National Director of Market Development - NorthEast Region

Job Description Summary

The Director, Pacific Region Market Development is responsible for developing, executing and leading Shirley Ryan AbilityLab's significantly increased sales focus in the East Coast Region through a strategy that drives patient referrals to Shirley Ryan AbilityLab System of Care. Key efforts will be to identify, prioritize and develop new relationships for Shirley Ryan AbilityLab within the Pacific Region market to grow patient volume and build Shirley Ryan AbilityLab market awareness. The Director will use extensive clinical and operational expertise to educate patients' families and referral sources to increase sales closure opportunities. Responsibilities include development and execution of annual and long-range strategic planning activities associated with relationship development and annual volume growth in specific target areas, including but not limited to: Trauma Centers, Pediatric Hospitals, Physician Practices and targeted payers such at State Funds. The Director will also be responsible for analyzing market data and developing strategies around those that are critical to Shirley Ryan AbilityLab continued growth and success in serving more national patients.
This position is the "face" of Shirley Ryan AbilityLab within the referring organizations, and represents the Shirley Ryan AbilityLab System of Care. The Director must build productive professional relationships and is often the first impression sources experience with Shirley Ryan AbilityLab. The Director must embody and demonstrate the Shirley Ryan AbilityLab values of hope, compassion, collaboration, discovery and commitment to excellence with each encounter. Further, the individual must consistently demonstrate support of the Shirley Ryan AbilityLab statement of Mission and Vision by striving for excellence, contributing to the team efforts and showing respect and compassion for patients, families, fellow employees, and all others with whom there is contact at or in the interest of the institute.
The Director will demonstrate Shirley Ryan AbilityLab Core Attributes: Communication, Accountability, Flexibility/Adaptability, Judgment/Problem Solving, Customer Service and Shirley Ryan AbilityLab Values (Hope, Compassion, Discovery, Collaboration, & Commitment to Excellence) while fulfilling job duties.

Job Description

The primary focus of the Director is to:

• Create and build a presence in the East Coast Region for Shirley Ryan AbilityLab clinical services, leading a new strategic initiative for the organization.

• Demonstrate leadership as the primary East Coast Region contact for clinical services at Shirley Ryan AbilityLab. Identify key buyer/referrer decision-makers and build productive professional relationships, representing and selling Shirley Ryan AbilityLab rehabilitation services to various audiences within the referral sources, primarily physicians, hospital discharge planners/case managers, patients and families.

• Identify and analyze market data to segment and prioritize targets for growth in the East Cost Region.

• Develop and execute on a short term and long term sales plan to meet or exceed the assigned annual volume goals and makes adjustments to achieve target results.

• Develop and execute strategic and tactical plans to build provider relationships that result in growth in revenue, and appropriate Shirley Ryan AbilityLab admissions for key focus areas.

• Demonstrate thorough understanding of the Shirley Ryan AbilityLab Portfolio of Programs and Services and ability to communicate a compelling description how these programs/services will best meet clients' needs. Leverage Shirley Ryan AbilityLab Medical and Clinical expertise in developing key relationships; understand client needs and develop the right messages to convey Shirley Ryan AbilityLab value to prospective clients.

• Support the post-sale admission process, facilitating a smooth conversion from referral to admission by assessing the admission appropriateness and providing clinical information to Shirley Ryan AbilityLab while communicating effectively with all parties.

• Demonstrate deep knowledge of market dynamics as it pertains to rehabilitation services and post-acute providers. Maintain an up-to-date comprehensive understanding of strategic target market including a detailed understanding of national rehabilitation competitors.

• Demonstrate understanding of healthcare operations, legal guidelines, and market competitive analysis and market trends.

• Lead through influence and demonstrate effective teamwork with the National Payer, Global Patient Services (GPS) and Admitting and Clinical teams to support their existing and new business goals.

• Other duties as assigned by supervisor.

Technical and Marketing Support to Referral Management

• Lead the development of metrics to monitor tactical implementation and oversee the ability to quantify results as they relate to volume growth and use data to drive decision-making.

• Gather and use patient health information to assist as requested with treatment, payment, and healthcare operations. Closely adhere to all HIPAA guidelines and related company polices.

• Recognize barriers to admissions, document these barriers, respond appropriately and propose solutions to mitigate barriers to Shirley Ryan AbilityLab access.

• Partner with Shirley Ryan AbilityLab Marketing Team to develop keep messages and collateral to achieve desired results

Reporting Relationships
Reports directly to the Executive Director, Market Development
May have direct reports

Knowledge, Skills & Abilities Required

• Registered Nurse, Physical Therapist or Occupational Therapist with current license in a state within the assigned territory/cluster required; BSN preferred for Registered Nurses.

• Solid understanding of catastrophic, complex medical, opioid and pain related claims with minimum 10 years of experience in a related clinical setting.

• Proven leader in developing productive strategic relationships

• Ability to influence customers at the operating level and understand their business strategy; identify client solutions and shape direction. Proven relationship development/sales experience.

• Makes effective and persuasive presentations, both oral and written, in a group sales environment. Expresses ideas clearly; easily understood both within the organization and externally.

• Establishes relationships quickly; viewed as a strong, credible professional; proactive as well as responsive. Inspires trust; ability to influence the organization.

• Aggressively pursues business objectives. Executes strategies effectively. Conveys priorities with sense of urgency; focuses attention on high value activities.

• Nimble self-starter; is able to set a course and "do what it takes" to achieve results.

• Recognizes rapidly changing business environments, and keeps up-to-date with trends while seeking new solutions and opportunities to improve the business.

• Adapts well to others with different styles; deals effectively with ambiguity; work well independently and as part of a team, invites information and values differences and diversity.

• Strong financial and analytical acumen.

• Demonstrated thorough understanding of the Shirley Ryan AbilityLab programs and locations. Ability to communicate a compelling description of these services and how they will best meet patients' needs.

• Understanding of excellent customer service and successful proven experience in applying customer service skills.

• Self-directed with ability to successfully and productively work in a home office situation.

• Technically competent in using all electronic communications including electronic medical records, lap top computer, iPad, pagers and cell phones, Microsoft office suite and CRM databases.

• Valid driver's license, own vehicle, with safe driving record required.

Working Conditions
Normal office environment with little or no exposure to dust or extreme temperature.

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.

Pay and Benefits*:

 

Pay Range:

$110,800.00 - $184,000.00 

Benefits:

Shirley Ryan AbilityLab offers a comprehensive benefits program that is competitive with our industry peers in our geographic locations: https://www.sralab.org/benefits

 

*Benefits and benefits’ eligibility can vary by position. Actual compensation will be determined by equity and qualifications of the role.