Physician Relations Rep (1.0 FTE, Days)
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1.0 FTE, 8 Hour Day Shift
This is a home-based office position. Each representative will be assigned a primary territory across the greater Bay Area.
Currently, the four territories include the following:
• SF/North Bay Region
• East Bay Region
• San Jose/Coastal/Central Valley Region
• Santa Clara/San Mateo County Region
At Stanford Children’s Health, we know world-renowned care begins with world-class caring. That's why we combine advanced technologies and breakthrough discoveries with family-centered care. It's why we provide our caregivers with continuing education and state-of-the-art facilities, like the newly remodeled Lucile Packard Children's Hospital Stanford. And it's why we need caring, committed people on our team - like you. Join us on our mission to heal humanity, one child and family at a time.
This paragraph summarizes the general nature, level and purpose of the job.
Under the direction of the Director, Physician Relations the primary role of the Physician Relations Representative is to develop and maintain strong relationships with targeted referral sources via consistent, strategic field call strategies. The primary objective of the work is to earn and sustain incremental volume in service lines and services that are in alignment with Stanford Children’s Health (SCH) strategic priorities and business plans.
The Physician Relations Representative shall utilize a well-structured sales strategy to achieve hospital growth targets.
Ensures overall effectiveness of the physician sales program via analyzing data and referral patterns. Utilizes quantitative and qualitative analysis that will help drive the development of new and existing business to achieve goals in alignment with the SCH growth goals. Develops incremental referrals from existing sources, maintains and enhances relationships with top referrers, and generates new referral sources from defined services area.
This individual positively and professionally represents SCH, its clinical service lines and programs, medical staff to referral sources with the intent to develop and strengthen referral source relationships that contribute to SCH reputation and market position.
Requires majority of the time out of the office traveling to offices within a defined geographic area, as well as accommodating physicians' schedules which may occasionally fall outside of standard office hours. Will also include travel outside of the region, and state from time to time for professional meetings, conferences.
This is fundamentally a position which focuses on market growth (90%) versus ten percent (10%) on service recovery.
The essential functions listed are typical examples of work performed by positions in this job classification. They are not designed to contain or be interpreted as a comprehensive inventory of all duties, tasks, and responsibilities. Employees may also perform other duties as assigned.
Employees must abide by all Joint Commission Requirements including but not limited to sensitivity to cultural diversity, patient care, patient rights and ethical treatment, safety and security of physical environments, emergency management, teamwork, respect for others, participation in ongoing education and training, communication and adherence to safety and quality programs, sustaining compliance with National Patient Safety Goals, and licensure and health screenings.
Must perform all duties and responsibilities in accordance with the hospital’s policies and procedures, including its Service Standards and its Code of Conduct.
• Field Activities- accounts for 75% of the position
Initiate and maintain contact using a mix of effective referral growth tools with key referral sources identified through a data-driven targeting process for earning referrals to SCH.
• Conduct scheduled face-to-face (in person or virtual) meetings with targeted referral sources to uncover needs then deliver relevant and useful information specific to each contact -ultimately building a trusting and reliable relationship with that referring source.
• Establish and maintain ongoing communications with referring providers and/or their office staff, including routine or follow-up visits, emails and phone calls. Continually assess needs of these key groups and promptly respond in a manner that builds trust and earns referrals to SCH.
• Serve as Subject Matter Expert (SME) for specific priority service line(s) as assigned and working collaboratively across the organization and with identified business partners.
• Performance may include but are not limited to activity metrics (i.e. Weekly Physician and Office Staff Contacts).
• Advance each relationship with a customized relationship strategy using education about SCH to earn the opportunities for referrals.
• Arrange and facilitate introductions of select new SCH specialists to targeted referral prospects to reinforce clinical expertise.
• Facilitate attendance at educational programs and other opportunities/events to connect SCH specialists with the assigned physicians.
• Work with the department director to support the organization¿s overall goals through identification of other service needs in the assigned practices.*Document each provider encounter including any open requests or needs and the follow-up plan in the CRM tool that tracks activities, progress, trends and outcomes in accordance with team policy.
• Utilize internal resources to increase the right level of clinical knowledge, in order to effectively communicate with the referring provider audience.
• Monitor the pulse of the marketplace in defined markets/regions by gathering information on trends, competitors, providers, and patient feedback to support business development efforts and the organization.
• Sales Planning -accounts for 15% of the position
• Develop annual growth/retention plans for physicians that consider, market share patterns, patient utilization data and physician practice trends.
• Incorporate market intelligence pertinent to new opportunities and relationships.
• In collaboration with department leaders, ensure plan objectives are in line with targeted service lines and ready for growth.
• Continuously adapt strategies and plans to ensure optimal outcomes and win-win results for physicians, as well as encourage and support internal efforts to create a provider-centric culture.
• Use field interactions to bring forward new business opportunities. Work with internal stakeholders to facilitate a timely response.
• Work with the Director and marketing team to develop targeted messages and select marketing tools for the referral audience.
• Work with Planning and Strategic Partnership Teams to create relationships and align efforts to achieve organizational growth goals
• Prepare reports, summarizing field activities, identifying trends, opportunities and barriers to new referrals, and market intelligence.
• Internal Interface and Coordination -accounts for 10% of the position
• Present trends in service, communications and operational barriers expressed by referral sources that affect ability to develop relationships with referral sources and negatively impact ability to grow SCH referrals and foster its positive reputation.
• Work with the Director and clinical/operational leaders to ensure a system is in place for addressing and reporting physician issues and needs.
• Serve as a resource to organizational leaders for market and competitive intelligence and physician desires to support operational and clinical business planning.
• Leverage internal clinical resources and e-learning opportunities for professional development to best serve referring providers in assigned territory.
• Collaborate with the Outreach Grand Rounds Coordinator to identify SCH faculty presenters and topics to meet educational needs of referring providers, highlight the breadth and depth of SCH clinical expertise and services, and increase quality of care for all pediatric patients.
• Prepare presentations related to physician relations activities, trends, market intelligence and outcomes in alignment with strategic imperatives and growth targets.
• Participates in the following:
Mandatory training requirements per SCH, department and facility
Continuing education/in-services to enhance knowledge
Performance improvement initiatives
COE/Service Line Meetings
Any combination of education and experience that would likely provide the required knowledge, skills and abilities as well as possession of any required licenses or certifications is qualifying.
Education: Requires a minimum of a Bachelor's Degree with a business administration, marketing, healthcare administration or related healthcare focus from an accredited college or university
Experience: A minimum of 3 years of outside, field sales; integrated marketing; business development or related experience in physician/practice relationships.
Clinical experience -a plus.
Salesforce experience- a plus.
License / Certification: CDL California Driver's License
Knowledge, Skills, & Abilities
These are the observable and measurable attributes and skills required to perform successfully the essential functions of the job and are generally demonstrated through qualifying experience, education, or licensure/certification.
• Knowledge and strong understanding of the inter-relationships between hospitals and physician group practices.
• Skills and experience in fostering credible relationships with prospects that result in effectively meeting their needs and meeting sales goals
• Strong understanding of the healthcare industry, including physician relationships.
• Advance knowledge of key industry business drivers, emerging medical trends, and performance metrics, and ability to leverage that knowledge to inform strategy.
• Ability to utilize available quantitative and qualitative data sources (i.e. market share patterns, patient utilization data and physician practice trends) to develop strategic growth/retention plans for referring physicians.
• Ability to deliver effective oral presentations and prepare concise written reports to a variety of audiences.
• Strong problem-solving abilities and interpersonal skills.
• Demonstrated ability to achieve set goals and objectives.
• Ability to work at a fast pace, prioritize multiple activities and respond in a timely manner to numerous requests.
• Ability to think creatively and to navigate complicated situations with a strong ability to problem solve.
• Must be a self-starter with demonstrated ability to juggle multiple tasks in a fast-paced environment.
• Demonstrated PC skills using Word, Excel, Access, Power Point and Outlook.
• Must be committed to the mission and vision of Stanford Children's Health
• Must have own automobile and a valid California driver's license.
The Physical Requirements and Working Conditions in which the job is typically performed are available from the Occupational Health Department. Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions of the job
Equal Opportunity Employer