Physician Liaison Outreach Coordinator

SUMMARY: 

OptiMindHealth (OMH) is a growing multistate mental health and wellness practice comprised of dedicated physicians, psychologists, clinical social workers, and advanced practice nurses. Our practice mission is to improve access to holistic and cost effective mental health care while supporting our clinical staff in all aspects of their work.

The Physician Liaison at OMH is responsible for promoting targeted, consistent growth in a specified territory and/or strategy by soliciting referrals from physicians as directed by the OptiMindHealth strategic plan.  ESSENTIAL DUTIES AND RESPONSIBILITIES:

1. Identify, initiate, and maintain contact/relationships with referral sources within a specified territory and/or strategy that will yield new referrals, and maintain existing referral base, for the organization. Follow up with existing referral sources to ensure all aspects of referral relationships including access, communication and medical management are working positively for these physicians and hospitals.
2. Conduct sales meetings with physicians to ascertain and understand their needs and desires. Provide a thorough explanation of service line attributes, processes and outcomes to physicians and other referring providers. Discuss the possible overlap in our offerings and needs to stakeholders, review our specialty areas and note our differentiating characteristics.
3. Complete and track follow up meetings with physicians to close new or additional business and ensure that internal and external obstacles to business growth and retention are identified and minimized or eliminated. 
4. Identify and communicate key trends in service gaps and/or breakdowns that would be critically important to long term physician relations and recommend solutions to Chief Operating Officer and Chief Executive Officer of the practice. Provide input on the development of new clinical services so that they are constructed with the referring physician in mind.
5. Facilitate meetings with physician office managers and other ancillary staff to provide information, gather market intelligence and understand referral patterns in order to close the sale.  Assess individual physician referral patterns and seek ways to increase service line utilization and cross-selling opportunities for account maximization.  Develop relationships with others to further support the growth of referrals from physicians.
6. Document meeting results and necessary follow up in the contact management system.  Prepare and present weekly sales reports, identifying trends, additional business opportunities, and obstacles to new business growth.
7. Facilitate the organization's response to new business opportunities through information gathering, presentation and proactive interaction with appropriate internal constituents.   Use this information to ensure an effective system for triage of physician and referring hospital concerns and follow up communication as appropriate, in collaboration with operations leadership.
8. Contribute to the development of the organization, division, and corporate sales function and strategy by collaborating with appropriate individuals to develop and execute sales and retention strategies/plans for target markets and facility service lines with focus on delivering referral growth results in accordance with predetermined targets.
9. Evaluate, analyze, and interpret market demographics for both physician provider and patient populations (market share patterns; patient utilization data and physician referral trends) and both volume and financial contribution for market and facilities' service lines, in collaboration with leadership. 
10. Work with the internal organization to develop messages and materials that support physician's informational needs by providing feedback and assistance on the design and distribution of marketing initiatives directed toward the physician customer.   

QUALIFICATIONS: 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.   

1. Familiarity with organizations entire network of services, operations, language and roles

2. Understanding of the practice of medicine including referral relationships, payer requirements and other economic and clinical influences

3. Experience and ability to:

a) Plan, organize, document, and manage performance goals within prescribed timeframes (prioritize and focus)

b) Identify and respond proactively to primary client/customer needs with the amount of detail needed to achieve resolution (service orientation)

c) Present, probe, persuade and actively listen to referral source needs and respond with the right mix of service line and product attributes that produces results

d) Experience cultivating productive relationships with clients that has created significant, sustained growth

e) Proven ability to achieve targets independently with minimal oversight

f) Travel, including overnight; work flexible hours; deal with stress; maintain a “mobile office”

JOB REQUIREMENTS:

1. Sales Execution (75% of time)

2. Internal Integration (10% of time)

3. Market Assessment/Sales Planning (10% of time)

4. Participation in organizations Growth Team and Operational Functions (5% of time)

EDUCATION AND/OR EXPERIENCE:

1. Bachelor Degree in business, healthcare administration, or public health administration

2. Five years of progressive healthcare sales experience preferably in a multi-site healthcare organization

SKILLS AND STRENGTHS:

The successful candidate will be able to successfully plan and consistently reach goals to fulfill the OMH vision. This includes having the following skills and strengths:

1. Excellent interpersonal and listening skills 

2. Ability to work effectively with a broad range of people in various settings, including doctors, office managers, trainees and students, academic institutions and personnel, front desk staff, and other practice administrators 

3. Experience in either similar work, sales, marketing, or public relations is required 

4. Excellent verbal and written English skills are required 

5. The ability to motivate, negotiate, and persuade referring doctors and institutions into a course of action 

6. Familiarity with various electronic health records platforms and willingness to be trained on proprietary systems 

7. Significant related work experiences (5+ years) and a college degree in a related field 

PERSONALITY AND CHARACTER:

The successful candidate for this position will naturally exemplify the following personality characteristics:

1. Strong work ethic, integrity, independent and detail oriented 

2. Tenacious and positive 

3. Outgoing and friendly demeanor 

4. Creativity and strong problem solving skills 

COMPUTER SKILLS:

1. Excellent knowledge of sales management software and Microsoft Outlook, Excel, PowerPoint and Word, and other Microsoft collaboration tools. 

2. This document represents the major duties, responsibilities, and authorities of this job, and is not intended to be a complete list of all tasks and functions. Other duties may be assigned as well.