Job description
Position: Business Development Manager
** Primarily responsible for primary care physician marketing, some neuro and some pain **
** Must have 3-5 years of prior experience **
Dignity Health Physical Therapy is part of the Select Medical Outpatient Division, a nationally prominent, locally driven provider of outpatient physical rehabilitation. Throughout the country, the Select Medical family of brands includes Banner Physical Therapy, Select Physical Therapy, NovaCare Rehabilitation, Kentucky Orthopedic Rehab Team (KORT), Saco Bay Orthopedic and Sports Physical Therapy, Champion Sports Medicine, Rehab Associates, NovaCare and Select Kids Pediatric Therapy, Emory Rehabilitation Outpatient Center, Kessler Rehabilitation Center, SSM Health Physical Therapy and Baylor Scott & White Institute for Rehabilitation Outpatient Therapy. Together, these brands comprise a national network of almost 1800 centers in 37 states and the District of Columbia. The centers offer a wide range of general physical therapy services such as hand therapy, sports medicine and work injury prevention and management. Throughout the country, we also provide physical therapy and athletic training services to professional sports teams, colleges, universities and high schools and serve as the exclusive physical rehabilitation provider to several major U.S. corporations.
Job Summary: The Business Development Manager generates business through developing and maintaining mutually beneficial relationships with local referral sources, medical groups, employers, case managers, third party administrators (TPA’s), provider relations professionals and local payor groups. This position is responsible for increasing new patients through growing the number of referrals as well as primary and secondary referral sources in an assigned geographic territory with multiple product lines. The Business Development Manager is also responsible for identifying opportunities for new start-ups, clinical programs and strategic acquisitions in alignment with the Select Medical strategy for divisional and Company growth.
Essential Functions:
- Define needs and develop specific market strategies to increase market share.
- Develop and maintain relationships leading to referrals to the centers within the market.
- Develop, monitor, and report on progress towards specific market objectives and measurements.
- Provide in-services to educate and increase referral source knowledge of the business.
- Obtain and report feedback on service from payor and referral sources. Provide to Region/local team.
- Assess strategic position and activities of the competition.
- Perform daily activity of call on physicians and other referral sources. These targets would include employers, Case Managers, and TPA’s (as designated)
- Exceed NP/IE Non Capped targets as documented in annual budget file.
- Utilizing the RMT file, identify and prioritize primary and secondary referral targets with sales territory.
- Assist (VP, Regional Directors, Center Managers, and staff) in developing sales plans and strategies to further service and maintain primary and secondary referral targets and achieve market, center, and territory goals. Manage territory plan to increase business from targeted and existing referral or contract services.
- Weekly and quarterly reports to management on activities that support market goals.
- Maintenance of customer profiles for referral sources and other key customers.
- By utilizing the Everyone Sells philosophy, further clinician’s involvement in practice development strategies by facilitating opportunities to educate referral sources on services and clinician’s specialties. Track return on investment and referral patterns following such opportunities.
- Foster a positive and favorable image of the company brand by determining potential venues by which the Company can participate in planning activities in the healthcare community. This would include registration for health fairs, running or walking events and sponsorship opportunities.
- Promote and maintain excellent customer relationships both internally and externally on all levels and provide feedback to local and regional team.
- Assist in identifying startups including assisting regional/local management with due diligence paperwork and market reconnaissance.
Required Skills & Abilities:
- Ability to prospect new business opportunities.
- Knowledge of healthcare profession and payor sources.
- Ability to sell service.
- Ability to develop and leverage new referral source relationships.
- Ability to develop effective working relationships with branch personnel.
- Strong communication and presentation skills.
- Ability to develop professional written communications.
- Ability to analyze internal and external information to assess the impact of sales and marketing programs.
- Ability to assess market demand and competitive conditions.
- Ability to analyze and propose profitable contract terms.
- Strong organizational and time management skills.
- Maintain a professional appearance.
- Proficient in the use of all necessary office equipment, faxes, copiers, etc.
- Fluent typing skills (minimum 40 words per minute) and proficiency with Windows based office technologies (ex. Word, Excel, Power Point, Outlook)
Required Credentials:
- Bachelor’s degree in healthcare, marketing, sales, business administration or other related field, or an equivalent combination of education and experience required.
- Preferred: Credentialed in healthcare (e.g. PT, OT, RT, etc.).
- Formal sales training.
- 3-5 years sales experience in a service or healthcare related industry code, calling, and presentations.
- Preferred 5+ years’ experience in healthcare services including managed care sales.
- Preferred: Knowledge of the rehab industry.
- Valid Driver’s License.
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