Job Code: 25742-5168
TITLE: Director of Physician and Provider Relations (PPR), Generalist (Hospital
SUMMARY OF DUTIES: The Director of Physician and Provider
Relations, Generalist is responsible
for developing and retaining customer relationships to drive growth for key
hospital services. The Generalist works
as an extension of hospital leadership and operations, focusing on key internal
and external customers to grow hospital volumes. These customers include:
physicians and surgeons, CEOs of outreach hospitals, EMS leadership, free
standing ER/urgent care leadership and staff, advanced practice providers, surgical
leadership, and physician office staff. The
generalist represents a key leadership role in the hospital and is proficient
in working within an integrated sales organization.
Reports directly to Division Vice President of Physician and Provider Relations.
Matrixed reporting relationship to hospital CEO.
INCLUDE BUT ARE NOT LIMITED TO:
Develops and executes strategic
plans to grow hospital volumes, including inpatient admissions, outpatient
services and surgical volumes.
Engages with physicians and surgeons
in the OR, understands basic OR protocols and procedures.
Evaluates market data and financial
information for 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.
Actively prospects for new business
and growth in hospital environment.
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.
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
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.
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.
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
Prepares and presents 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.
degree from an accredited college or university preferred.
degree in Healthcare, Healthcare Administration or Business a plus.
“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.