Strategic Account Executive - FT - Days - MHS
Memorial Healthcare System

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.

Summary:

Required Work Experience: A minimum of three (3) years of outside, field sales experience, preferably in health care or physician or practice relationships.

Bachelor's Degree with a business, marketing or healthcare focus.

*Travel between locations is required for visits with providers

The primary role of the Strategic Account Executive is to develop and maintain strong relationships with targeted referral sources through consistent, strategic field call strategies.

The objective of the work is to drive and sustain incremental volume in service lines and services in alignment with the organization s growth strategies and business plans.

This individual positively represents the health system, hospitals and care centers, clinical service lines and medical staff to referral sources with the intent to develop and strengthen referral source relationships that contribute to the organization s reputation and market position.

Responsibilities:

Works with the program leadership to support the organization s overall goals through identification of other service needs in the assigned practices, which may include employment interests or clinical integration support.

Advances each relationship using customized relationship sales strategies to the point of asking for new or additional referral opportunities.

Arranges and facilitates introductions of new specialists to targeted referral prospects to reinforce clinical expertise and build relationships.

Arranges introductions of clinical services, access points and specialists to new providers moving into the service area.

Brings forward new business opportunities that are revealed through field interactions and facilitates response jointly agreed upon by internal stakeholders.

Communicates trends in service; communications and operations barriers expressed by referral sources that affect ability to develop relationships with referral sources and negatively impact ability to grow the organization s image and its referrals.

Conducts scheduled face-to-face meetings with targeted referral sources to uncover needs then, delivers relevant and useful information specific to each contact thus ultimately building a trusting and reliable relationship with that referring source.

Continuously adapts strategies and plans to ensure optimal outcomes and win-win results for physicians and encourage and support internal efforts to create a provider-centric culture.

Develops quarterly growth plans for physicians that take into account market share and referral patterns, patient utilization data and physician practice trends. Incorporate market intelligence pertinent to new opportunities and relationships. In collaboration with system, hospital, and medical group leadership, ensure plan objectives are in line with service lines targeted and ready for growth

Documents each provider encounter including any open requests or needs and the follow-up plan in a database tool that tracks activities, progress, trends, and outcomes.

Serve as a resource to organizational leaders for market and competitive intelligence and physician desires to support operational and clinical business planning.

Works with the physician relations program leader and marketing team to develop targeted messages and marketing tools for the referral audience.

Facilitates attendance at educational programs and other opportunities and events to connect specialists with the targeted physicians.

Prepares reports, summarizing field activities, identifying trends, opportunities, and barriers to new referrals.

Initiates and maintains contact, using a mix of communications tools, with key referral sources identified through a data-driven targeting process for earning referrals.

Works with the Strategic Growth and Development Administrative Director and clinical and operational leaders to ensure a system that is in place for addressing and reporting physician issues and needs.

Competencies:

ACCOUNTABILITY, ANALYSIS AND DECISION MAKING, CUSTOMER SERVICE, DEVELOPS RELATIONSHIPS, EFFECTIVE COMMUNICATION, MANAGING WORKLOADS, PROBLEM SOLVING, RESPONDING TO CHANGE, STANDARDS OF BEHAVIOR

Education and Certification Requirements:

Bachelors: Business Administration (Required)

Additional Job Information:

Complexity of Work: Field activity accounts for 75% of the position. Growth planning accounts for 15% of the position. Interface and coordination accounts for 10% of the position Required Work Experience: A minimum of three (3) years of outside, field sales experience, preferably in health care or physician or practice relationships. Other Information: Skills and experience in fostering credible relationships with prospects that result in effectively meeting their needs and meeting sales goals, clinical experience preferred, strong understanding of the healthcare industry, including physician relationships, requires majority of the time out of the office traveling to offices within a defined geographic area, 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, willingness to accommodate physicians' schedules, which may occasionally fall outside of standard office hours.Additional Education Info: Degree with a business, marketing or healthcare focus.

Working Conditions and Physical Requirements:

• Bending and Stooping = 0%
• Climbing = 0%
• Keyboard Entry = 60%
• Kneeling = 0%
• Lifting/Carrying Patients 35 Pounds or Greater = 0%
• Lifting or Carrying 0 - 25 lbs Non-Patient = 0%
• Lifting or Carrying 2501 lbs - 75 lbs Non-Patient = 0%
• Lifting or Carrying > 75 lbs Non-Patient = 0%
• Pushing or Pulling 0 - 25 lbs Non-Patient = 0%
• Pushing or Pulling 26 - 75 lbs Non-Patient = 0%
• Pushing or Pulling > 75 lbs Non-Patient = 0%
• Reaching = 0%
• Repetitive Movement Foot/Leg = 0%
• Repetitive Movement Hand/Arm = 60%
• Running = 0%
• Sitting = 60%
• Squatting = 0%
• Standing = 60%
• Walking = 60%
• Audible Speech = 60%
• Hearing Acuity = 60%
• Smelling Acuity = 0%
• Taste Discrimination = 0%
• Depth Perception = 60%
• Distinguish Color = 60%
• Seeing - Far = 60%
• Seeing - Near = 60%
• Bio hazardous Waste = 0%
• Biological Hazards - Respiratory = 0%
• Biological Hazards - Skin or Ingestion = 0%
• Blood and/or Bodily Fluids = 0%
• Communicable Diseases and/or Pathogens = 0%
• Asbestos = 0%
• Cytotoxic Chemicals = 0%
• Dust = 0%
• Gas/Vapors/Fumes = 0%
• Hazardous Chemicals = 0%
• Hazardous Medication = 0%
• Latex = 0%
• Computer Monitor = 60%
• Domestic Animals = 0%
• Extreme Heat/Cold = 0%
• Fire Risk = 0%
• Hazardous Noise = 0%
• Heating Devices = 0%
• Hypoxia = 0%
• Laser/High Intensity Lights = 0%
• Magnetic Fields = 0%
• Moving Mechanical Parts = 0%
• Needles/Sharp Objects = 0%
• Potential Electric Shock = 0%
• Potential for Physical Assault = 0%
• Radiation = 0%
• Sudden Decompression During Flights = 0%
• Unprotected Heights = 0%
• Wet or Slippery Surfaces = 0%

Shift:

Days

Disclaimer: This job description is not intended, nor should it be construed to be an exhaustive list of all responsibilities, skills, efforts or working conditions associated with the job. It is intended to indicate the general nature and level of work performed by employees within this classification.

Wages shown on independent job boards reflect market averages, not specific to any employer. We encourage candidates to talk to their Memorial Healthcare System recruiter to discuss actual pay rates, during the hiring process.

Memorial Healthcare System is proud to be an equal opportunity employer committed to workplace diversity.

Memorial Healthcare System recruits, hires and promotes qualified candidates for employment opportunities without regard to race, color, age, religion, gender, gender identity or expression, sexual orientation, national origin, veteran status, disability, genetic information, or any factor prohibited by law.

We are proud to offer Veteran's Preference to former military, reservists and military spouses (including widows and widowers). You must indicate your status on your application to take advantage of this program.

Employment is subject to post offer, pre-placement assessment, including drug testing.

If you need reasonable accommodation during the application process, please call 954-276-8340 (M-F, 8am-5pm) or email TalentAcquisitionCenter@mhs.net

---