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MEDICAL MARKETING REPRESENTATIVE / PHYSICIAN LIAISON
The Physician Liaison is primarily responsible for assisting in development and implementation of a strategic marketing plan to maintain and grow referrals from providers and/or physician practices to the company. Executes initiatives related to increasing loyalty and preference to company affiliates among new and existing provider referral sources. Promoting core and specialty services to the physician community. This position provides support services in all functional areas of marketing including utilization of services, cultivating and strengthening referral activities by implementing and promoting professional services.
THE COMPANY
Anchorage Sleep Center is a rapidly expanding specialized medical practice with locations throughout Alaska. Services offered include: provider office visits and consultations for patients, specialized diagnostic and treatment testing, and DME (Durable Medical Equipment) related needs.
MINIMUM QUALIFICATIONS AND STANDARDS
Education
Requires a minimum of a Bachelors degree in Marketing, Communications, Business Administration, or Healthcare Administration. Recent and direct experience working in a communications position within a sales or marketing work environment may be substituted in lieu of education requirements.
Experience
Preferred three years experience working in a communications position within a sales of marketing work environment. Progressive healthcare sales experience working with physicians/providers, medical practice office staff, or other medical specialties strongly preferred.
TRAVEL REQUIREMENTS
Reliable transportation and valid drivers license required. Main geographical area to be covered based in Anchorage with regular travel requirements to other locations including but not limited to Wasilla, Fairbanks and Juneau.
REPORTING
This position reports directly to the Marketing Director.
MAJOR RESPONSIBILITIES
Market Management and Sales Analytics
Identify target markets in accordance with organizational strategy utilizing familiarity with medical practice operations and existing reporting tools
Interpret current physician referral patterns, trends, and financial margins, ensuring optimization
Develop sales and retention strategies for target markets
Goals and timelines for closing new or enhanced physician referrals
Goals and timelines for growing referral volumes based on new or established physician and outreach relationships
Conduct pre and post call planning maintaining and utilizing detailed tracking methods
Sales Leadership / Business Development / Relationship Management
Facilitate the retention of physician, referring practice and community relationships
Complete face-to-face sales meetings with physicians, schedulers, practice managers, and medical staff from referring practices to ensure understanding, as well as to close business, ensuring that obstacles are identified and minimized
Effectively manage territory, conducting office visits
Education on services offered, enhancement and new advances
Maintaining company image
Offering excellent customer service
Implementing new products/services/protocols
Communicating opportunities, market trends, and issues to appropriate management/staff in a timely manner
Increasing referral percentages/volume and expanding service utilization
Acts as a business advocate to promote patient volume at the company in accordance with priorities set forth
Leads initiatives to build volume and favorable provider perceptions among new and established referral streams
Works collaboratively with company staff to gather feedback/research and execute communication strategies to persuade provider referral sources to send patients to the company
Develops and implements specific outreach, relationship building, and marketing plans to meet goals
Develops strong business relationships with local community organizations and businesses to increase their advocacy of the company
Works collaboratively with other company functions that interact with physician offices
Establishes and maintains ongoing communications with referring providers and/or their office staff, including routine or follow-up visits, emails, and phone calls
Communication Planning
Prepare and present opportunities, market trends, and challenges to appropriate leadership/staff in a timely manner and on a regular basis, gaining support and commitment as needed
Coordinate meetings between key staff, physician groups, and external customer groups to improve communication and relationships in order to increase referrals or resolve customer service issues
Using research-based methods, implements strategies to build awareness and trust between the company and applicable referral sources
Identifies referral sources (target audiences)for each affiliate, service, or practice
Identifies tactics to promote provider interaction and engagement including site visits, staff meetings, social events, referral lunches/dinners, CMEs, and other communication methods
Develops meaningful relationships with key contacts and opinion leaders including Medical Directors, Providers, Practices Managers, Nurse Managers, office staff, and other
Data Collection & Analysis
Gathers and interprets the data necessary to determine priority areas for growing referrals to the company
Oversees efforts to ensure the company is positioned competitively to protect and grow market share
Routine analysis of the strengths and services of competitors
Develops and implements an ongoing method of profiling and monitoring market areas to identify demographic, competitor, and changes in healthcare services
Maintains reports related to volume trends for company services
Uses customer survey scores to identify opportunities to correct problems that have a negative impact on referrals
Measures and evaluates liaison activities including producing and sharing regular summaries of practice visits and their outcomes as well as their impact on referral trends
Adviser & Advocate
Provides insight to Senior Management related to emerging business opportunities
Advocates for initiatives aimed at improving processes related to referrals (i.e. increase convenience for referring providers to contact a practice)
CRITICAL COMPETENCIES FOR SUCCESS
Ability to research, understand and explain healthcare services volume, utilization, market data, and physician referral patterns
Knowledge of key industry business drivers, emerging medical trends, performance metrics, and ability to leverage that knowledge to inform strategy
Strong communication, interpersonal, collaborative, and analytical skills with a customer focus; must be able to foster and maintain sound working relationships
Independently motivated and driven to achieve high goals and seek continuous improvement in knowledge and skills
Competencies for sales efficiency and effectiveness; discipline in goal setting, prospecting, networking, territory management, and time management
Skills in account management, needs assessment, value propositioning, handling objections and gaining agreement
Skills to employ technologies effectively and proficiency (MS office suite, CRM systems, relevant mobile technology and web-based applications)
COMPENSATION
Competitive and commensurate with experience. Generous base salary with performance-based bonus structure.
Job Types: Full-time, Contract, Commission
Salary: $50,000.00 to $100,000.00 /year
