Business Development & Referral Relations Specialist

Home Care Business Development & Referral Relations Specialist

We are seeking a motivated, outgoing, and results-driven Business Development & Referral Relations Specialist to grow our New York home care agency by developing relationships with healthcare professionals and organizations that refer patients for home care services.

This is a hands-on, in-office business development role focused on outbound calling, email outreach, networking, relationship building, and generating new patient referrals. The ideal candidate is comfortable picking up the phone, identifying decision-makers, following up consistently, and directly asking for referral opportunities.

You will build and manage relationships with Managed Long-Term Care (MLTC) plans, care managers, case managers, social workers, physician offices, hospitals, rehabilitation facilities, nursing facilities, and community organizations.

The primary goal is to turn outreach into lasting referral partnerships that generate new home care cases and support agency growth.

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.

Qualifications

• 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.

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.

What Success Looks Like

Performance will be evaluated based on both consistent outreach and measurable business results, including:

• Outbound calls and meaningful conversations

• New referral contacts and relationships established

• Meetings and introductions secured

• Active referral partnerships developed

• New patient referrals received

• Referrals converted into active patients

• Growth from existing referral partners

• Reactivation of previously inactive referral sources

• Contribution to overall agency census growth

This is a business development role, not simply a customer service or administrative position. Success requires proactive outreach, relationship building, consistent follow-up, and a clear focus on generating new patient referrals.

Ideal Candidate

The ideal candidate is energetic, personable, persistent, and motivated by results. They enjoy meeting new people, identifying decision-makers, building professional relationships, and turning conversations into business opportunities.

You should be comfortable reaching out to a care manager or referral partner and asking:

“We have availability and would love to help with any members or patients who need a home care provider. Are there any cases we can assist with?”

If you are comfortable with outbound sales, enjoy building relationships, and want to see your efforts directly contribute to business growth, we encourage you to apply.