Physician Relations Liaison

General Summary of Position

Promotes and helps build relationships among the providers and offices within MedStar Health, and other key referral sources for assigned service lines or geographic regions. Increases referral volumes by cultivating relationships with key physicians, office staff, and hospital administrators. Builds physician to physician and physician to administration connections, to foster and improve awareness of MedStar Health services and providers. Uses prospecting, relationship building, and closing skills to retain and grow the referrals into MedStar Health.

Please note this position requires frequent travel in and around the Washington DC area. Travel may be up to 90%.

Primary Duties and Responsibilities

Contributes to the achievement of established department goals and objectives and adheres to department policies, procedures, quality standards, and safety standards. Complies with governmental and accreditation regulations.

Field Work: Coordinates and participates in relationship development strategies to generate new patient referrals. Meets 1:1 (face-to-face) with physician offices and other healthcare facilities to promote and grow the services and offices of MedStar Health and support increases in provider productivity. Generates referral opportunities by visiting physician offices and healthcare organizations and achieves weekly targets.

Monitors local competition and changes in the marketplace. Schedules and makes introductions to targeted practices for physicians and support staff to develop stronger referral patterns.

Plan Development: Maintains and develops existing referral base and reviews referral data regularly. Identifies new physician referral opportunities within the medical community through research and prospecting. Develops a business growth plan for achieving sales goals within geographic areas and specific accounts.

Monitors local competition and collects competitor information during field visits, trade shows, and conferences. Develops creative ways of increasing referrals from targeted physician practices and adds ideas to plan development including recommendations on promotional materials, activities, seminars, association meetings, and exhibit opportunities that lead to sales and increased customer satisfaction. Tracks and monitors referral trends and makes adjustments to business plan as needed.

Administrative Duties/Reporting: Notifies supervisor, when necessary and timely, about problems and complaints/concerns noted in the field. Regularly uses customer relationship management tool to record field visit notes, key decision-makers, and contact information for each physician’s office. Coordinates logistics and support for physician meetings and in-services, and tracks monthly expenses. Keeps daily calendar on work planned and performed. Prepares reports as requested.

Customer Relations: Provides general customer service and elevates complaints and suggestions to appropriate operational leadership. Addresses the referral process, access, problems, and administrative issues with referring providers as needed. Establishes and maintains effective communications with referring providers and their office staff to become a trusted advisor.

May include primary care provider-specific outreach as well as organization and scheduling of quarterly POD meetings.

Monitors the satisfaction and customer experience of referral sources and referring providers to ensure a positive experience as well as identify and communicate areas of concern and improvement.

May include supporting and partnering with physicians, marketing, service line leadership, and other departments to assist in the promotion of educational events, including CMEs to target physicians, clinicians, and referral stakeholders.

Participates in multidisciplinary quality and service improvement teams as appropriate. Participates in meetings serves on committees, and represents the department and hospital/facility in community outreach efforts as appropriate.

Minimum Qualifications

Education

• Bachelor’s degree Business Administration, Marketing/Sales, HealthCare Administration or related field. required and
• One year of relevant education may be substituted for one year of required work experience.

Experience

• 3-4 years 4 years of medical/healthcare or physician relations/liaison sales experience required

Licenses and Certifications

• DL NUMBER – Driver License, Valid and in State (DRLIC) Maintains valid driver’s license and reliable transportation for work required

Knowledge, Skills, and Abilities

• Ability to work independently and manage a large geographic territory.
• Must have strong time management and organizational skills.

This position has a hiring range of $70,428 – $124,467

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