Sales - Physician Relations Manager - Orlando Health Heart & Vascular Institute - Orlando Health

Join Our Team! Orlando Health is seeking a dynamic Sales Physician Relations Manager to drive growth and foster relationships in the healthcare sector. If you're passionate about sales and healthcare, this opportunity is for you! Apply now to be part of our innovative team shaping the future of healthcare in Central Florida.

Perks of the role:
Competitive compensation package.
Comprehensive benefits, including health and dental.
Opportunities for professional growth and development.

To apply:
Visit the Orlando Health Careers webpage.
Navigate to the "Search Careers" section.
Use the keyword search function and enter "Sales Physicians Relations Manager" to find the relevant position.

Responsible for promoting the physicians and clinical services of the assigned Orlando Health (“OH”) facility or service line to OH employed, OH Network, and non-employed referring healthcare providers in the target market. Accountable for developing, implementing, and closing all clinical sales campaigns in accordance with strategic initiatives of the assigned OH facility or service line.

Essential Functions
• Works with the Senior Director and/or Manager, Physician Relations in developing and maintaining the tactical sales plan in alignment
with the strategies and goals of the assigned OH facility or service line.
• Develops and maintains comprehensive understanding of healthcare trends, physician issues and requirements, insurance/payer
trends and status, and OH physician integration and patient referral processes across all clinical service lines.
• Serves as the principal account manager / liaison between the assigned OH facility or serves line with OH employed, OH Network,
and non-employed referring healthcare providers.
• Serves as the subject matter expert for the department for the assigned OH facility or service line. Maintains knowledge of the
development of new programs, services, and clinical expertise by shadowing physicians of all specialties and respective service line
leaders. Coordinates and oversees clinical education with OH employed, OH Network, and non-employed referring healthcare
providers in the geographically assigned territory.
• Maintains the competitive differentiation document of the assigned OH facility or for the service line. Provides core messaging and
education for the assigned OH facility or service. Communicates referring physician operational or access issues; collaborates on issue
resolution and communication back to the referring physician.
• Educates OH physicians on best practices in follow-up and communication with referring physicians.
• Coordinates the execution of Continuing Medical Education (CME) events in accordance with the sales plan for the assigned OH
facility or service line.
• Participates and presents at leadership meetings as scheduled by the assigned OH facility or service line administrators.
• Provides Return on Investment (ROI) metrics on sales activities to the assigned OH facility or service line administrators.
• Collaborates with Marketing, Community Relations, and Public Relations to highlight our physicians in earned media and publications
for their differentiation in the market.
• Communicates opportunities and market trends to appropriate management/staff in a timely manner and on a regular basis.
• Communicates trends in issues/ barriers to referring physicians and collaborates with administrative staff to identify potential
solutions.
• Communicates opportunities to expand service locations in the community.
• Responsible forthe Physician Relationship Management (PRM) system by inputting accurate and detailed date, internal and external
customer/field contact notes, issues, proposed resolution, and timing.
• Maintains reasonably regular, punctual attendance consistent with OH policies, the ADA, FMLA and other federal, state, and local
standards.

Conducts Analysis to Develop Target Lists; Develops and Maintains Strategic Account Management Plans.
• Obtains and analyzes relevant and timely internal referral and external claims data to prioritize targeted physician groups in
accordance with the overall strategy of the assigned OH facility or service line.
• Develops and executes account management plans for high potential customer groups; communicates plans to all involved and
follows through to coordinate and execute plans.
• Oversees collaboration with other geographically assigned PRMs and other departments to schedule meetings with the referring
physicians to ensure a coordinated approach to developing the customer relationships.

Conducts Effective Customer Sales Meetings
• Conducts pre-call planning for office visits to define objectives, plans discovery questions, anticipates objections and prepares an
effective approach. Engages the physicians in pre-call planning to optimize the time spent on sales calls.
• Coordinates the schedules of service line physicians with the outreach team to prevent schedule conflicts and meeting cancelations.
• Educates physician practices on relevant clinical services offered through the continuum of the service line.
• Implements a consultative approach to probe for needs of the customer.
• Effectively communicates the competitive differentiation of the assigned OH facility or service line.

• Identifies opportunities to provide value-added resources to physicians and their office staff.
• Educates office staff on process to refer patients and obtain patient records.
• Follows-up with referring physicians and office staff at the appropriate intervals post-call to reinforce message.

Other Related Functions
• Assists in planning and executing community events.
• Develops ties with professional associations.
• Maintains compliance with all Orlando Health policies and procedures.

Education/Training
Bachelor’s degree is required.

Licensure/Certification
None.

Experience
Three (3) years of experience in the healthcare industry or related area. Sales/marketing specific background with focus on consultative selling. A master’s degree in marketing, business, healthcare administration or related field, may substitute for up to two (2) years of the required experience. Four (4) years of experience in the healthcare industry or related area may substitute for bachelor's degree.