Manager, Business Development – Gilchrist Inova

Under limited supervision, develops and maintains professional relationships with referral partners, including physicians, hospitals and residential care communities in assigned territory to promote earlier referrals, increase overall census, and enhance referral source satisfaction. Monitors and helps expedite referrals from assigned accounts and assists organization in obtaining required documentation.

Education

Bachelor’s degree in related field or equivalent experience

Experience

Three years experience working in a health care environment, including direct experience with physicians, hospitals, and/or residential care communities. Experience must include aspects of marketing, customer service, and sales.

Knowledge, Skills, and Abilities

• Knowledge of planning principles and techniques
• Knowledge and experience in health care delivery systems
• Skill in marketing and public relations analysis
• Skill in organizational and quantitative analysis methods
• Advanced skill in oral and written communication
• Ability to build, promote and maintain positive relationships with customers
• Ability to present before small and large groups

Licensures, Certifications

• Licensed driver with automobile that is insured in accordance with organization requirements and is in good working order.

Principal Duties and Responsibilities

• Prepares an individual sales plan based on the specific strategic goals and objectives. Develops a tactical plan for approaching each prospective customer, facility, physician, hospitalist, care manager, RN.
• Conducts regular visits to targeted accounts for the purposes of increasing their knowledge, awareness and use of end-of-life services and promoting a preferred referral relationship with Gilchrist Inova.  Is capable of conducting large, professional presentations as context experts in end-of-life services.
• Conducts liaison visits and informational sessions with patients/families as necessary and coordinates with the Access Department to expedite referrals. 
• Continually conducts customer needs assessments and gathers information on key customers, including referral/admission patterns and length of stay.  Identifies strategic partnership opportunities.
• Uses organizations’ contact management system, maintains account/contact information and enters all call activity within twenty-four of all visits.
• Communicates feedback from customers and their staff to Gilchrist Inova personnel.  Resolves problems with customers and/or office staff via routine and “emergency” follow-up calls in order to evaluate the level of satisfaction and promote future business. Ensures issues are satisfactorily addressed.
• Develops and recommends marketing material and programs.  Promotes and increases the use of Gilchrist Inova services.
• Participates in an annual referral satisfaction survey process.  Uses results to build annual sales plan for growth and improved customer service.
• Coordinates and introduces key personnel (e.g. directors, managers, and front-line staff) to key users and influencers of the service.
• Creates an educational in-service plan for all key accounts as defined mutually by the Manager, Business Development and Director of Business Development.
• Conducts Utilization Review meetings for all “key” accounts as defined mutually by the Manager, Business Development and Director of Business Development.
• Enters all complaints and concerns to the organization’s Quality Monitoring System.  Shares complaints data, quality outcomes and satisfaction data with all accounts.
• Uses RLX Data effectively.
• Participates as a member of the organization’s “Speaker’s Bureau”.
• Assists with the Philanthropy and Counseling and Support events and activities as appropriate
• Works collaboratively with all members of the Gilchrist Inova staff to deepen relationships with key customers.
• Managers, Business Development may be responsible for corporate account management and/or specialty service business development.
• Attends all mandatory meetings including sales meetings.

Physical Requirements

• Ability to sit, stand, concentrate and pay close attention to detail

Working Conditions

• Normal office environment with driving as large part of the day in the field, which includes visits to hospitals, skilled nursing & assisted living facilities, and patient’s homes, some in unsafe areas (escort provided).
• Exposed to adverse working conditions due to performance of patient care activities and exposure to communicable diseases

Conditions of Employment