Hospital Liaison Skilled Nursing Facility (SNF)

Hospital Liaison – Skilled Nursing Facility (SNF)

Location: Indianapolis, Indiana Market
Position Type: Full-Time

Position Summary

The Hospital Liaison is responsible for developing and maintaining referral relationships with hospitals, case managers, discharge planners, physicians, and healthcare providers throughout the Indianapolis market. This role serves as the primary representative of the Skilled Nursing Facility (SNF) operator in acute care settings, driving admissions growth, managing referral pipelines, and ensuring smooth patient transitions from hospital to post-acute care. Successful candidates will combine healthcare sales expertise, clinical understanding, and relationship-building skills to achieve census and payer mix goals.

Key Responsibilities

Business Development & Referral Management

• Develop and maintain strong relationships with hospital case managers, social workers, discharge planners, physicians, and care coordinators.

• Conduct daily hospital rounds and referral source visits throughout the assigned Indianapolis territory.

• Generate qualified referrals and admissions that align with facility clinical capabilities and strategic census goals.

• Execute territory management plans to increase market share and referral volume.

• Identify new referral opportunities and develop strategic partnerships within the healthcare community.

• Represent the organization at networking events, healthcare association meetings, and community functions.

Admissions & Clinical Coordination

• Review patient referrals and collaborate with admissions teams regarding clinical appropriateness and acceptance.

• Conduct or coordinate pre-admission screenings and assessments when necessary.

• Facilitate communication between hospitals, patients, families, and facility leadership to ensure seamless transitions of care.

• Educate referral sources on facility services, specialty programs, outcomes, and admission criteria.

• Assist families and patients in understanding post-acute care options and available services.

Relationship Management

• Serve as the primary point of contact for assigned hospital accounts.

• Provide exceptional customer service and timely follow-up on all referrals.

• Resolve admission barriers and coordinate solutions with clinical and operational leadership.

• Deliver educational presentations and in-services to hospital staff regarding SNF services and capabilities.

• Maintain ongoing communication with referral partners to strengthen relationships and increase referral retention.

Reporting & Performance Management

• Track referral activity, conversion rates, admissions, and lost opportunities.

• Maintain CRM documentation and account management records.

• Monitor market trends, competitor activity, and payer developments.

• Provide weekly and monthly reports on territory performance and referral outcomes.

• Meet or exceed established census, admissions, and referral growth targets.

Qualifications

Required

• Minimum of 2 years of healthcare sales, hospital liaison, clinical liaison, or post-acute care marketing experience.

• Proven success developing hospital referral relationships and driving admissions growth.

• Strong understanding of skilled nursing, rehabilitation, long-term care, Medicare, Medicare Advantage, and managed care processes.

• Excellent verbal, written, presentation, and interpersonal communication skills.

• Valid driver's license and ability to travel throughout the Indianapolis market.

• Proficiency with CRM systems and Microsoft Office applications.

Preferred

• Existing relationships with Indianapolis-area hospitals and healthcare systems.

• Experience in Skilled Nursing Facility, Inpatient Rehabilitation, Home Health, Hospice, or Post-Acute Care settings.

• Clinical background as an RN, LPN, Social Worker, Therapist, or related healthcare professional.

• Bachelor's degree in Healthcare Administration, Marketing, Business, Nursing, or related field.

Key Performance Indicators (KPIs)

• Monthly admissions generated.

• Referral-to-admission conversion rate.

• Average daily census contribution.

• Growth in managed care and Medicare referrals.

• Number of active referral relationships.

• Hospital account penetration and market share growth.

• CRM activity and referral response times.

Compensation

• Competitive base salary.

• Monthly and quarterly bonus opportunities based on admissions and census growth.

• Medical, dental, vision, and 401(k) benefits.

• PTO and paid holidays.

• Professional development and career advancement opportunities.

Ideal Candidate Profile

A high-energy healthcare marketer who thrives in hospital environments, understands post-acute care, possesses strong local relationships within the Indianapolis healthcare market, and can effectively drive referral growth while ensuring exceptional patient transitions and customer service.