Physician Liaison (Business Development)

Nemours is seeking a Physician Liaison (Business Development), Full-Time, to join our Nemours Children's Health team in Orlando, Florida.

Located in Orlando, Fla., Nemours Children's Hospital is the newest addition to the Nemours integrated healthcare system. Our 130-bed pediatric hospital also features the area's only 24-hour Emergency Department designed just for kids as well as outpatient pediatric clinics including several specialties previously unavailable in the region. A hospital designed by families for families, Nemours Children's Hospital blends the healing power of nature with the latest in healthcare innovation to deliver world-class care to the children of Central Florida and beyond. In keeping with our goal of bringing Nemours care into the communities we serve, we also provide specialty outpatient care in several clinics located throughout the region.

The Physician Liaison will be responsible for business growth of Nemours Center for Fetal Care (NCFC). This will be achieved by prospecting, marketing to, developing and maintaining mutually beneficial relationships with local OB and MFM practices and other alternate referral sources, including but not limited to Local Community Partners, Area Employers, Community events and Business Leader relationships.

To accomplish this objective the Physician Liaison must conduct consistent and meaningful sales calls in the field, targeting new patient referrals from OB Practices, MFM and alternate referrals sources within the region. The Physician Liaison will be responsible for developing new relationships and educating OBs & MFMs on a range of services, locations, payer requirements, and referral process. The Physician Liaison will accomplish this objective by collaborating with our VP, Chief Strategy and Business Development Officer, Director of Business Development and Provider Relations, the Marketing/Communication Team, our Fetal Care operational teams and community hospital Partnership teams to identify opportunities and develop materials to increase brand awareness and support business development growth throughout the network. This position requires daily travel time.

• Work with Director to develop annual/quarterly sales plans to promote Nemours Center for Fetal Care (NCFC) physicians and/or network as indicated by new patient volume, new practices, and new physicians identified in the NCH Strategic/Business Development Plan to community referral sources to increase referrals to identified areas of need.
• Within a defined geographic territory, facilitates relationships with OB & MFM Practice physicians and staff by direct communication to generate new referrals to NCFC. Conduct face-to-face meetings with targeted physicians, office staff, and other influential leaders to understand referral patterns and determine offerings that could influence referral growth for Nemours Center for Fetal Care (NCFC).
• Develop and maintain a database of OB/GYN practices and alternate referral sources that reflects a timely and accurate account of client account management, records of sales calls, and call reporting with the use of the appropriate CRM (customer relationship management) tool on a weekly basis. All education, initial contact and follow-up activity will be documented in the provided CRM tool (Salesforce). Document meeting results and follow up for effective reporting of activities and dialogue that demonstrates referral growth progression. Input to include market intelligence, opportunities for relationship enhancement and issues in need of resolution. Reports provided to the Director, Business Development as well as other assigned facility/service line leadership.
• Use appropriate sales skills to identify a need (prospecting), offer appropriate solutions (marketing), overcome objections (qualification), seek closure to the sale (closure), and provide effective follow-up to the referral sources (communication). On a continuous basis, work closely with targeted referral sources to understand how NCFC services and products will be of most benefit to them.
• Frequently analyze quantitative referral data to determine the detailing and Business Development strategy for the territory.
• Contribute current and relevant market intelligence to the appropriate individuals within Nemours for action or informational purposes. Produce quarterly territory assessments that provide an overview of their market dynamic of referral sources, new physicians, splitters, practice mergers, strategic opportunities, and sales solutions presented.
• Work closely and collaborate with the Director, appropriate service line Manager, Marketing/Communication Teams to discuss and request needed marketing materials for NCFC networks as well as to identify opportunities to support the Business Development plans for each area.
• Identify community partnership and event opportunities that support the NCFC network. Determine if the event/sponsorship aligns with Nemours mission and supports the business needs at that time. Ensure our presence at the event is presentable; booth space is clean, organized and inviting. Maximize dollars spent from the budget including sponsorship fees, supplies needed, and promotional products ordered. Complete ROI evaluation post event to determine future participation.
• Attend Meetings, Daily Huddles, and individual rounding's with the Business Development Department and Leadership when applicable.
• This position may include additional coverage of Liaison activities including existing and future markets that may also include long distance and/or overnight travel. The daily responsibilities include travel time.

Job Requirements

• Bachelor's Degree required.
• Minimum of two (2) + years of healthcare clinical sales experience in this field required. Sales experience with the OB community preferred/recommended.
• Effective communication skills and responsiveness with the ability to listen, respond, and share information in a way that gets results. The Physician Liaison must be articulate, trustworthy, flexible and a creative thinker with the ability to problem solve and trouble shoot.
• Must be a relationship seller with the ability to create a dialogue-based, consultative, long-term partnership with the community referral sources and their staff.
• Since position will require approximately 80% of time spent visiting community providers within the NCH service area, this may necessitate some overtime, evening, or weekend hours. Travel may be required to Pensacola/Panama City region.