Aaron Aubrey

The Director of Business Development is a sales-oriented leadership role responsible for driving census growth, expanding market presence, and fostering referral relationships to achieve occupancy goals in our high-volume SNF. This position plays a critical role in positioning The Concierge as the top choice for skilled nursing and rehabilitation services in the Houston area.

Quantifiable Results

Directed aggressive business development efforts in a high-volume skilled nursing facility, expanding patient census from an initial 27 to a peak of 107 over 3 years, while sustaining an average daily census (ADC) of 96 for the past 8 months through targeted referral networks and market optimization strategies.

Key Responsibilities

• Referral Network Development: Identify, cultivate, and maintain strong relationships with key referral sources, including hospital social workers, case managers, physicians, discharge planners, and other healthcare providers to generate high-quality leads and admissions.
• Census Growth Strategies: Develop and execute targeted marketing plans to increase occupancy rates, focusing on high-volume admissions for short-term rehab, long-term care, and specialized services; track and analyze performance metrics to meet or exceed monthly/quarterly targets.
• Market Analysis and Outreach: Conduct market research to identify trends, competitive landscapes, and growth opportunities in the skilled nursing sector; coordinate community events, presentations, and outreach initiatives to promote The Concierge's luxury amenities and clinical expertise.
• Oversee and Supervise The Admissions Team: Collaborate with admissions teams to streamline the intake process, ensure seamless transitions for new residents, and address any barriers to entry; provide tours (Virtual & In Person), consultations, and personalized follow-ups to prospective residents and families.
• Performance Reporting: Monitor key performance indicators (KPIs) such as referral conversion rates, occupancy levels, and revenue growth; prepare regular reports for senior leadership and recommend adjustments to strategies based on data insights.
• Compliance and Collaboration: Ensure all business development activities align with regulatory requirements (e.g., Medicare, Medicaid, and SNF standards); work cross-functionally with clinical, operations, and marketing teams to enhance service offerings and resident satisfaction.
• Team Leadership: Mentor staff in business development efforts and contribute to overall facility growth initiatives in a high-volume environment.

The Marketing Liaison serves as a key ambassador for Memorial City Health & Rehab, acting as the primary point of contact between our flagship SNF and external referral sources such as hospitals, physicians, and community organizations. This role focuses on generating high-quality referrals, facilitating seamless admissions, and promoting our services to drive census growth and occupancy goals.

Key Responsibilities

• Drove market share expansion for the company's flagship skilled nursing facility, specializing in short-term rehabilitation for high-acuity patients, by developing targeted strategies that boosted occupancy rates and achieved revenue growth objectives.
• Built and sustained key relationships with referral partners, including hospitals, physicians, and discharge planners, to secure high-quality admissions focused on acute care needs and short-term skilled nursing transitions.
• Performed in-depth market research and analyzed referral patterns to uncover growth opportunities, crafting customized marketing approaches that highlighted the facility's expertise in high-acuity short-term care and enhanced competitive positioning.
• Organized and led promotional events, presentations, and outreach efforts to educate stakeholders on the flagship facility's advanced short-term rehabilitation services, contributing to increased patient volume and brand recognition.
• Partnered with internal admissions and clinical teams to optimize intake processes, manage leads effectively, and facilitate smooth resident transitions, while tracking metrics to surpass occupancy targets in a high-acuity focused environment.
• Served as the primary external representative for the flagship location, implementing sales tactics and networking initiatives to strengthen partnerships and promote specialized short-term skilled nursing capabilities.

This was an area roll where I managed the Medical Center accounts for all of the 17 Sava Senior Care buildings in the greater Houston Area.

Key Responsibilities

• Spearheaded market share growth initiatives across 17 diverse skilled nursing facilities, tailoring strategies to leverage strengths in short-term rehabilitation, long-term care, memory care units, and varying clinical capabilities, resulting in increased occupancy and revenue targets.
• Cultivated and maintained strategic relationships with key referral sources, including hospitals, physicians, discharge planners, and community organizations, to drive high-quality admissions and referrals for facilities specializing in short-term care, long-term residency, and advanced memory care services.
• Conducted comprehensive market analysis and tracked referral trends to identify opportunities and barriers, implementing targeted marketing plans that addressed the unique needs of high-performing facilities and those focused on specialized care, enhancing overall regional competitiveness.
• Delivered engaging presentations and outreach events to promote facility offerings, educating potential residents, families, and stakeholders on differentiated services such as clinical expertise in short-term rehab and memory care, contributing to sustained growth in patient volume across the portfolio.
• Collaborated with internal teams to streamline admissions processes, manage lead generation, and ensure seamless transitions for residents, while monitoring performance metrics to exceed occupancy goals in a multi-facility environment with varying care models.
• Acted as a primary liaison between facilities and external partners, fostering networks and executing direct sales strategies to build brand awareness and secure long-term partnerships, ultimately expanding market presence for Sava Senior Care's diverse senior living options.