objections, driving referrals, and converting them to admissions.
• Educate the medical community on components of home health care and our organization services and programs using sales calls and literature.
• Execute weekly and monthly goals of increasing market share through account development of both existing and prospective referral sources.
• Achieve monthly personal production goals.
• Responsible for all sales administration duties including, but not limited to maintaining accurate records,, weekly meetings with tactical/strategic updates, paperwork (485/F2F) delivery or pick-up when needed, timely cell phone and email correspondence
• Participates in interdisciplinary team meetings and regular marketing meetings.
• Assists Intake Coordinator with coordination of care and timely admission of any/all home health patients.
• Ensures that the expectations of the referral source and the needs of the patients and their families are being met.
• May assist in identifying and resolving issues, dissatisfaction, or problems that the referral source or the patient or their family is experiencing.
• Triage issues with patients and family members, resolving them within scope of job or escalating them to the appropriate clinical or administrative person / department.
• Complies with all organizational policies and procedures.
• Other related duties as assigned

Qualifications & Requirements

• Associate Degree or equivalent required; Bachelor's Degree Preferred
• Previous Home Health or Hospice experience preferred
• Knowledge of medical terminology
• Must have excellent written and verbal communications skills
• Demonstrated strong customer service, and relationship-building skills
• Good computer skills including Email, CRM software, Google Workspace, Google
• Meet/Zoom/Video Conference, PowerPoint, MS Word, and MS Excel
• Must be able to travel with short notice as required for the above duties to clients and community locations
• Must have a car with current insurance coverage and a valid driver's license

SKILLS AND COMPETENCIES :

• Ability to articulate our competitive advantages, specialty programs, and CMS guidelines
• Ability to coordinate and attend appointments/meetings
• Ability to create presentations and reports
• Ability to use good judgment in decision making and problem resolution
• Ability to collaborate with internal administrative, clinical and marketing teams
• Ability to work independently with minimal supervision and be self-motivated.
• Must have interpersonal skills to effectively interact with physicians, other health specialists, management, and co-workers through phone, video conferencing, email and in person

MENTORSHIP AND CAREER GROWTH :

Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures. We're building an environment that celebrates knowledge sharing and mentorship. We care about your career growth and strive to assign opportunities to help each team member develop into a better-rounded professional.