Position Summary

Physician Relations Manager - Orlando Health Sebastian River Hospital

This position is located on the East Coast of Florida. Must live or be willing to relocate to the East Coast by Sebastian, FL.

Responsible for promoting the physicians and clinical services of the assigned Orlando Health entities ("OH") facility or service line to OH employed, OH Network, and non-employed referring healthcare providers in the target market. Accountable for developing, implementing, and closing all clinical sales campaigns in accordance with strategic initiatives of the assigned OH facility or service line.

Orlando Health Sebastian River Hospital

Responsibilities

Essential Functions
• Works with the Assistant Vice President and/or Director, Physician Relations in developing and maintaining the tactical sales plan in alignment with the strategies and goals of the assigned OH facility or service line.
• Develops and maintains comprehensive understanding of healthcare trends, physician issues and requirements, insurance/payer trends and status, and OH physician integration and patient referral processes across all clinical service lines.
• Serves as the principal account manager / liaison between the assigned OH facility or service line with OH employed, OH Network, and non-employed referring healthcare providers.
• Serves as the subject matter expert for the department for the assigned OH facility or service line. Maintains knowledge of the development of new programs, services, and clinical expertise by shadowing physicians of all specialties and respective service line leaders. Coordinates and oversees clinical education with OH employed, OH Network, and non-employed referring healthcare providers in the geographically assigned territory.
• Maintains the competitive differentiation document of the assigned OH facility or for the service line. Provides core messaging and education for the assigned OH facility or service. Communicates referring physician operational or access issues; collaborates on issue resolution and timely communication back to the referring physician.
• Educates OH physicians on best practices in follow-up and communication with referring physicians.
• Coordinates the execution of Continuing Medical Education (CME) events in accordance with the sales plan for the assigned OH facility or service line.
• Participate and present at leadership meetings as scheduled by the assigned OH facility or service line administrators.
• Provides Return on Investment (ROI) metrics on sales activities to the assigned OH facility or service line administrators.
• Collaborates with Marketing, Community Relations, Media, and Public Relations to highlight our physicians in earned media and publications for their differentiation in the market.
• Communicates opportunities and market trends to appropriate management/staff in a timely manner and on a regular basis.
• Communicates trends in issues/barriers to referring physicians and collaborates with administrative staff to identify potential solutions.
• Communicates opportunities to expand service locations in the community.
• Responsible for the Physician Relationship Management (PRM) system by inputting accurate and detailed data, internal and external customer/field contact notes, issues, proposed resolution, and timing.
• Maintains reasonably regular, punctual attendance consistent with OH policies, the ADA, FMLA and other federal, state and local standards.

Conducts Analysis to Develop Target Lists; Develops and Maintains Strategic Account Management Plans
• Obtains and analyzes relevant and timely internal referral and external claims data to prioritize targeted physician groups in accordance with the overall strategy of the assigned OH facility or service line.
• Develops and executes account management plans for high potential customer groups; communicates plans to all involved and follows through to coordinate and execute plans.
• Oversees collaboration with other geographically assigned PRMs and other departments to schedule meetings with the referring physicians to ensure a coordinated approach to developing customer relationships.

Conducts Effective Customer Sales Meetings
• Conducts pre-call planning for office visits to define objectives, plans discovery questions, anticipates objections and prepares an effective approach. Engages the physicians in pre-call planning to optimize the time spent on sales calls.
• Coordinates the schedules of service line physicians with the outreach team to prevent schedule conflicts and meeting cancellations.
• Educates physician practices on relevant clinical services offered through the continuum of the service line.
• Implements a consultative approach to probe for needs of the customer.
• Effectively communicates the competitive differentiation of the assigned OH facility or service line.

Qualifications

Three (3) years of experience in the healthcare industry or related area.

Sales/marketing specific background with focus on consultative selling.

Bachelor's degree is required.

A master's degree in marketing, business, healthcare administration or related field, may substitute for up to two (2) years of the required experience.

Four (4) years of experience in the healthcare industry or related area may substitute for bachelor's degree.