Job Description Summary

Under limited supervision, assists with promoting and furthering the business activity from both new and already privileged physicians. Maintains daily interaction with physicians and their office staff to obtain feedback regarding the product/service offered by Gilchrist.

Education:
Bachelor’s degree in related field or equivalent experience

Licensures/Certifications:
Not Applicable

Experience:
Three years’ experience working in a health care environment, including direct experience with physicians. Experience must include aspects of marketing, customer service, and/or public relations.

Skills:
• Knowledge of planning principles and techniques
• Knowledge and experience in health care delivery systems
• Skill in marketing and public relations analysis
• Skill in organizational and quantitative analysis methods
• Advanced skill in oral and written communication
• Ability to build, promote and maintain positive relationships with customers
• Ability to present before small and large groups

Principal Duties and Responsibilities:
• Prepares an individual sales plan based on the specific goals and objectives defined in the Gilchrist annual strategic plan and budget. Develops a tactical plan for approaching each prospective customer, facility, physician, hospitalist, care manager, RN.
• Conducts regular visits to targeted accounts for the purposes of increasing their knowledge, awareness and use of end-of-life services and promoting a preferred referral relationship with Gilchrist. Is capable of conducting large, professional presentations as context experts in end-of-life services.
• Continually conducts customer needs assessments and gathers information on key customers, including referral/admission patterns and length of stay. Identifies strategic partnership opportunities.
• Uses organizations’ contact management system, maintains account/contact information and enters all call activity within twenty-four of all visits.
• Communicates feedback from customers and their staff to Gilchrist personnel. Resolves problems with customers and/or office staff via routine and “emergency” follow-up calls in order to evaluate the level of satisfaction and promote future business. Ensures issues are satisfactorily addressed.
• Develops and recommends marketing material and programs. Promotes and increases the use of Gilchrist services.
• Participates in an annual referral satisfaction survey process. Uses results to build annual sales plan for growth and improved customer service.
• Coordinates and introduces key personnel (e.g. directors, managers, and front-line staff) to key users and influencers of the service.
• Creates an educational in-service plan for all key accounts as defined mutually by the Manager, Business Development and Director of Business Development.
• Conducts Utilization Review meetings for all “key” accounts as defined mutually by the Manager, Business Development and Director of Business Development.
• Enters all complaints and concerns to the organization’s Quality Monitoring System. Shares complaints data, quality outcomes and satisfaction data with all accounts.
• Uses RLX Data effectively.
• Participates as a member of the organization’s “Speaker’s Bureau”.
• Assists with the Philanthropy and Counseling and Support events and activities as appropriate
• Works collaboratively with all members of the Gilchrist staff to deepen relationships with key customers.
• Cross sells with Elder Medical Care (EMC)) representatives as appropriate.
• Managers, Business Development may be responsible for corporate account management and/or specialty service business development (e.g. hospital systems, LTC facility corporations, Gilchrist Kids)
• Participates in 80% of “All Staff” and Joint Clinical meetings annually.
• Attends all mandatory meetings including sales meetings.