What are the responsibilities and job description for the Physician Relations Manager position at Andrews Sports Medicine & Orthopaedic Center?
Job Details
Description
ROLE OVERVIEW: The Physician Liaison will:
ESSENTIAL FUNCTIONS: The following functions describe the essential duties of this role. Individuals in this role may not perform all these duties, or may perform additional, related duties not listed here.
Description
ROLE OVERVIEW: The Physician Liaison will:
- Be responsible for identifying, cultivating, and maintaining new and existing referring relationships with physician groups in the assigned territory.
- This role will provide a high level of customer service by presenting information on services offered by Andrews Sports Medicine (ASM), while identifying obstacles to business growth.
- Individual will be accountable for onboarding new ASM physicians by implementing successful business development strategies to support and grow their practice in defined market.
- Collaboration with the CEO and Director of Marketing and PR is essential to ensure growth priorities are in line with the vision and strategic goals of the organization.
- Three (3) years of experience in the healthcare industry preferably in physician relations, public relations and/or marketing.
- Sales/marketing specific background with focus on consultative selling preferred.
- Bachelor’s Degree in Marketing/PR/Communications is required. Five (5) years of experience in the healthcare industry or related area may substitute for required bachelor’s degree.
- Strong communication, interpersonal, collaborative, and analytical skills with a customer/patient focus.
- Competencies for sales efficiency and effectiveness; discipline in goal setting, prospecting, networking, territory management, and time management as well as skills to employ technologies effectively
- Ability to research, understand and explain healthcare services, volume, utilization, market data, and physician referral patterns
- Self-motivated with a strong desire to learn while utilizing critical thinking skills.
- Proficient with Microsoft Office (Outlook, Word, PowerPoint & Excel).
- Experience with PRM (physician relationship management) tools preferred
- Must have a car, valid driver’s license, and auto insurance in good standing.
- Be willing to travel locally within referral market. Travel 80% of the time.
ESSENTIAL FUNCTIONS: The following functions describe the essential duties of this role. Individuals in this role may not perform all these duties, or may perform additional, related duties not listed here.
- Serve as a liaison for referral sources; develop mutually beneficial relationships through face-to-face visits with physicians, referral coordinators, practice managers and medical staff from referring physician offices and community hospitals. The liaison will ensure understanding of ASM services and work to uncover and minimize referral obstacles.
- Onboard new physicians by introducing them to referring providers, coordinating speaking opportunities, community events, continuing medical education courses and other assigned network opportunities.
- Support events as needed, specifically intended to nurture referral relationships, and enhance practice reputation.
- Interpret current physician referral patterns utilizing existing reporting tools and market intelligence to assess opportunities for strategic growth within the network. Coordinate and manage regular meetings with leadership team to review data and discuss current and future growth strategy.
- Conducts pre-call planning for office visits to define objectives, plans discovery questions, anticipates objections, and prepares an effective approach. Engages the physicians in pre-call planning to optimize the time spent on sales calls.
- Implements a consultative approach to probe for needs of the customer.
- Effectively communicates the competitive differentiation of ASM.
- Identifies opportunities to provide value-added resources to referring physicians and their office staff.
- Educates referring office staff on process to refer patients and obtain patient records.
- Follows-up with referring physicians and office staff at the appropriate intervals post-call to reinforce message, enhance customer satisfaction and strengthen relationships.
- Utilizes the Physician Relationship Management (PRM) system by inputting accurate and detailed field contact notes and issue.
- Collaborate with marketing to help identify materials needed for outreach.
- Communicate in a manner that supports the organization’s vision, mission, and values.
- Maintains compliance with ASM and USOP policies and procedures.
- Assists in planning and executing community events.
- Represents ASM at medical and work comp conferences as well as identify physician speaking opportunities and sponsorships.
- Develops ties with professional associations.