Physician Relations Manager

Location

Edison, NJ | United States

Job description

Our team members are the heart of what makes us better. 

At Hackensack Meridian  Health   we help our patients live better, healthier lives — and we help one another to succeed. With a culture rooted in connection and collaboration, our employees are team members. Here, competitive benefits are just the beginning. It’s also about how we support one another and how we show up for our community. 

Together, we keep getting better - advancing our mission to transform healthcare and serve as a leader of positive change.

The primary role of the Physician Relations Manager is to develop and maintain strong relationships with targeted referral sources through consistent, strategic field call strategies. The objective of the work is to drive and sustain incremental volume in service lines and services in alignment with Hackensack Meridian's growth strategies and business plans. This individual positively represents Hackensack Meridian, its hospitals and care centers, clinical service lines and medical staff to referral sources with the intent to develop and strengthen hospital system/physician/referral source relationships that contribute to Hackensack Meridian's reputation and market position.

This position is based in our Southern Region (Ocean and Momouth Counties)

A day in the life of a Physician Relations Manager at Hackensack Meridian Health includes:

• Ability to support and be accountable for both corporate and site specific objectives.
• Initiate and maintain contact using a mix of communications tools - with key referral sources identified through a data-driven targeting process for earning referrals to Hackensack Meridian.
• Conduct scheduled face-to-face 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.
• Advance each relationship using customized relationship sales strategies to the point of asking for new or additional referral opportunities.
• Develop and build relationships with the physician office staff within assigned zone.
• Arrange and facilitate introductions of new Hackensack Meridian specialists to targeted referral prospects to reinforce clinical expertise.
• Arrange introductions of Hackensack Meridian's clinical services, access points and specialists to new providers moving into the service area.
• Facilitate attendance at educational programs and other opportunities/events to connect Hackensack Meridian specialists with the assigned physicians.
• Work with the department manager to support the organization's overall goals through identification of other service needs in the assigned practices, which may include employment interests, clinical integration support or opportunities for growth in home health/hospice/DME.
• Document each provider encounter including any open requests or needs and the follow-up plan in a database tool that tracks activities, progress, trends and outcomes.
• Coordinate on boarding for new physicians.
• Develop annual growth plans for physicians that take into account, market share patterns, patient utilization data and physician practice trends. Incorporate market intelligence pertinent to new opportunities and relationships.
• In collaboration with Department leaders, the President and/or other appropriate leadership to ensure plan objectives are in line with facility service lines targeted and ready for growth.
• Continuously adapt strategies and plans to ensure optimal outcomes and 'win-win' results for physicians and encourage and support internal efforts to create a provider-centric culture.
• Work with the Growth Field Manager and marketing team to develop targeted messages and marketing tools for the referral audience.
• Prepare reports, summarizing field activities, identifying trends, opportunities and barriers to new referrals. 
• Bring forward new business opportunities that are revealed through field interactions and facilitate response jointly agreed upon by internal stakeholders. 
• Accountable for meeting growth plans.
• Communicate trends in service, communications and operations barriers expressed by referral sources that affect ability to develop relationships with referral sources and negatively impact ability to grow Meridian's image and its referrals.
• Work with the Growth Field Manager 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.
• Meet regularly with site leadership to obtain strong understanding of site objectives and how to help meet them these goals.
• Completes all other necessary duties with attention to detail and in a timely manner.

Education, Knowledge, Skills and Abilities Required:

• Bachelor's degree in business, marketing or healthcare required.
• A minimum of 3 years of experience in Outside field sales experience required.
• A minimum of 3 years of experience in Relationship building.
• A minimum of 3 years of experience in healthcare industry.
• Fostering credible relationships with prospects resulting in effectively meeting their needs and meeting sales goals required.
• Requires majority of the time out of the office traveling to offices within a defined geographic area.
• Ability to work at a fast pace, prioritize multiple activities and respond in a timely manner to numerous requests.
• Possess creative thinking skills to navigate complicated situations with a strong ability to problem solve.
• Willingness to accommodate physicians' schedules, which may occasionally fall outside of standard office hours.
• Strong understanding of healthcare industry including physician relationships required.
• Strong verbal and presentation skills.
• Strong field management skills.
• Strong strategic planning skills.
• Knowledge of customer service management software.
• Must possess the ability to deal tactfully with physicians, hospital leadership, medical leadership, colleagues, Board of Governors, personnel, residents, family members, visitors, and the general public and possess an understanding of people and a sense of accountability, fairness, and consistency.
• Must possess clear evidence of integrity and the highest standards of ethical conduct; an ability and willingness to work as a member of an interdisciplinary team; an ability to motivate and win the respect and loyalty of staff, build an excellent team, and accomplish results through others; an ability to accurately assess the abilities of others; and, an ability to influence others in a positive manner, partnering with team members to meet the needs of the system and patient.
• Must demonstrate ability to accept responsibility for the direction, control or planning of an activity; understand instructions and underlying principles; present information or ideas clearly and, communicate effectively. 
• Familiarity with principles applicable Stark Law, Sunshine Act, and other legislature/policies that are related to the role.
• Knowledge and vision related to the future of healthcare delivery and reimbursement.
• Skilled and experienced in issue resolution.

Education, Knowledge, Skills and Abilities Preferred:

• Experience in Relationship building preferably in physician/practice relationships.
• Clinical experience is preferred.

If you feel that the above description speaks directly to your strengths and capabilities, then please apply today!

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