Business Development & Referral Relations Specialist

Key Responsibilities

Business Development & Referral Generation

• Identify, research, and develop new referral sources throughout New York.
• Conduct consistent outbound calls and email outreach to healthcare organizations and professionals.
• Build relationships with MLTC plans, care managers, case managers, social workers, physicians, discharge planners, and other healthcare referral partners.
• Proactively ask referral sources about patients or members who need home care services.
• Introduce the agency's services, service areas, and current capacity to accept new cases.
• Identify opportunities to increase patient referrals and grow the agency's census.

Relationship Building & Account Management

• Establish and maintain strong relationships with new and existing referral partners.
• Maintain regular contact with referral sources to stay top of mind for future patient needs.
• Re-engage inactive referral sources and develop opportunities for repeat referrals.
• Follow up promptly with referral partners regarding submitted referrals and case updates.
• Coordinate with intake and operations teams to help ensure referred cases are handled efficiently.
• Build trust by providing professional communication, responsive service, and consistent follow-through.

Healthcare & MLTC Outreach

• Identify the appropriate contacts within MLTC plans, healthcare organizations, and payer networks.
• Develop relationships with care management teams, provider relations representatives, discharge planners, and other professionals who influence home care referrals.
• Contact physician offices, medical practices, hospitals, rehabilitation centers, nursing facilities, and community organizations.
• Research new organizations and contacts to expand the agency's referral network.
• Focus outreach efforts on referral sources and organizations with strong potential to generate new cases.

Pipeline Management & Reporting

• Maintain an organized pipeline of prospective, active, and inactive referral sources.
• Document calls, emails, conversations, meetings, follow-ups, and referral outcomes in the agency's CRM or tracking system.
• Track referral sources from initial contact through referral generation and patient intake.
• Maintain accurate contact information, relationship history, and follow-up tasks.
• Provide regular updates to management on outreach activity, new relationships, referral volume, and business development opportunities.

Requirements & Tech Stack

• Strong verbal and written communication skills.
• Comfortable making frequent outbound calls and initiating conversations with new contacts.
• Confident asking for business, referrals, and opportunities to work with new patients.
• Persistent, self-motivated, and comfortable with repeated follow-up.
• Professional and personable when communicating with healthcare professionals.
• Strong organizational skills and the ability to manage multiple contacts and opportunities simultaneously.
• Results-oriented, with an interest in meeting measurable business development goals.
• Comfortable using email, spreadsheets, CRM platforms, and other business tools.

Qualifications

Preferred Experience

Experience in one or more of the following areas is highly preferred:

• New York home care or Licensed Home Care Services Agency (LHCSA) operations
• Managed Long-Term Care (MLTC) plans
• Medicaid managed long-term care
• Healthcare business development or sales
• Home care intake or patient referrals
• Healthcare provider relations
• Case management or social work outreach
• Physician office, hospital, or rehabilitation facility relations

Existing relationships with MLTC care managers, case managers, social workers, physicians, discharge planners, or other home care referral sources are a significant advantage.