25 days old

Physician Liaison - Business Development

Wilmington, DE 19801
  • Job Code
Nemours is seeking a Physician Liaison (Business Development), Full-Time, to join our Nemours Children's Hospital team in Wilmington, Delaware covering the Southern New Jersey territory.

This position will be responsible for growth by earning and maintaining patient referrals from but not limited to physicians, community care providers, hospitals, nurses, referral coordinators, urgent care locations to Nemours Children's Hospital - Delaware (NCH-DE) and the Nemours Children's Health (NCH) locations by prospecting, marketing to, developing, and maintaining mutually beneficial relationships. To accomplish this objective the Physician Liaison must conduct consistent and meaningful sales calls targeting new and current customers within the region. The Physician Liaison will be responsible for creating referral development plans based on the Hospital's strategic and operating plans and market intelligence. This person will understand the practice of medicine including referral relationships, payor requirements and other economic and financial influences.

ABILITY TO TRAVEL REQUIRED. This position requires daily travel time and may include some overnight travel. This position is responsible for travel within Southern New Jersey as well as additional areas as needed. Preference for candidates to live within this geography.

  • Within a defined geographic territory, facilitates relationships with physicians/staff by direct communication to generate new referrals and generate referral patterns to increase volume and increase revenue into the system. Conduct face to face meetings with targeted physicians, office staff, and other influential leaders to understand referral patterns and determine offerings that could influence referral growth for NCH-DE/NCH services.
  • Use appropriate sales skills to identify a need (prospecting), offer appropriate solutions (marketing), overcome objections (qualification), seek closure to the sale (closure), and provide effective follow-up to the referral sources (communication). On a continuous basis, work closely with targeted referral sources to understand which NCH-DE/NCH services and products will be of most benefit to them based upon their referral needs.
  • Work with Physician Liaison Manager to develop physician referral/sales plans to promote physicians or services identified in the NCH-DE/NCH Strategic/Business/Marketing Plan to community referral sources for increased referrals and admissions to NCH-DE/NCH.
  • Develop and maintain a database that is timely and accurate of client account management records of sales calls, call reports through the use of Salesforce on a weekly basis. All education, marketing sales and follow-up activity should be recorded. Document meeting results and necessary follow-up in Salesforce for effective reporting of activities and dialogue that demonstrates referral growth progression. Input to include market intelligence, opportunities for relationship enhancement and issues in need of resolution.
  • Frequently analyze quantitative referral data to determine the detailing and marketing strategy for the territory. Coordinate planning efforts with NCH-DE strategy and business development and marketing and communications departments to ensure efforts reflect positively on the overall organization's growth strategy.
  • Contribute current and relevant market intelligence to the appropriate individuals within Nemours for action or informational purposes. May also include identifying potential acquisition targets. Produce quarterly territory assessments that provide an overview of the market dynamic of referral sources, new physicians, splitters, practice mergers, strategic opportunities, and sales solutions presented.
  • Work closely with internal NCH-DE/NCH leadership, clinical directors, managers, marketing specialists and others as needed in identifying and fulfilling the needs of the hospital and practice when specific services are requested or problem resolution is required that may inhibit increased referral volume
  • Organize and promote educational (both CME & non-CME) programs, social events, professional meetings, and other activities as needs are identified.
  • Attend meetings, Huddles and individual rounding's with manager, the Strategy and Business development department and additional Leadership when applicable
  • Works independently under minimal supervision while maintaining a home office. Ability to travel required. This position requires daily travel and may include some overnight travel.
  • Business Development (80%): Prospecting, Marketing, Communication- Customer Service (Face to Face and Phone), and Qualification/Closing (Face to Face and Phone); Sales Management time and territory business, correspondence, new business proposals, and routine follow-up; and Sales Process: Daily Client Account Management, Weekly tracking/recording of sales calls, and Communication Maintenance.
  • Administrative Duties (20%): Attend all meetings and managing relationships with leadership and liaison between them and Business Development.

Job Requirements

  • Bachelor's Degree required.
  • Minimum of three (3) years' experience in this field or sales experience required.
  • Effective communication skills and responsiveness with the ability to listen, respond, and share information in a way that gets results. The Physician Liaison must be articulate, trustworthy, flexible and a creative thinker with the ability to problem solve and trouble shoot.
  • Must be a relationship seller with the ability to create a dialogue-based, consultative, long-term partnership with the community referral sources and their staff.

Posted: 2021-12-26 Expires: 2022-01-24
Sponsored by:
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Physician Liaison - Business Development

Wilmington, DE 19801

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