Business Development Manager
Company: Advocate Health
Location: Green Bay
Posted on: May 2, 2024
Job Description:
Working under the specific direction of the Patient Service Area
(PSA) lead or designee, and collaboratively with other PSA leaders
and key stakeholders (including all integrating functions),
profitably generates revenue for a defined market by managing
physician, employer, and community relationships within a complex
defined geographic market. Translates the customer relationship
into revenue by promoting and increasing usage of Advocate Aurora's
products and services. Fulfills revenue goals by developing a
business plan, providing guidance, and acting as resource in
planning, managing and executing initiatives and relationships.
Responsible for helping to develop specific growth plan initiatives
and, the tactical execution of that plan; demonstrated improvement
(increase) in performance and alignment and, as applicable,
retention, from existing and new channels of patient distribution.
Responsible for tracking metric performance and providing
leadership reports. Consistently functioning with market
intelligence, tactical excellence, and follow-through in all
assigned responsibilities; and, as required or requested, maintain
appropriate growth work plan documents.Major Responsibilities:
- Develops and manages physician relationships and other channels
of quality patient distribution for the purposes of growth,
referral development and retention. Targets employed and physician
splitters and implement key tactics to reverse referral leakage and
increase AHC alignment. Identifies new physician partnerships and
channel of patient distribution opportunities in key strategic
specialties and build relationships to attain new business for
aligned physicians and the site(s) of care.
- Assists clinics in assessing physician recruitment need by
specialty. Identifies physicians and or practices for potential
acquisition, employment opportunities or membership within the
Medical Group and/or Physician Partners site alignment continuum
and reviews new practice potential and viability.
- Develops partnerships with community groups, identifies
potential opportunities, and assists in developing relationships.
With a revenue-generating outcome.
- Manages and maintains new and existing relationships with key
local employers to deliver high satisfaction levels and support
achievement of commercial growth sales goals. Works directly with
market leadership on appropriate tactical plans that deliver
desired results of the corporate and market commercial growth
strategies. Works collaboratively with leaders and staff both
within the market and from corporate to manage key market based
employer relationships. Independently initiates outreach to local
employers, to promote AHC's products and services in a consultative
manner that meet employer needs.Remote work; requires on site work
and travel as necessary. Some nights and weekends may be required.
Primary areas to Green Bay, Manitowoc and Fox Valley.
- Develops and executes business plans and strategies that
produce an acceptable return, optimizes all available internal
resources, and meets or exceeds individual revenue goals within a
defined market. Identifies future markets, new product lines and
opportunities to increase revenue for physician and employer
activity. Identifies new product lines, services, and program
opportunities across Advocate Aurora that will create new revenue,
market share growth, or benefit the communities.
- Responsible for maintaining a broad knowledge of AHC's products
and services and articulates the respective value propositions to
generate sales opportunities.
- Builds productive relationships with PSA Leadership and
integrative functions (peers and leaders). Attends PSA and site of
care leadership meetings as required to report on challenges,
activities and share critical information as it relates to the
business plans.
- Actively participates in development, use and documentation of
tracking reports for growth planning. Manages accountabilities by
tracking and reporting results to PSA leadership. Actively supports
the development and use of dashboards for reporting success related
to specific growth Key Result Areas, including market trends and
intelligence.
- Focuses on quality, incremental growth that is aligned to the
PSA/regional growth plan, and also return a positive net income to
the aligned business entities, (physician and/or site of
care).
- Identifies emerging partnerships within the PSA, most often
with discrete business opportunities that do not extend beyond the
PSA. This business is often developed with the employer/commercial
business team.Licensure, Registration, and/or Certification
Required:
- None Required.Education Required:
- Bachelor's Degree in Business or related field.Experience
Required:
- Typically requires 7 years of experience in sales experience
with minimum of 3 years in health system setting or related
industry such as pharmaceutical, medical device, hospital, or SNF
salesKnowledge, Skills & Abilities Required:
- Strong self-motivation and self-direction.
- Ability to work autonomously with appropriate direction from
supervisor.
- Excellent organization, time management and presentation
skills.
- Excellent sales and personal sales management skills.
- Demonstrated, differentiated customer service commitment.
- Understanding of employed and independent physician practice
models.
- Fundamental understanding of managed care/insurance risk.
- Attention to detail follow up.
- Excellent communication and relationship management
skills.
- Ability to work with data and think strategically and behave
tactically for job results.
- Well-developed work and collaboration skills.
- Comfort with ambiguity and sharing control.
- Bilingual is preferred in specific regions.
Keywords: Advocate Health, Green Bay , Business Development Manager, Executive , Green Bay, Wisconsin
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