Career Center

• Leads physician recruitment efforts including contract development and execution
• Lease development, negotiation and execution, as needed
• Assists Director of Business Development with project management and construction build out
• Assists Director of Business Development in analyzing, developing and operationalizing the addition of new service lines
• Leads Physician Engagement efforts
• Visits physician offices routinely to strengthen hospital relationships
• Works with marketing team to create business development collateral as needed

Relationship Development:  Manage targeted physicians/practices for the purposes of referral development and retention.

Prospecting:

1. Identify, initiate and maintain contact with targeted referral sources.
2. Develop target physicians in assigned territory for the purpose of presenting services and fostering business relationships.
3. Manage prospect list and territory database for highest impact and to meet assigned goals.

Direct Selling:

1. Make face-to-face contacts and presentations to all current referring physicians and potential prospects.
2. Proactive field work with targeted physicians and their office staffs to identify needs (needs assessment/profile) and begin a strategy for matching their needs with organizational offerings that benefit physician.
3. Develop relationship sales funnel with identified organizational resources to progress and further engage the referring physician with the hospital
4. Develop physician profiles to tract intelligence, referral desires and potential of referral relationship between hospital and the physician.
5. Develop and coordinate team presentations with service line managers and specialist to referring physicians.
6. Regularly share service line enhancements with referring physicians on behalf of the organization.

Communications:

1. Documents physician visits, contacts, issue resolution, and market intelligence in the customer relations management software.
2. Implement the hospital’s issue resolution process and ensure personal roles as liaison for information between parties.
3. Manage issues in objective fact gathering manner to ensure internal constituents receive adequate and appropriate information to act upon. Develop appropriate messages on behalf of organization about issues and value of solutions to physicians.
4. Provide information internally to facilitate physician access to service, issues resolution and to new services, hospital staff members or patient service offerings.
5. Act as liaison for customer service issues to ensure physician information is received by the correct operations or administrative staff member and that issue process is being managed proactively.
6. Utilize market intelligence in a quantified and prioritized report for leadership to ensure overall resource allocations to correct issues and for new products/services opportunities.
7. Work with senior management to learn strategic messages and services for position with referring physicians.

Relationship Management Process: The personal self-management of the relationship selling process-database, physician profiles, market intelligence and sales planning.

Develop and Manage Sales Plan:

1. Oversee all sales and strategies for tactical implementation of assigned goals.
2. Obtain, interpret and analyze physician information, e.g. utilization by physician of hospital services and services of competing hospitals, etc. in a timely and accurate manner.  Concentrate on opportunities with physicians yielding the greatest return.
3. Identify key sales strategies to enhance referral relationships with the assigned physicians.
4. Effectively organize, assemble and arrange resources to meet goals.
5. Quantify tactics in activities and results for tracking and measurement of personal sales results.
6. Identify within the sales plan additional initiatives to support physician sales and organizational needs.  Submit weekly, monthly and quarterly reports in approved format and within sales (Crimson) database system.
7. Responsible for correspondence and follow-up with physicians