Manager of Community Partnerships

POSITION SUMMARY

The Community Partnership Manager is responsible for developing strategic partnerships across major health systems, hospital outpatient departments, specialty physician practices, oncology, cardiology, pulmonology, nephrology, neurology, emergency departments, case management, care coordination, and value-based care organizations throughout the Baltimore-Washington corridor. Success requires identifying underserved referral opportunities, navigating complex healthcare systems, and building executive-level relationships that increase early access to hospice and palliative care. Central to this role is providing exceptional partner support, responsive problem-solving, and collaborating with Access Services and clinical teams to share the life-affirming mission of HOC throughout our community.

This position covers a large multi-county territory including:

• Baltimore Metro
• Howard County
• Montgomery County
• Washington, D.C.

Candidates should expect to travel 70-80% of the workweek between hospitals, physician offices, outpatient clinics, and healthcare organizations.

This is a field-based position. Daily driving is expected.

DUTIES AND RESPONSIBILITIES

Hospital Outpatient Development as a Primary Responsibility

• Develop and execute strategic growth plans targeting hospital outpatient departments, ambulatory specialty clinics, physician practices, cancer centers, infusion centers, wound centers, heart failure clinics, pulmonary clinics, nephrology practices, neurology practices, and accountable care organizations.
• Identify referral leakage within assigned health systems and implement strategies to increase market penetration.
• Build relationships with physician champions, care coordinators, nurse navigators, social workers, APPs, discharge planners, and service line leadership.
• Collaborate with hospital executives and operational leaders to improve transitions of care and increase appropriate hospice utilization.
• Develop account-specific business plans for targeted health systems.

Strategic Territory Management & Business Development

• Own and execute a strategic territory business plan covering the Baltimore-Washington market.
• Analyze referral trends, market share, physician utilization patterns, and competitive intelligence.
• Prioritize high-growth accounts based on opportunity and return on investment.
• Develop quarterly growth initiatives for priority health systems and physician groups.
• Identify emerging healthcare delivery models and create strategies to position Hospice of the Chesapeake as the preferred post-acute partner.

Collaborative Communication

• Partners with the Communications department to create educational and marketing materials that authentically convey HOC's person-centered clinical approach, our organizational values, and the meaningful difference hospice care makes in the lives of patients and families.

Direct Patient & Family Support

• Conducts liaison and admission visits as appropriate to licensure, ensuring seamless transitions to care; coordinates closely with the Access Services department to provide warm, responsive support during these critical moments.

Community Representation

• Serves as a compassionate ambassador for HOC at professional and clinical gatherings; prepares and delivers presentations that educate healthcare partners about the benefits of timely hospice referrals and our comprehensive services.

Partnership Advocacy

• Acts as a dedicated liaison between HOC and referral partners, listening with empathy to concerns raised by facility staff and collaborating with Clinical Team Managers and other leaders to ensure responsive, caring solutions.

Cross-Functional Collaboration

• Actively participates in or leads Business Development, Clinical Teams, and interdepartmental meetings to facilitate open communication about community needs, partnership strategies, and opportunities to serve more families.

Quality Enhancement

• Works collaboratively with Access Services and Clinical Teams leadership to evaluate and refine programs and strategies that enable us to care for more patients and extend the duration of supportive care; champions ongoing staff education about our mission and empowers every team member to represent our values of compassion when engaging with community partners.

QUALIFICATIONS

Education

Bachelor's Degree or equivalent combination of education and experience in marketing, nursing, healthcare administration, social work, business administration, or related field, required. A demonstrated track record of building meaningful professional relationships and community engagement highly desirable.

Experience

Minimum of five (5) years successful healthcare business development, provider relations, hospital account management, physician outreach, or healthcare sales with demonstrated success growing referral volume in complex healthcare markets.

Preferred experience:

• Hospital outpatient business development
• Oncology service lines
• Health system account management
• Population health
• Value-based care
• ACOs
• Care management
• Palliative care
• Hospice

Healthcare Knowledge:

Understanding of managed care organizations, utilization review processes, and reimbursement structures (including hospice Medicare billing, physician billing, nursing home billing, and capitated contracting) to effectively navigate partnership conversations.

Core Competencies:

• Strong analytical abilities to identify partnership opportunities and service gaps
• Executive relationship management
• Excellent organizational skills to manage multiple relationships and priorities
• Outstanding interpersonal and communication skills to build trust with diverse healthcare professionals
• Strategic account planning
• Data-driven decision making
• Consultative selling
• Negotiation and influence
• Presentation skills for physician and executive audiences

Technology Proficiency:

Comfortable using email, Microsoft Word, Excel, PowerPoint, and other business software to communicate effectively and maintain accurate partnership records.

Travel Expectations

Extensive travel throughout Baltimore, Anne Arundel, Prince George's County, Howard County, Montgomery County, and Washington, D.C. metropolitan healthcare markets is required.

OTHER REQUIREMENTS

Current Maryland driver’s license and clean driving record. Reliable transportation a must.

Compliant with health screening and vaccination requirements of organization and position, including TB screening and Influenza vaccination annually.

THIS POSITION IS OVERTIME EXEMPT

What We Offer

• A rewarding and fulfilling career with a company that values your contributions.
• Competitive salary and generous paid time off, including 18 vacation days, 10 sick days, and 8 paid holidays in your first year of employment with HOC.
• Educational assistance to pursue professional development, additional certifications and degree programs.
• Comprehensive health, dental, and vision coverage, company-paid Short-Term Disability and Life Insurance, and available accident and critical illness coverage.

About Hospice of the Chesapeake

At Hospice of the Chesapeake, we create meaningful experiences for those in the communities we serve who are experiencing serious advanced illness and loss. We believe truly meaningful experiences come from a partnership between highly skilled and compassionate professionals, our healthcare partners and the patient and family with a primary focus on living each day to the fullest extent possible. We develop care plans to minimize symptoms, articulate what matters most, and remember that each moment matters.

We are Your Hometown Hospice! Over the last 45 years, our team has cared for more than 50,000 hospice patients and nearly 100,000 family members.

To learn more please visit us at hospicechesapeake.org or find us on social media.