St. Anthony Hospital is located in the western Denver suburb of Lakewood and is a Level I Trauma Center with four dedicated trauma rooms including the T-10 room, a dedicated field-to-surgery suite ready 24/7 for trauma surgeons and specially trained teams who provide life-saving care to the most severely ill and injured patients. St. Anthony proudly provides a full range of medical specialties and health care services to Denver and the surrounding region with a state-of-the-art medical campus. If you’re looking to be part of a fast-paced environment where you can practice to the top of your profession in trauma, cardiology, stroke, neurosciences, breast imaging, cancer/oncology care, surgery and more, we encourage you to apply. In addition to a new campus, supportive team and faith-based mission, we’re proud to be the recipient of numerous awards, certifications and accreditations from the American Heart Association; Chest Pain Center (CPC); American College of Cardiology; The Joint Commission’s National Quality Approval; Healthgrades (for Stroke, Critical Care and Prostate Surgery Excellence); the Emergency Nurses Association Lantern Award; NAPBC Accreditation; American College of Radiology and many others. For more information about St. Anthony Hospital, visit http://www.stanthonyhosp.org/.
Position will be responsible for providing education and information to physicians and providers in the Rocky Mountain and Midwestern tertiary Region, which frame opportunities for additional awareness and referrals. The approach will be directed by the organizational strategic plan and key service lines business plans. Additionally, the director will provide the organization's retention efforts through communication of concerns raised by physicians as they relate to hospital operations and physician referral development. Develops and implements business development opportunities.
Bachelor's Degree in business, healthcare administration, or public health administration
Master's Degree, preferred
Other healthcare or sales equivalent experience will be considered in lieu of degree
Minimum of five years in a health care marketing or sales manager role or business development.
Clinical background is preferred.
Understand the practice of medicine including referral relationships, payer requirements, and other economic and clinical influences
Position Duties (essential job functions)
Field Sales - 50%
Complete face-to-face physician relations meetings with physicians and providers ensuring that a thorough understanding is gained regarding desires and needs.
Primarily identify, initiate and maintain contact with referral sources that will yield new referrals for the organization.
Establish an ongoing visit schedule with existing referral sources to ensure all aspects of referral relationships including access, communication and medical management are working positively for these physicians and providers.
Provide a thorough explanation of service line attributes, processes and outcomes to physician and other referring providers as needed.
Complete follow-up meetings with physicians as needed to close new or additional business, ensuring that internal and external obstacles to business growth and retention are identified and minimized or eliminated.
Document meeting results and necessary follow-up in the contact management system for effective reporting of activities.
Continuously assess individual physician referral patterns seeking ways to increase service line utilization and cross-selling opportunities for account maximization.
Conduct meetings with physician office managers and other ancillary staff as appropriate to provide information, gather market intelligence and understand referral patterns in order to close the sale.
Develop relationships with others to further support relationship strategies with physicians. This may include meetings with other physicians or providers, providing educational resources or fulfilling other needs as communicated by the performance management criteria to solidify new business.
Facilitate the organization's response to new business opportunities through information gathering, presentation and proactive interaction with appropriate internal constituents.
Execute physician relations and retention strategies and plans based on organizational performance requirements and deliver referral growth results in accordance with predetermined targets.
Internal Management and Referral Development - 15%
Works with the leader to present and gain support and commitment from CEO, Executives, Service Line Leaders, and Medical Staff, as needed, for referral plan strategies and tactics or for individual programmatic initiatives designed to grow or retain referral volume.
Performs competitor analysis to determine referral growth opportunities in the market. Provides consistent reporting to leadership on market changes and themes around physician referral needs.
Prepares and presents monthly physician relations reports, identifying trends, additional business opportunities, and obstacles to new business growth.
Continuously adapt physician relations and retention strategies and plans to ensure optimal business outcomes and "win-win" results for physicians and organizational providers.
Working with the operations leadership, ensure an effective system for triage of physician or provider concerns and follow-up communication as appropriate.
Responsible for identifying and communicating key trends in service gaps and/or breakdowns that would be critically important to long term physician and provider relations.
Works with the internal organization to develop messages and materials that support physician's informational needs:
1. Provides input on the development of new clinical services so that they are constructed with the referring physician in mind.
2. Provides feedback and assistance on the design and distribution of marketing initiatives directed toward the physician customer.
3. Actively work with leaders and medical staff to increase physician satisfaction.
Work with physician recruitment department to implement acquisition and alignment strategies.
Development of program and personal competencies - 10%
In collaboration with Leadership, evaluate, analyze, and interpret market demographics for both physician and patient populations; market share patterns; patient utilization data and physician referral trends. This assessment will include both volume and financial contribution for market and facilities' service lines.
Incorporating the quantitative assessment above with qualitative feedback from the field, develop annual sales plans and quarterly physician relations assessments adapting the plans as needed to achieve referral growth targets.
Based on the above and in collaboration with facility clinical leaders, the CEO and/or other appropriate leadership, develop physician relations and retention strategies for target markets and facility service lines including goals and timelines for results with persistent focus on the outcome of referral growth.
Actively pursues learning and self-development as needed to more effectively perform responsibilities.
Participate in efforts that contribute to the development of the organization physician relations function and strategy
Develop sales messages for provider relations team to use when working in physician offices.
Business Development Support– 25%
Support and assist the development and refinement of for specific identified business initiatives.
Support/assist, in reporting on key business intelligence in coordination with strategy and business development.'
Assist in development of plan for practice acquisitions.
*This job description is not intended to be an exhaustive list of all duties. Employee may perform other related duties as assigned
Sedentary work -(prolonged periods of sitting and exert up to 10lbs force occasionally)
Important notification to applicants as of Nov. 20, 2014: Effective Jan. 1, 2015, Centura Health will no longer hire tobacco users in Colorado and Kansas. The change to our policy does not apply to associates hired on or before Dec. 31, 2014. Centura Health is an Equal Opportunity Employer, M/F/D/V.
Find your ideal career at Centura Health! With 16 hospitals, physician clinics, hospice services, home care and senior living communities, Centura Health's vast network of care spans Colorado and Western Kansas so you can experience a balanced lifestyle and enjoy a fulfilling career anywhere you want to work, live and play in Colorado. From the fast pace of a Denver-area Level 1 Trauma Center to a... smaller rural or mountain hospital – we proudly offer a more diverse range of work settings and locations than any other health care employer in the state. Centura is an equal opportunity employer.