[Hiring] Physician Relations Territory Manager @The University of Kansas Health System

Role Description

The Physician Relations Territory Manager leads the health system strategy and relationships with external referring physicians and is accountable for financial and referral volume to the hospital and key service lines. The Physician Relations Territory Manager is also responsible for promoting specialty medical services of our academic medical center to the surrounding physician community and region.

• Interpret current physician referral patterns utilizing existing reporting tools, dashboards and market intelligence to determine priority areas for growing referrals to the hospital.
• Executes routine analysis of competitive landscape and changes in area healthcare services to strategically position hospital services to referring physicians.
• Provides insight to key executives related to emerging business opportunities.
• Works to pull through and support new hospital initiatives and partnership opportunities when needed.
• Ability to communicate to stakeholders regional healthcare services' volume, utilization, market data and physician referral patterns.
• Strategically identifies and leads initiatives to build volume and favorable provider perceptions among internal and external referral sources.
• Differentiates TUKHS from other area hospital systems as a tertiary referral center by providing education on sub-specialty services only available at an academic medical center.
• Develops mutually beneficial relationships through face-to-face visits with physicians, schedulers, practice managers and medical staff from referring physician offices and community hospitals.
• The liaison will ensure understanding of hospital services and work to uncover and minimize referral obstacles.
• Coordinate meetings between internal physicians and external physician groups to improve communications, build relationships and grow referrals to new or existing physicians and/or resolve customer service issues.
• Allocates all available resources to accomplish organizational goals and increase referrals into the hospital.
• Works collaboratively with service line leaders, department chairs, site managers, and business strategic development to provide community intelligence, practice threats and opportunities to further the growth strategy of the hospital.
• Effectively utilize communication skills when in front of the customer, adjusting language and style to meet the needs of the hospital.
• Serves as a resource to area educational organizations by providing physician speakers for continuing education conferences and events.
• Coaches providers on effective communication and presentation skills for speaking engagements and peer to peer opportunities.
• Provides monthly reports on the status of referring physicians and reports about competitive intelligence, events, call center and transfer center volumes.
• Assists in the training and maintenance of referring physician web portal (EpicCare Link).
• Promote the portal as an effective communication tool regarding patients they have referred.
• Serves as a primary point of contact between referring physicians and TUKHS to ensure appropriate communication and follow up about referred patients.
• Communicate in a manner that supports the health systems vision, mission and values.
• Maintains current referring physician database.
• Manages expenses and budget, resources and time as it relates to territory needs.
• Identify conference objectives and goals, needed resources and executes plan for the event.
• Develops and maintains relationships with executive directors of associations and organizations to ensure our physicians are well represented on the conference agenda.
• Build and maintain strong collaborative relationships with medical staff and internal staff and management.
• Must be able to perform the professional, clinical and or technical competencies of the assigned unit or department.

Qualifications

• Bachelors Degree in Marketing, Nursing or a related field of study from an accredited College or University.
• 3 or more years of professional experience in healthcare working with healthcare providers or relevant sales and marketing experience.
• OR 3 or more years of clinical nursing experience.

Requirements

• 5 or more years of experience in Medical and/or Pharmaceutical/Device Sales.

Preferred Licensure and Certification

• Licensed Registered Nurse (LRN) - Multi-State - State Board of Nursing.

Knowledge Requirements

• Excellent computer, written and verbal communication skills.
• Proficient in MS Office, including Excel and Outlook.
• Comfortable working with new technologies as they emerge.
• Ability to interact effectively with diverse provider groups.
• Strong communication, interpersonal, collaborative and analytical skills with a customer focus.
• Must be able to foster and maintain sound working relationships.
• Disciplined in goal setting, prospecting, networking, and territory and time management.
• Skilled in account management, needs assessment and handling objections.
• Knowledge of key industry business drivers and emerging medical trends and the ability to leverage that knowledge to inform hospital strategy.
• Ability to demonstrate mastery and agility in meeting changing market conditions.
• Ability to continuous learn and self-improvement and aggressively undertakes activities to enrich intellect build new skills and hone existing skills.
• Ability to work in a fast-paced, patient centered environment.