At Memorial Hermann, we pursue a common goal of delivering high quality, efficient care while creating exceptional experiences for every member of our community. When we say every member of our community, that includes our employees. We know that when our employees feel cared for, heard and valued, they are inspired to create moments that exceed expectations, while prioritizing safety, compassion, personalization and efficiency. If you want to advance your career and contribute to our vision of creating healthier communities, now and for generations to come, we want you to be a part of our team.
Job Summary
Drives volume and in-network utilization throughout the organization, with key focus on service line and programmatic growth initiatives within all Memorial Hermann facilities, ancillaries, and outpatient clinics. Partners with key executives, administrators and physician leaders to build positive relationships with all physicians/providers and other key growth stakeholders. Must be a results-driven individual, and able to execute on growth strategies across the care continuum.
Job Description
Minimum Qualifications
Education: Bachelor’s Degree required, preferably in Marketing, Business, or Healthcare or four (4) years of experience in competitive sales, development or growth role.
Licenses/Certifications: (None)
Experience / Knowledge / Skills:
- Four years of experience in healthcare, medical sales or related experience
- Sales experience with physicians and their staff preferred
- Understanding of healthcare services and/or operations
- Ability to develop and execute growth strategies
- Ability to function independently
- Effective oral and written communication skills
Principal Accountabilities
- Conducts personal sales calls to physicians and other key referral sources to increase alignment with the health system and drive volume across the care continuum.
- Coordinates activities related to physician/community events, including but not limited to, new physician onboarding, conferences, physician and other referral source continuing education meetings, community events, advisory groups, focus groups, luncheons and physician outreach introductions.
- Promotes new locations or services/programs offered to physicians, other referral sources and the community.
- Attends internal councils and meetings to share opportunities with internal stakeholders to stay aligned with System strategy. Responsible for creating reports on volume strategies, progress on strategies and presenting results to leadership.
- Targets new and existing physicians and other referral sources for additional volume by developing and performing consistent sales call cycles, strengthening relationships with physicians and office staff, providing MH collateral and educating on services, scheduling introductions between target physicians and applicable clinical staff, and registration for applicable internal programs and systems.
- Prepares and evaluates physician and business unit volume reports to assist with budget planning and budget assumptions.
- Meets or exceeds budget targets for assigned areas. Analyses volumes reports, identifying trends and budget variances. Reports on reasons for volume misses and develop recovery strategies/action plans.
- Generates referrals through aggressive daily cold calling and independent research to increase referral source alignment. Leverages data for targeted referral alignment strategies.
- Serves as a resource for all provider office staff, physicians and other referral sources to answer health system questions, identify process bottlenecks and solutions, educate on programs/services, and appropriately troubleshoot any issues related to Memorial Hermann. Escalates issues to appropriate departments and leaders and provides closed loop communication to providers and other key stakeholders.
- Escalates issues/barriers and possible solutions to Service Line and Care Delivery Site leadership to improve the overall provider, provider office staff and other referral source experience with Memorial Hermann.
- Works closely with leadership to maintain in-depth knowledge and rationale behind corporate strategy, plans, programs, and critical issues.
- Gathers and shares market area intel, develops geographic and market competitor SWOT analysis and adjusts outreach strategy based on market dynamics.
- Creates positive and lasting relationships with any healthcare providers, vendors and/or suppliers that affects Memorial Hermann’s ability to take care of patients.
- Assists in building business development plans designed to improve physician/referral source alignment, drive volume and in network utilization and enhance profitability based on market analysis.
- Responsible for documenting all outreach and daily activities in CRM (SalesForce or other System platform) as assigned. Responsible for adhering to assigned daily/weekly/monthly outreach goals as assigned.
- Stays current and adheres to Stark and IRS regulations to maintain and protect system's Medicare/Medicaid certification.
- Ensures safe car for patients, staff and visitors; adheres to all Memorial Hermann policies, procedures, and standards within budgetary specifications including time management, supply management, productivity and quality of service.
- Promotes individual professional growth and development by meeting requirements for mandatory/continuing education and skills competency; supports department-based goals which contribute to the success of the organization.
- Demonstrates commitment to caring for every member of our community by creating compassionate and personalized experiences. Models Memorial Hermann’s service standards by providing safe, caring, personalized and efficient experiences to patients and colleagues.
- For any regional responsibilities outside the greater Houston area, assists with coordination of patient admissions process including transportation, family housing and other details as needed. Coordination may require phone and in person, bedside visits with patients and families. Significant travel may be required.
- Other duties as assigned.
