Healthcare Relations Specialist

2 weeks ago

Boulder, Colorado, United States OptiMindHealth Full time

SUMMARY:


OptiMindHealth (OMH) is an expanding multi-state mental health and wellness organization comprised of committed physicians, psychologists, clinical social workers, and advanced practice nurses.

Our mission is to enhance access to holistic and cost-effective mental health services while supporting our clinical team in all facets of their roles.

The Physician Liaison at OMH plays a crucial role in driving targeted and consistent growth within a designated territory and/or strategy by cultivating referrals from healthcare providers as outlined in the OptiMindHealth strategic plan.

ESSENTIAL DUTIES AND RESPONSIBILITIES:


Establish, initiate, and nurture relationships with referral sources within a specified territory and/or strategy to generate new referrals and sustain the existing referral network for the organization.

Engage with current referral sources to ensure that all aspects of referral relationships, including access, communication, and medical management, are functioning positively for these healthcare providers and institutions.

Conduct meetings with physicians to identify and comprehend their needs and preferences. Provide a comprehensive overview of service line attributes, processes, and outcomes to physicians and other referring providers.

Discuss potential overlaps in our offerings and the needs of stakeholders, review our specialty areas, and highlight our unique characteristics.


Complete and monitor follow-up meetings with physicians to secure new or additional business and ensure that internal and external barriers to business growth and retention are identified and addressed.


Identify and relay key trends in service gaps and/or breakdowns that are critical to long-term physician relations and propose solutions to the Chief Operating Officer and Chief Executive Officer of the practice.

Contribute insights on the development of new clinical services to ensure they are designed with the referring physician in mind.


Facilitate meetings with physician office managers and other ancillary staff to provide information, gather market intelligence, and understand referral patterns to successfully close sales.

Assess individual physician referral patterns and explore ways to enhance service line utilization and cross-selling opportunities for account maximization. Build relationships with others to further support the growth of referrals from physicians.

Document meeting outcomes and necessary follow-ups in the contact management system. Prepare and present weekly sales reports, identifying trends, additional business opportunities, and obstacles to new business growth.

Facilitate the organization's response to new business opportunities through information gathering, presentations, and proactive engagement with relevant internal stakeholders.

Utilize this information to ensure an effective system for addressing physician and referring hospital concerns and follow-up communication as appropriate, in collaboration with operations leadership.


Contribute to the development of the organization, division, and corporate sales function and strategy by collaborating with relevant individuals to create and implement sales and retention strategies/plans for target markets and facility service lines, focusing on delivering referral growth results in line with predetermined targets.


Evaluate, analyze, and interpret market demographics for both physician providers and patient populations (market share patterns; patient utilization data and physician referral trends) and assess both volume and financial contributions for market and facilities' service lines, in collaboration with leadership.


Work with the internal organization to develop messages and materials that support physicians' informational needs by providing feedback and assistance on the design and distribution of marketing initiatives directed toward the physician clientele.


QUALIFICATIONS:
To perform this role successfully, an individual must be able to fulfill each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Familiarity with the organization's entire network of services, operations, language, and roles.

Understanding of the practice of medicine, including referral relationships, payer requirements, and other economic and clinical influences.

Experience and ability to:
a) Plan, organize, document, and manage performance goals within prescribed timeframes (prioritize and focus).

b) Identify and respond proactively to primary client/customer needs with the appropriate level of detail to achieve resolution (service orientation).

c) Present, probe, persuade, and actively listen to referral source needs and respond with the right mix of service line and product attributes that yield results.

d) Experience cultivating productive relationships with clients that have led to significant, sustained growth.

e) Proven ability to achieve targets independently with minimal oversight.

f) Travel, including overnight; work flexible hours; manage stress; maintain a "mobile office".

JOB REQUIREMENTS:
Sales Execution (75% of time)

Internal Integration (10% of time)

Market Assessment/Sales Planning (10% of time)

Participation in the organization's Growth Team and Operational Functions (5% of time)

EDUCATION AND/OR EXPERIENCE:
Bachelor's Degree in business, healthcare administration, or public health administration.

Five years of progressive healthcare sales experience, preferably in a multi-site healthcare organization.

SKILLS AND STRENGTHS:
The successful candidate will be able to effectively plan and consistently achieve goals to fulfill the OMH vision.

This includes possessing the following skills and strengths:
Excellent interpersonal and listening skills.

Ability to work effectively with a diverse range of individuals in various settings, including doctors, office managers, trainees and students, academic institutions and personnel, front desk staff, and other practice administrators.

Experience in similar roles, sales, marketing, or public relations is required.

Excellent verbal and written English skills are required.

The ability to motivate, negotiate, and persuade referring doctors and institutions into a course of action.

Familiarity with various electronic health records platforms and willingness to be trained on proprietary systems.

Significant related work experience (5+ years) and a college degree in a related field.

PERSONALITY AND CHARACTER:
The ideal candidate for this position will naturally exemplify the following personality traits:

Strong work ethic, integrity, independence, and attention to detail.

Tenacious and positive attitude.

Outgoing and friendly demeanor.

Creativity and strong problem-solving skills.

COMPUTER SKILLS:
Excellent knowledge of sales management software and Microsoft Outlook, Excel, PowerPoint, and Word, along with other Microsoft collaboration tools.


This document outlines the major duties, responsibilities, and authorities of this position and is not intended to be an exhaustive list of all tasks and functions.

Other duties may be assigned as necessary.

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