Senior Director - Strategic Growth and Development - FT - Days - MHS

Senior Director For Strategic Growth And Development

At Memorial, we are dedicated to improving the health, well-being and, most of all, quality of life for the people entrusted to our care. An unwavering commitment to our service vision is what makes the difference. It is the foundation of The Memorial Experience.

The Senior Director For Strategic Growth And Development is the day-to-day departmental leader and has responsibility and accountability for the leadership, development and management of the physician relations program for the health system. Directs the field outreach strategy, planning and day-to-day operational implementation of the sales and business growth functions as they relate to the organization's physicians. Develops and implements tools and processes to ensure the organization can accurately evaluate referral growth, retention success, and results of the field team activity. Forecasts emerging organizational and market trends for a successful referral relationship program.

Responsibilities :

Manages reports that allow for data-driven analysis of the effectiveness of the physician relations field team and for the organization overall. Develops internal positioning and messages to create and nurture a "physician as customer" culture. Assists in the development of performance standards and compensation programs for field representatives. Coaches and prepares leadership for physician interactions, which may entail developing a message consistent with the organization's goals but tailored to the physicians' needs. Mentors, coaches, motivates and evaluates field team to fulfill strategies and meet measurable sales objectives. Communicates organizational leaders, market and competitive intelligence and physician desires to support operational and clinical business planning. Partners with the Marketing Department to develop materials and strategies to be used by field representatives. Develops and fosters collaborative relationships between the hospital's clinical staff and the referral relationship staff to facilitate increased physician satisfaction and referrals. Works with hospital leadership and / or service line leadership to align referral source and physician relationship initiatives with the organization's strategic focus and business growth objectives. Works with the field team to develop and assess physician target lists, territory assignments, sales plans and other sales structure activities. Communicates trends in service, communications and operations barriers expressed by physicians that affect the ability to develop long-standing, loyal relationships with physicians. Recruits, orients and trains field staff with the desired qualifications and competencies to achieve desired growth goals and objectives. Works with internal clinical and operational teams to develop infrastructure and protocols for responding to physicians' needs.

Competencies :

Education and Certification Requirements : Masters (Required)

Additional Job Information :

Complexity of Work : This role requires critical thinking skills, effective communication, decisive judgment, and the ability to build and foster positive relationships. The incumbent must be able to lead others and take appropriate action when required. Required Work Experience : A minimum of seven (7) years of health care sales, business development, marketing or health care administration experience including three (3) years of health care management or health care sales management experience. Pharmaceutical or Medical Device sales - preferred. Clinical experience preferred. Proven experience communicating with top executives and physicians. Strong understanding of the healthcare industry, including economic and political influences and dynamics. Other Information : 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 organizational goals. Possess a high experience level and competencies in sales management and infrastructure development. 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. Completion of formal sales training program in medical or pharmaceutical sales preferred. Additional Education Info : Masters in Business, Marketing or Healthcare Administration Preferred.

Working Conditions and Physical Requirements :

Shift : Days