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Job Details

Director, Physician Relations & Business Growth

Requisition #: 478934
Location: Johns Hopkins Health System, Baltimore, MD 21201
Category: Leadership
Work Week: Full Time
Weekend Work Required: No
Date Posted: June 15, 2022

Join an amazing global healthcare organization!

Excellent compensation package!

Awesome benefits, including dependent tuition reimbursement!

Requisition #: 478934

Location:

901 S. Bond Street, Suite 550, Baltimore, MD 21231

Shift:

Full Time, Day Shift (40 hours)

8:00 am - 5:00 pm

Exempt

Position Summary:
The Director, Physician Referral Networking & Growth leads, develops and manages the referral networking, development and liaison program across Johns Hopkins Medicine. This position will direct the field outreach strategy, planning and day-to-day operational implementation of the physician referral growth and referral retention functions, examining opportunities to keep and optimize referrals among employed and affiliated physicians, as well as opportunities for new relationships to drive referrals. This role also develops and implements tools and processes, including PRM optimization, to ensure the organization can accurately evaluate referral growth and retention success, determine results of field team activity, referral analytics and reporting, and forecast emerging organizational and market trends for a successful referral relationship program.

JOB DUTIES INCLUDE:

Structure & Strategy

  • Works with strategic planning to integrate organizational, physician, competitive and market data and trends to build and implement a successful strategy for referral growth and physician engagement.
  • Collaborates with leaders at the facilities and the system level to fine-tune priority areas for growth and retention.
  • Champion use of data and relationship management tools, including PRM, to identify market opportunity and set referral relationship strategies and priorities.
  • Participate in the identification and development of new markets/opportunities to meet future growth goals for the organization.
  • Monitor market activity and changing dynamics in the provider community that may affect the field strategy; adjust as necessary.
  • Create internal structure and processes used to navigate and assess field activities and effectiveness.
  • Partner with the marketing department to develop materials and strategies to be used by field representatives.
  • Work with the field team to develop and assess physician target lists, territory assignments, sales plans and other sales structure activities

Internal Management of Referral Development

  • Collaborates with ambulatory and hospital leadership to align referral source and physician relationship initiatives with the organization’s strategic focus and business growth objectives.
  • Develop internal positioning and messages to create and nurture a “physician as customer” culture. This includes working with internal leaders to ensure the field efforts are coordinated within the organization.
  • Develop and foster collaborate relationships between the ambulatory and hospital’s clinical staff and the referral relationship staff to facilitate increased physician satisfaction and referrals.
  • Partners with internal clinical and operational teams to develop infrastructure and protocols for responding to physicians’ needs.
  • Communicate trends in service, communications and operations barriers expressed by physicians that affect ability to develop long-standing, loyal relationships with physicians.
  • Appropriately coach and prepare leadership for physician interactions, which may entail developing a message consistent with the organization’s goals but tailored to the physicians’ needs.

Competencies:

Education:

A minimum of a Bachelor’s Degree, with a business, marketing or healthcare focus. Master’s degree in business, marketing or healthcare administration preferred.

Knowledge:

  • Strong understanding of the healthcare industry, including economic and political influences and dynamics
  • Strong understand and demonstrated mastery of physician referral dynamics, processes and industry influences.
  • Demonstrated understanding of precision marketing best practices, technology and tools.
  • High experience level and competencies in sales management and infrastructure development.
  • Possess creative thinking skills to navigate complicated situations with a strong ability to problem solve.
  • Understand how to translate referral networking strategy into implementable action plans and budgets.

Skills:

  • High level of interpersonal skill, written and oral communication necessary to interface with various levels of management.
  • Ability to establish strategic direction and commit to a long-range goal after analyzing factual information and assumptions
  • Must be goal-oriented and demonstrate the ability to achieve goals in a team environment
  • Ability to manage and motivate staff and resources consistent with organization goals
  • Ability to work at a fast pace, prioritize multiple activities and respond in a timely manner to numerous requests
  • Ability to perform well under tight deadlines and in a collaborative environment.
  • Ability to estimate, plan and track budget and manage contracting and vendor negotiation processes.
  • High level of leadership / facilitation, conflict management and negotiation skills.

Required Licensure Certification, etc.

Completion of formal sales training program preferred

Work Experience:

A minimum of seven years of health care business development, marketing or health care administration experience. A minimum of three years of health care management experience. Clinical experience is well received.

Johns Hopkins Health System and its affiliates are an Equal Opportunity / Affirmative Action employers. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity and expression, age, national origin, mental or physical disability, genetic information, veteran status, or any other status protected by federal, state, or local law.

Johns Hopkins Health System and its affiliates are drug-free workplace employers.

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