Saint Barnabas - Health Care System

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Physician Account Management Specialist

#2871449
Location: Newark, NJ
Description:

The Physician Account Management Specialist is a highly disciplined, top performing sales

and marketing executive who will manage the assigned marketing territory and will be responsible for increasing volume in key clinical areas based on the growth strategies set forth by each affiliate, supporting the System’s overall business objectives.
· Researches physicians in service area and identify each as part of medical staff according to their referral patterns (loyal, non-loyal, splitters and phantoms).

· Identifies and build relationships with referring physicians, schedulers, and office staff in the primary, secondary, and tertiary service areas and surrounding communities, with a major focus on those physicians who do not currently refer a majority of their patients to the hospital (splitters, non-loyal and phantoms).

· Designs and follow a disciplined call route. Monitor and report volume growth in key clinical areas.

· Serves as a liaison between the hospital and physician offices to uncover customer needs, concerns, and appreciation. Work with department team members to coordinate field activity, market feedback, and follow up tasks.

· Routinely monitors and gains information on competition in strategic growth areas. Benchmarks services against competition.

· Meets with key referral physicians and other identified target audiences to educate them on the services, physicians, and capabilities of Barnabas Health System.

· Implements strategic, tactical and relationship development initiatives outlined for appropriate customer channel in the sales Plan.

· Identifies and implements new strategic, tactical and relationship development initiatives to increase referrals from key accounts.

· Prepares and submits weekly summary of key customer contacts, meetings scheduled, field/competitive information, concerns, strategies and follow-up with expense report.

· Exhibits outpatient programs at trade shows/conferences to identify relationship development opportunities and for referral development.

· Monitors external environment, including competitor activity, and provides market intelligence to internal staff. Attends educational forums to enhance knowledge of current market trends and to gain marketing intelligence.
· Identifies and recommends new approaches/strategies to facilitate stronger account alliance.

· Implements strategies by working with key affiliate staff in response to customer’s complaints or requests to facilitate stronger relationships.

· As needed, work with in-house marketing agency to develop and implement marketing strategies and promotional activities including, but not limited to: creating promotional materials, planning educational and speaker programs, scheduling lunches and out-of-office time with physicians and office staff, etc.

· Work with the hospital’s marketing agency to plan and execute marketing efforts focusing on referring physicians in the hospital’s target market.

· Identify and research potential areas of growth.
· Track and report on hospital volume in key growth areas.

Requirements:

Education/Training/Certification/Licensure:
Bachelor’s degree in Marketing, Business, or Communications, Four (4) years of sales experience with two (2) years of experience directly related to healthcare. Direct experience with physician partnering/relations desirable.
.

Special Equipment/Skills:
Excellent oral and written communications and interpersonal skills, critical thinking, and problem resolution. Computer and word processing skills; knowledge of Microsoft Outlook, PowerPoint, Excel and Word. Ability to research and organize information with strong attention to detail. Must be able to handle multiple projects simultaneously and prioritize effectively. Ability to maintain confidentiality of all information.

Other Information:

As New Jersey’s largest integrated healthcare delivery system, we strive to exceed the expectations of our patients and our employees. Barnabas Health treats over 2 million patients annually;
225,000 inpatients and same day surgery patients 451,000 Emergency Department patients 1.5 million outpatients each year 17,000 babies delivered Barnabas Health includes more than 19,600 employees (second largest employer in the state), 4,650 physicians (one-fourth of the state's actively practicing physicians) and 443 residents.

Throughout Barnabas Health, our dedicated physicians, nurses and health professionals are committed to providing the highest quality of patient care and health education to the community and the region.

We offer a great work environment, competitive rates and excellent benefits, including:
401 (k) savings plan Comprehensive health and dental benefits Generous tuition reimbursement Medical and dependent care flexible spending plans

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