Title: Director Business Development & Physician Relations

Location: Long Beach, CA

Department: Physician Services

Status: Fulltime

Shift: Day

Pay Range*: $152k- $209K /annually

MemorialCare is a nonprofit integrated health system that includes four leading hospitals, award-winning medical groups – consisting of over 200 sites of care, and more than 2,000 physicians throughout Orange and Los Angeles Counties. We are committed to increasing access to patient-centric, affordable, and high-quality healthcare; your personal contributions are integral to MemorialCare's recognition as a market leader and innovator in value-based and other care models.

Across our family of medical centers, we support each one of our bright, talented employees in reaching the highest levels of professional development, contribution, collaboration, and accountability. Whatever your role and whatever expertise you bring, we are dedicated to helping you achieve your full potential in an environment of respect, innovation, and teamwork.

Position Summary

Create business development and growth plans to drive profitable growth, conduct market analysis, develop pro formas, generate new revenue opportunities and provide project management. Coordinate the implementation of strategic initiatives and projects including business development, physician alignment, new business ventures, clinical service line development, partner affiliations, provider outreach and network/market expansion. Support the setting of goals and metrics that align with hospital and system strategy and monitoring their performance.

In addition, develop strong working relationships with hospital administration, operational leaders and staff, community physicians and medical staff to ensure hospital and service line growth and differentiation.  Faciliate and collaborate with key stakeholders including strategy, finance, managed care, marketing, legal, service line leadership, and operational leaders.  Monitors and enhances hospital relations between medical staff and community physicians. Leads, manages and mentors business development, sales/physician relations team. 

Essential Job Outcomes & Functions

·Develops program, institute and service line business growth plans to achieve volume and revenue targets in alignment with the hospital’s strategic plan, business operating plans and budget.            

·Creates and implements hospital business development and sales/physician relations outreach plans with strategics / tactics, timelines, measurable goals and resources.  Oversees project management of business development initiatives,          

·Establishes and maintains strong relationships with key medical group, IPA, and hospital leaders as well as primary care and specialist physicians and their office staff.  Identifies barriers to physician referrals and partners with appropriate operational departments to resolve and communicate.         

·Provide leadership in physician outreach strategy to support growth of referrals within the service lines and with external community-based partners. Leads and operationalizes best practice processes and workflows for the business development and sales/physician relations team including contact management, activity reporting, and target prospecting.  Implements ongoing sales training, account planning / prospecting and productivity review meetings for business development and sales/physician relations team.           

·Maintains keen understanding of the payer, hospital and physician environment.  Obtains and communicates market intelligence, community need, referral network developments. 

·Provides regular reports / dashboards to leadership and operating committees related to growth, performance against targets, and outreach productivity.   

·Plans, coordinates and facilitates joint operating committees with payers, referring provider organizations, and physician groups.            

·Demonstrates strong organizational skills to ensure fastidious follow up and closure on physician matters and BDT initiatives.          

·Strong knowledge of physician landscape, practice referral patterns, and emerging trends with physician practices.               

·Facilitates collateral development in conjunction with operations, marketing, and other related areas.    

·Works closely / collaboratively with Marketing team to ensure strategic alignment and coordination of messaging with network, physician and consumer audiences. Partners to implements consumer and physician focused programs (podcasts, videos, specialist Speakers Bureau, etc.) that increases exposure and differentiation of hospital programs based technology, provider capabilities / training, and expertise, etc.      

·Facilitates the development of physician recruitment plans and manages the recruitment process of physicians and/or medical directors based on hospital and / or community need. In collaboration with medical staff office, manages the onboarding and orientation of new medical staff physicians.        

·Coordinates annual physician survey; prepares and presents results and action plan for Executive Leadership.     

·Collaborates with Chief Strategy Officer and / or VP of Strategy & Business Development, MHS and campus leadership on the design and implementation of physician alignment and engagement models.        

·Demonstrates leadership ability and a teamwork orientation by successfully leading multi-functional teams in identifying and implementing business development strategies

·Leads and mentors the business development and physician relations team.        

·Plans and organizes physician related events that advance business goals and medical staff relations (Doctors Days, meet and greets, social events, CME, community lectures, etc.)

*Placement in the pay range is based on multiple factors including, but not limited to, relevant years of experience and qualifications. In addition to base pay, there may be additional compensation available for this role, including but not limited to, shift differentials, extra shift incentives, and bonus opportunities. Health and wellness is our passion at MemorialCare—that includes taking good care of employees and their dependents. We offer high quality health insurance plan options, so you can select the best choice for your family. And there’s more...Check out our MemorialCare Benefits for more information about our Benefits and Rewards.

Minimum Requirements

Qualifications/Work Experience:

• At least 5 years of business development, sales and marketing and/or physician relations experience plus an additional minimum of 5 years leadership experience working with physicians in the health care industry required 
• Must have knowledge of physician group models, health insurance and benefits products, and hospital services / service lines.
• Must be strongly motivated and self-directed
• Excellent presentation and interpersonal skills with proven sales management skills and results
• Demonstrated ability in leading and mentoring a business development team to achieve results; proven ability to collaboratively work within high performance teams
• Experience to include strategic planning, program development, business planning and financial accountability, and physicians relations.
• Computer knowledge including PowerPoint, Excel and other Microsoft Office programs.

Education/Licensure/Certification:

·         BA, BS in related field required.

·         Prefer Masters of Business Administration or Masters of Healthcare Administration degree