Physician Liaison (Finance)

Nemours is seeking a Physician Liaison (Business Development), Full-Time, to join our Nemours Children's Hospital team in Wilmington, Delaware covering the Pennsylvania territory of Montgomery, Bucks, and Philadelphia counties.

This position will be responsible for growth by earning and maintaining patient referrals from but not limited to physicians, community care providers, hospitals, nurses, referral coordinators, urgent care locations to Nemours Children's Hospital - Delaware (NCH-DE) and the Nemours Children's Health (NCH) locations by prospecting, marketing to, developing, and maintaining mutually beneficial relationships to local pediatric and family medicine practices and other alternate referral sources, including but not limited to Local Community Partners, Area Employers, Community events and Business Leader relationship.

To accomplish this objective, the Physician Liaison must conduct consistent and meaningful sales calls targeting new patient referrals from new and current pediatric and family medicine providers within the region. The Physician Liaison will be responsible for developing new relationships and educating community primary care providers on a range of services, locations, payer requirements, and referral process. The Physician Liaison will accomplish this objective by collaborating with our Regional Vice President of Strategy, Director of Business Development and Provider Relations, the Marketing/Communication Team, and community hospital Partnership teams to identify opportunities and develop materials to increase brand awareness and support business development growth throughout the network. This position requires daily travel time. This person will understand the practice of medicine including referral relationships, payor requirements and other economic and financial influences.

ABILITY TO TRAVEL REQUIRED. This position requires daily travel time and may include some overnight travel. This position is responsible for travel within Montgomery, Bucks, and Philadelphia counties in Pennsylvania as well as additional areas as needed. Strong preference for candidates to live within this geography.

• Within a defined geographic territory, facilitates relationships with community providers and staff by direct communication to generate new referrals to increase volume and increase revenue into the system. Conduct face-to-face meetings with targeted providers, office staff, and other influential leaders to understand referral patterns and determine offerings that could influence referral growth for NCH-DE/NCH services.
• Work with Director of Business Development and Provider Relations to develop physician referral/sales plans to promote physicians or services identified in the NCH-DE/NCH Strategic/Business/Marketing Plan to community referral sources for increased referrals and admissions to NCH-DE/NCH.
• Develop and maintain a database of community practices and alternate referral sources that reflects a timely and accurate account of client account management, records of sales calls, and call reporting with the use of the appropriate CRM (customer relationship management) tool on a weekly basis. All education, initial contact and follow-up activity will be documented in the provided CRM tool (Salesforce). Document meeting results and follow up for effective reporting of activities and dialogue that demonstrates referral growth progression. Input to include market intelligence, opportunities for relationship enhancement and issues in need of resolution.
• Use appropriate sales skills to identify a need (prospecting), offer appropriate solutions (marketing), overcome objections (qualification), seek closure to the sale (closure), and provide effective follow-up to the referral sources (communication). On a continuous basis, work closely with targeted referral sources to understand how NCH-DE/NCH services and products will be of most benefit to them based upon their referral needs.
• Frequently analyze quantitative referral data to determine the detailing and Business Development strategy for the territory.
• Contribute current and relevant market intelligence to the appropriate individuals within Nemours for action or informational purposes. Produce quarterly territory assessments that provide an overview of their market dynamic of referral sources, new physicians, splitters, practice mergers, strategic opportunities, and sales solutions presented.
• Work closely with internal NCH-DE/NCH leadership, clinical directors, managers, marketing specialists and others as needed in identifying and fulfilling the needs of the hospital and practice when specific services are requested, or problem resolution is required that may inhibit increased referral volume.
• Organize and promote educational (both CME & non-CME) programs, social events, professional meetings, and other activities as needs are identified.
• Attend meetings, Huddles and individual rounding's with manager, the Strategy and Business development department and additional Leadership when applicable
• Works independently under minimal supervision while maintaining a home office. Ability to travel required. This position requires daily travel and may include some overnight travel.
• Business Development (80%): Prospecting, Marketing, Communication- Customer Service (Face to Face and Phone), and Qualification/Closing (Face to Face and Phone); Sales Management time and territory business, correspondence, new business proposals, and routine follow-up; and Sales Process: Daily Client Account Management, Weekly tracking/recording of sales calls, and Communication Maintenance.
• Administrative Duties (20%): Attend all meetings and managing relationships with leadership and liaison between them and Business Development.

Job Requirements

• Bachelor's Degree required.
• Minimum of two (2) years' experience in healthcare clinical sales experience in this field is required.
• Effective communication skills and responsiveness with the ability to listen, respond, and share information in a way that gets results. The Physician Liaison must be articulate, trustworthy, flexible and a creative thinker with the ability to problem solve and trouble shoot.
• Must be a relationship seller with the ability to create a dialogue-based, consultative, long-term partnership with the community referral sources and their staff.
• Since position will require approximately 80% of time spent visiting community providers within the NCH service area, this may necessitate some overtime, evening, or weekend hours.