Purpose Statement / Position Summary This position requires the full understanding and active participation in fulfilling the mission of Saddleback Medical Center. It is expected that the employee demonstrate behavior consistent with our core values: Integrity, Accountability, Best Practices, Compassion and Synergy. The employee shall support Saddleback Medical Center’s strategic plan and participate in and advocate performance improvement/patient safety activities.
The primary responsibility for developing and maintaining strong referral relationships between the hospital and community-based physicians throughout the service area. This position is a sales and growth focused resource who engages with physicians to foster the promotion of all our inpatient and outpatient services, including inpatient and outpatient surgery, ancillary services, product service lines and in general all diagnostic and other services provided. This position requires at least 80% in the field work interacting with both current medical staff physicians and potential physician partners. The goal of this position is to increase SMC market share by achieving growth targets for key service lines to increase referrals and decrease outmigration. The position reports to the Executive Director of Physician Development, reporting into Shared Services.
Essential Functions and Responsibilities of the Job
Ability to impact the business development team (BDT) growth goals by executing strategies for engaging with the physician community to influence their engagement with SMC.
Ability to performs extensive field work (minimum 80% of work-week) by completing face-to-face sales meetings with physicians, schedulers and practice managers to promote hospital services and engage with potential physician partners to increase referral percentages/volume.
Effectively works with Marketing department to aid in the development of collateral and to meet marketing advertising deadlines.
Collaborates with administration, managed care contracting and product line leaders to achieve growth objectives.
Actively participates in product line business development teams, as needed. Prepares and presents reports appropriate for each BDT demonstrating thorough preparation.
Ability to be at work and be on time
Ability to follow company policies, procedures and directives
Ability to interact in a positive and constructive manner
Ability to prioritize and multitask
Essential Job Outcomes
Plans and documents a minimum of 80 visits per month, as well as meets the productivity and activity goals set each fiscal year. Identifies physician opportunities to further engage new physicians at SMC. Works with Executive Director to effectively target appropriate physicians.
Effectively manages territory and assigned initiatives, conducting office visits to include:
Education on services offered, enhanced and new advances
Offer excellent customer service, providing feedback and follow up in a timely manner
Facilitate introductions to key SMC physicians and service line leaders
Gather market intelligence and communicate opportunities, market trends and issues to appropriate management/staff in a timely manner
Utilizes sales principles including obtaining appointments, creating interest, overcoming objections and closing.
Achieves weekly and monthly productivity goals, and effectively documents in CRM physician office visits and activity in a timely manner. Also communicates and provides feedback to all appropriate leaders to achieve resolution of issues in a timely manner and communicates to physicians or office staff the resolutions. Provides monthly reports by the first week of the following month of key highlights and achievements.
Strong communication, interpersonal, collaborative, and analytical skills with a customer focus. Must be able to foster and maintain sound working relationships.
Independently motivated and driven to achieve high goals and seek continuous improvement in knowledge and skills.
Department specific projects are worked on as directed.
“Other duties as assigned”
Requires a minimum of five years in a sales and business development role, and two years in healthcare related industry.
Demonstrated experience with various software programs, including Microsoft Word and Excel programs.
CRM experience is required.
Requires: Bachelor’s degree in Business, healthcare administration, or related field from an accredited college or university
Masters’ degree preferred, but not required, or related relevant experience.
Current California driver’s license with proof of private insurance.