The Growth and Referral Development Director is the day-to-day departmental leader and has responsibility and accountability for the leadership, development and management of the physician relationship program. This individual will direct the field outreach strategy, planning and day-to-day operational implementation of the sales and business growth functions as they relate to Hackensack Meridian Health's physicians. This individual will also develop and implement tools and processes to ensure the organization can accurately evaluate referral growth and retention success, results of the field team activity, and forecast emerging organizational and market trends for a successful referral relationship program.
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.Champion use of data and relationship management tools 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.Manage reports that allow for data-driven analysis of the effectiveness of the growth team by entity and for Hackensack Meridian Health overall.Partner with the marketing department to develop materials and strategies to be used by field representatives.
Lead and Develop Staff: Recruit, orient and train field staff with the desired qualifications and competencies to achieve desired growth goals and objectives.Mentor, coach, motivate and evaluate field team to fulfill strategies and meet measurable sales objectives.Work with the field team to develop and assess physician target lists, territory assignments, sales plans and other sales structure activities. Assist in the development of performance standards and compensation programs for field representatives.
Internal Management of Referral Development: Work with 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 Meridian.Develop and foster collaborate relationships between the hospital's clinical staff and the referral relationship staff to facilitate increased physician satisfaction and referrals.Work with internal clinical and operational teams to develop infrastructure and protocols for responding to physicians' needs.Communicate to organizational leaders market and competitive intelligence and physician desires to support operational and clinical business planning.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 Meridian leadership for physician interactions, which may entail developing a message consistent with the organization's goals but tailored to the physicians' needs.
Bachelors degree required; Master's preferred
Health care business development, marketing or health care administration experience required
Proven experience communicating with top executives and physicians