Vice President Referral Relations

Job Description
 
Title: Vice President Referral Relations                           Job Code: 880107
Immediate Supervisor: Vice President & Chief Administrative Officer                  Status: Exempt

JOB OVERVIEW
The Vice President of Referral Development is a strategic leader responsible for driving multi-market referral growth, expanding organizational reach, and strengthening partnerships with high-value providers across all Madonna Rehabilitation system service lines. This role leads market analysis, relationship development, and team performance to ensure referral strategies align with organizational capacity, patient access needs, and revenue goals. Develops and executes a comprehensive referral growth strategy across existing and emerging markets, identifying high-potential referral sources and expansion opportunities. Partners with all stakeholders to expand the organizationâ??s network and strengthen market positioning. Provides reports and strategic recommendations to executive leadership and uses data to refine strategies, optimize territories, and maintain competitive advantage. Leads and oversees the Admissions Department, ensuring regulatory compliance, consistent application of admission criteria, and effective alignment with clinical, operational, and business development functions. Works collaboratively with Marketing to align referral development communications and outreach with organizational brand and strategic initiatives.

ESSENTIAL FUNCTIONS
1. Strategic Referral Growth & Market Expansion

• Develop, lead, and execute a multi-market referral growth strategy to achieve market projection, budget and patient access goals.
• Assess new and existing markets to identify high-potential referral sources and geographic expansion opportunities; and develop and oversee implementation of strategies approved by executive leadership to increase market share.
• Collaborate with executive leadership to prioritize growth areas based on patient demographics, payer mix, and competitive landscape.
• Lead territory planning for market outreach and ensure each hospital/clinic has a targeted referral growth plan.
  2. Physician & Partner Relationship Development
• Cultivate strong, ongoing relationships with key referral sources including physicians, trauma centers, and work comp case managers.
• Build partnerships with complementary providers to drive appropriate post-acute utilization across Madonnaâ??s rehabilitation system.
• Conduct regular on-site visits and check-ins to identify new collaboration opportunities and expand reach into new markets.
• Develop, implement and manage stakeholder engagement activities that reinforce partnership strategy and provide superior customer service with a focus on addressing client needs, issues and priorities.
  3. Performance Management & Analytics
• Oversee referral tracking systems (CRM - Hubspot) to monitor the strength of Madonnaâ??s relationships with other organizations/hospitals/clinics.
• Analyze referral/admission trends by Madonna referral development staff member, hospital, service line, and provider type for territory optimization.
• Establish KPIs and dashboards (e.g., referral growth %, by impairment, payor source, outreach ROI) for the department.
• Provide executive leadership with regular updates on referral performance and strategic recommendations.
• Utilize data to create direct strategies to stay market competitive.
  4.  Leadership, Supervision & Talent Development
• Provide strategic and operational leadership for the referral development team, ensuring alignment with Madonna core values, mission, strategic initiatives, and annual goals.
• Build, lead, and sustain high-performing teams by recruiting, developing, mentoring, and retaining skilled referral development and admissions professionals, ensuring teams members have the knowledge and resources to meet expectations; set clear expectations and hold staff accountable for results.
• Establish performance goals, conduct regular performance evaluations, and implement development plans that support continuous learning, professional growth, accountability, and service excellence.
• Foster a culture of collaboration between admissions, marketing, operations and clinical staff to position Madonna for success with strategic initiatives and goals.
• Responsible for management of the Director of Admissions, Director of Regional Business Development, and Director of Omaha Business Development roles.
  5. Marketing & Brand Integration
• Work with marketing to design outreach campaigns and service line promotions to attract and retain referral sources and further Madonnaâ??s rehabilitation mission.
• Develop referral toolkits and communication materials for referring providers in conjunction with the marketing team.
• Coordinate continuing medical education (CME) events, lunch-and-learns, or other referral development events to increase visibility.
• Leverage digital platforms (email, Hubspot) to build Madonnaâ??s brand and expand its reach.
• Represent Madonna locally, regionally and nationally through sponsorships and conference attendance.
  6. Organizational Alignment & Growth Strategy
• Collaborate with Operations and Clinical leadership to align capacity, staffing, and access with referral demand.
• Contribute to strategic planning and forecasting, especially when evaluating new markets or acquisitions.
• Communicate feedback from referring physicians, referral sources and payors to help improve services, ensure excellent patient experience and enhance competitive positioning.
  7. Compliance, Quality & Service
• Ensure all referral activities comply with regulatory requirements, including but not limited to, Stark Law, Anti-Kickback Statute, and HIPAA guidelines.
• Collaborate with legal and compliance departments to establish transfer agreements, negotiate and manage contracts, and mitigate risks related to referral activities.
• Monitor referral quality metrics (e.g., patient satisfaction, length of stay discussion, response time and conversion rates) to reinforce trust with referring providers.
  
  QUALIFICATIONS
  Education, Certification & Licensure
• Bachelorâ??s degree in Business Administration, Healthcare Administration, Marketing, Organizational Development, or a related field required (or equivalent work experience).
• Masterâ??s degree strongly preferred.
  Experience
• Minimum of five (5) years of progressive experience in healthcare business development, referral development, physician relations, or market growth roles.
• Minimum of three (3) years of experience leading, mentoring, and managing high-performing teams.
• Demonstrated success developing and executing enterprise-wide referral growth and market expansion strategies and building and sustaining strategic partnerships with physicians, health systems, payors, and community providers.
• Experience working across acute, post-acute, rehabilitation, or specialty healthcare settings preferred.
  Knowledge & Skills
• Strong strategic planning, business acumen, and financial awareness related to healthcare growth and market development.
• Strong leadership skills with the ability to lead cross-functional initiatives and drive organizational growth.
• Advanced analytical skills with ability to analyze market, referral, and admissions data and translate findings into actionable executive-level recommendations.
• Working knowledge of healthcare regulatory requirements related to referral activities, including Stark Law, Anti-Kickback Statute, and HIPAA.
• Demonstrated ability to collaborate effectively with executive leadership, physicians, clinical leaders, marketing, admissions, and operations.
• Exceptional written and verbal communication skills with the ability to influence at all levels of the organization.
  Other Requirements
• Ability to travel locally, regionally, and nationally as required to support referral development activities.
• Current valid Nebraska driverâ??s license with a safe driving record.
• Background checks are conducted; candidates must provide required authorizations.
  P****HYSICAL DEMANDS AND ENVIRONMENTAL CONDITIONS
• Primarily sedentary work; may lift and carry up to 10 pounds occasionally.
• Indoor work with frequent mobility required to travel between campuses and to offsite locations, including conferences, hospitals, insurance companies, and meetings; occasional air travel required.
• Regular travel between Omaha and Lincoln campuses as determined by business needs.
• Flexible schedule required, including early mornings, evenings, nights, and weekends as necessary.
• Requires sufficient visual acuity to read reports and computer screens, and adequate hearing and speech to communicate effectively in person and by telephone.