Physician Liaison (Business Development) at Nemours in Orlando, Florida

Job Description:

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

Territory is East Orange County, Brevard County and the Treasure Coast market. Must reside in this territory.

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.

This position is responsible for increasing patient referrals to Nemours Children's Health, Florida Hospital and Nemours Children's Specialty Care Clinics from regional referral resources, including physicians, community care providers, hospitals and managed care organizations by prospecting, marketing to, developing and maintaining mutually beneficial relationships with those physicians and their practices. To accomplish this objective, the Physician Liaison must conduct consistent and meaningful sales calls targeting new and current customers within the region.

To accomplish this objective the Physician Liaison must conduct consistent and meaningful sales calls in the field, targeting new patient referrals from PCP Practices, Hospitals and alternate referrals sources within the region. The Physician Liaison will be responsible for developing new relationships and educating PCP on Clinical services, range of services, locations, payer requirements, and referral process. The Physician Liaison will accomplish this objective by collaborating with the VP, Chief Strategy & Business Development Officer, Director, Business Development & Provider Relations, Physician Liaison Team Lead and internal Business Partner Teams to identify opportunities and request the development of materials to increase brand awareness and support business development growth throughout the network.

ABILITY TO TRAVEL REQUIRED. This position requires daily travel time and may include some overnight travel. This position is responsible for travel within all regions of Florida. Territory is East Orange County, Brevard County and the Treasure Coast market.

• Within a defined geographic territory of the ORL, East Coast Fl, MLB, PSL the physician Liaison facilitates relationships with PCP Practice physicians and staff by direct communication to generate new referrals. Conduct face-to-face meetings with targeted physicians, office staff, hospital leaders and other influential leaders to understand referral patterns and determine offerings that could influence referral growth for Nemours Children's Healthcare.
• 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 which NCH services and products will be of most benefit to them.
• Work with the Director, Business Development & provider Relations as well as Physician Liaison Team Lead to develop annual/quarterly sales plans to promote physicians or services identified in the Nemours Strategic/Business/Marketing Plan to community referral sources to increase referrals.
• Maintain timely and accurate client account management records of sales calls (call reports) through the use of the sales tracker database on a weekly basis. All education, marketing, sales and follow-up activity should be recorded.
• Frequently analyze quantitative referral data to determine the detailing and marketing 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 VP, Director, Team Lead, Liaison team members, Marketing/Communication Teams to discuss filling the needs of the hospital and practice when specific services are requested, or problem resolution is required as well as opportunities to support the Business Development plans for each area.
• Advance and promote educational (both CME and non-CME) programs, social events and activities as needs are identified.

• Physician Liaison is accountable for the following core duties and functional deliverables within their job tasks:
  
  
  • Business Development (80%): Prospecting, Marketing, Communication- Customer Service (Face to Face and Phone), and Qualification/Closing (Face to Face and Phone); Sales Management time and territory business, correspondence, new business proposals, and routine follow-up; and Sales Process: Daily Client Account Management, Weekly tracking/recording of sales calls, and Communication Maintenance
  • Administrative Duties (20%): Attend all meetings and managing relationships with leadership and liaison between them and Business Development.
  
  
• Possess a professional caliber to reflect an executive level professionalism and be someone who can act and be perceived as Senior Leadership.
• 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 Nemours service area, this may necessitate some overtime, evening or weekend hours

• Bachelor's Degree required.
• Minimum of 3+ years of experience in this field, Pharmaceutical or Medical Sales experience required.