PHYSICIAN RELATIONSHIP MANAGER

Develops and maintains strong relationships with Physicians/Practices in a defined service area through consistent, strategic field call strategies. Works cohesively with leadership and internal service line Administrators to drive and sustain growth in procedural services aligned with the Local, Regional, and Enterprise business plans. Participates in strategic planning and identification of physician targets to achieve this growth through utilization of UHS’s data analytic tools. Delivers prospective business plans and retrospective performance to leadership on a quarterly basis. Responsible for both field visits to physicians and referral staff in offices, as well as regular interaction with facility executive Leaders and service line Administrators.

Education/Qualification
• Bachelors degree in business, marketing, or related field.
• Minimum 3-5 years working experience in Healthcare setting. Experience with Physician Relations, Business Development, and or Strategic Planning preferred.
• Successful experience in healthcare sales or network development environment; experience in physician relations, network, marketing or business development preferred.

Skills
• Able to analyze physician volume data, payer mix and link to service line capabilities, development and overall hospital and market positioning. Solid knowledge of hospital operating environment needed.
• Strong communication (verbal and written) and presentation skills. Ability to articulate change/value propositions to physicians and their staff. Excellent human relations skills with the ability to impact and influence results.
• Thorough knowledge of physician, hospital and healthcare issues including managed care/reimbursement, practice operation issues, credentialing, recruitment and governance.
• Must have knowledge of standards and laws applicable to physician recruitment, planning and business development. Able to interact with hospital and corporate colleagues to ensure compliance and adherence to regulatory guidelines.
• Strong project management and plan execution skills with the ability to respond to multiple competing priorities.
• Excellent interpersonal skills as well as proven ability to deal effectively with all levels of employee throughout a healthcare system.
• Ability to communicate effectively and gain credibility with Physicians and staff. Demonstrate skill cultivate relationships by building affinity and loyalty of referral sources over time.
• Demonstrated ability to understand the larger vision of the organization in the changing healthcare environment.
• A professional image reflected in appearance, and behavior.
• Willingness to accommodate physician’s schedules, which may occasionally fall outside standard office hours.

• Researches physicians to determine potential for hospital utilization. Oversees creation of a target list of physician contacts whose business is desired by hospital. Plans and implements visits to physicians, their staffs and other potential referral and business sources. Maintains good account relationships and implements innovative selling ideas and methodologies.
• Successfully interact with physicians and their office staff, on a face-to-face basis, to develop an understanding of their goals and needs, improve the quality of services for them and their patients, and drive new/incremental patient volume.
• Reports on the activity level and outcomes of activities on a regular basis. Meets company requirements for base level of admissions, surgeries and/or outpatient visits. Monitors outcomes of volume growth activities to identify process improvement opportunities.
• Communicates operational and service issues to hospital leaders and improvements requested or suggested by physicians. Conducts follow-up with all involved in issue resolution.
• Achieve a target of physician office visits per day specified in the incentive plan, and a quarterly patient volume budget, which will be determined annually by hospital management based on local market conditions.
• Assists in the development of hospital service line marketing plans, physician recruitment/retention plans and outreach activities intended for identified physician audience.
• Analyze physician volume, payer mix, and referral dynamics data, and its relationship to hospital service line capabilities.
• Carries out other duties and responsibilities as assigned
• Represents UHS as both advocate and liaison between ambulatory practices and local hospital Facility. Troubleshoots access difficulties/problems between community physicians and the Hospital. Coordinates timely follow up back to practices to communicate issue resolution.
• Identifies, cultivates, and retains Physician referral sources to achieve service line growth objectives.
• Contributes current and relevant competitive market intelligence to appropriate individuals for action or informational purposes.
• Stays current on hospital policies and procedures, insurance company requirements, industry trends to have meaningful dialog with Providers.
• Understands, articulates, and closes market physicians on their participation in UHS Value Based Strategies. This includes but is not limited to: ACO’s, Narrow Networks and Quality Programs.
• Develops competency around data analytic tools then uses insights gleaned from these reports to develop service line business plans. Plans will be reviewed by facility leadership, manager and PRM Director.
• Incorporates a holistic systems approach to business planning. Plans include not just physician targeting, but responsive service recovery and pull through strategies with internal Administrators.
• Completes timely and comprehensive reports as directed from Manager and UHS Corporate.
• Participates in Facility Strategy, Marketing, and Development planning committees and regular meetings.
• Maintains a regular presence in the Facility the PRM represents.
• Coordinates and conducts periodic educational events to drive service line growth.
• Budget Submission- Call activity will be entered into the Salesforce database on a weekly basis by PRM. Visit reports will be reviewed by supervisor and Division director monthly in Salesforce.
• Physician/Office Visits- Achieves documented call frequency expectations as determined by supervisor and Division director. Visit reports will be reviewed periodically by Division director to ensure visit volume requirements are met.
• Report Submissions- Required reports will be submitted accurately and on time. These reports can include but are not limited to: PRM sales plans, performance analysis reports, visit reports.