GENERAL SUMMARY AND PURPOSE:
The Physician Relations & Strategic Growth Director will have responsibility for provider relationship strategies that support growth for the organization and each of its entities. The Director is the day-to-day departmental leader and has responsibility and accountability for the leadership, development and management of the physician relations program.
This individual will direct the field outreach strategy, planning and day-to-day operational implementation of the sales and business growth functions as they relate to Trinity Health physicians, EMS and area community hospitals. This individual will also develop and implement tools and processes to ensure the organization can accurately evaluate growth and retention success, results of the field team activity, and forecast emerging organizational and market trends for a successful continuity of care relationship program.
In addition to physician relations, the director will have responsibility for related strategic growth projects, such as access and referral management initiatives, physician onboarding, EMS relations, transfer strategy and surgical growth initiatives. This role is aligned with leadership in the Regional Health Ministry, as well as with Trinity Health Strategic Growth leadership.
SKILLS, KNOWLEDGE, EDUCATION AND EXPERIENCE:
Requires a minimum of a bachelor’s degree, with a business, marketing or healthcare focus
Master’s in business, marketing or healthcare administration preferred
7 years of health care sales, business development, marketing or health care administration experience.
3 years of people management experience
ESSENTIAL FUNCTIONS:
Knows, understands, incorporates, and demonstrates the Organization's Mission, Vision, and Values in behaviors, practices, and decisions.
Structure & Strategy
Works with strategic planning to integrate organizational, physician, competitive and market data and trends to build and implement a successful strategy for growth and physician engagement. Collaborates with leaders at the facilities and the system level to fine-tune priority areas for growth. Champion use of data and relationship management tools to identify market opportunity and set relationship strategies, continuity of care strategies and priorities.
Participate in the identification and development of new markets/opportunities to meet future growth goals for the organization. Monitor market activity and changing dynamics in the provider community that may affect the field strategy; adjust as necessary. Create internal structure and processes used to navigate and assess field activities and effectiveness.
Manage reports that allow for data-driven analysis of the effectiveness of the physician relations teams by entity and for Trinity Health overall. Partner with the marketing department to create collateral and communication strategies that are geared to a provider audience (and their relevant staff) to compliment efforts executed by the field representatives. Create internal structure and processes used to navigate and address opportunities and barriers to growth as uncovered by the field team.
Lead and Develop Staff
Recruit, orient and train field staff with the desired qualifications and competencies to achieve desired growth goals and objectives.
Mentor, coach, motivate and evaluate field team to fulfill strategies and meet measurable sales objectives.
Work with the field team to develop and assess physician target lists, territory assignments, sales plans and other sales structure activities.
Assist in the development of performance standards and compensation programs for field representatives.
Internal Management
Work with hospital leadership to align physician relationship initiatives with the organization’s strategic focus and business growth objectives. Develop internal positioning and messages to create and nurture a “physician as customer” culture. This includes working with internal leaders to ensure the field efforts are coordinated within Trinity Health.
Develop and foster collaborate relationships between the hospital’s clinical staff and the physician relations staff to facilitate increased physician satisfaction and growth with the focus on increasing patient safety and quality through continuity of care. Work with internal clinical and operational teams to develop infrastructure and protocols for responding to physicians’ needs, EMS needs and transferring hospital needs.
Communicate to organizational leaders market and competitive intelligence and physician desires to support operational and clinical business planning.
Communicate trends in service, communications and operations barriers expressed by physicians, EMS and community hospitals, that affect ability to develop long-standing, loyal relationships with these customers. Appropriately coach and prepare Trinity Health leadership for physician interactions, which may entail developing a message consistent with the organization’s goals but tailored to the physicians’ needs.
Our Commitment to Diversity and Inclusion
Trinity Health is one of the largest not-for-profit, Catholic healthcare systems in the nation. Built on the foundation of our Mission and Core Values, we integrate diversity, equity, and inclusion in all that we do. Our colleagues have different lived experiences, customs, abilities, and talents. Together, we become our best selves. A diverse and inclusive workforce provides the most accessible and equitable care for those we serve. Trinity Health is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other status protected by law.