Job Code: 25742-5163
JOB TITLE: Director of Physician and Provider Relations, Service Line Specialist (Oncology, Cardiovascular, Neurology, etc.)
GENERAL SUMMARY OF DUTIES: The Director of Physician and Provider Relations, Specialist is responsible for developing and retaining customer relationships to facilitate business growth for designated service line(s) and other key hospital services. The specialist works as an extension of hospital leadership and operations to understand and respond to customer requirements. These customers are primarily physician specialists, but also include advanced practice providers, physician office staff, EMS providers, and hospital leaders. The specialist represents a key leadership role in the hospital and is proficient in working within an integrated sales organization.
SUPERVISOR: Reports to Division Vice President of Physician and Provider Relations. Matrixed reporting relationship to facility leadership.
SUPERVISES: Not applicable.
DUTIES INCLUDE BUT ARE NOT LIMITED TO:
Evaluates market data and financial information for primary facility service lines in collaboration with leadership, to identify priorities, create data-driven customer target lists, call cycles, and develop sales plans with measurable results.
Using internal and external data and resources, develops an understanding of service line attributes, trends and opportunities to develop a clear service line strategy and growth plan with measureable results.
Builds data-driven business cases for strategic growth proposals such as physician recruitment/employment, service line development, equipment purchases or foot-print expansion and proactively presents to facility leadership.
Develops understanding of customer’s business and challenges, and uses that understanding to develop sales plan and customer focused solutions.
Develops deep understanding of focus service lines, recognized by physicians and providers as an expert for responsible service lines
Develops and maintains collaborative relationships with department directors and builds team strategies for volume growth and retention.
Identifies critical activities and tasks, effectively allocates time to consistently meet or exceed productivity expectations; develops and maintains a call cycle and routing plan.
Executes sales strategies and monitors effectiveness of sales plan and modifies strategies and activities as necessary based on measurable results. Educates customers on services offered by facility and effectively conveys benefits of the business relationship.
Actively prospects for new business and growth in hospital environment.
Completes consultative sales meetings with customers to gain a thorough understanding of customer needs, business and challenges, and uses that understanding to develop a sales plan and customer-focused solutions to drive facility growth. Consistently uses CRM system to track activities.
Identifies barriers and communicates to leadership using CRM system. Is responsible for Issue Resolution processes and works to implement solutions and completes follow-up meetings to gain or retain business.
Prepares and present sales reports as required by leadership to identify trends, additional business opportunities and obstacles to business growth.
Participates in annual strategic business planning and leads medical staff development/succession planning.
Executes strategic physician engagement projects, including but not limited to the Physician Engagement Study, Medical Staff Planning, and Physician Referral Panel programs.
Understands and adheres to company policies with respect to the physician and provider relations function. Adheres to company code of conduct. Completes all ongoing training required for the position.
Bachelor’s degree from an accredited college or university required.
Master’s degree in Healthcare, Healthcare Administration or Business a plus.
Seasoned “consultative or service-oriented” sales experience required. 5 years of progressive healthcare sales experience in hospital, pharmaceutical or device sales; comparable experience may be considered.
Preferred – hospital physician growth and development experience
Clinical experience, RN or LPN can be a plus.