HCA's Strategic Physician and Provider Relations Team are responsible for business development and issue resolution with over 35,000 physicians and care providers. They consult with not only physicians but also the hospital executive administrative team and play a vital role in developing physician relationships within the respective hospital's community. They are viewed as an extension of hospital leadership and success of this team is a strong foundation to a very successful HCA careerpath.
The Hospital Sales Generalist is responsible for developing and retaining referrals from market physicians for primary service lines. The right person for this role will be very familiar with hospital operations, language and roles, and will facilitate the retention of physician relationships, growth of new service line business and other hospital-specific sales responsibilities as an extension of hospital leadership.
Reports to: Hospital CEO and/or Vice President, Sales for the Market or Division
Supervises: No one
In collaboration with the CEO, evaluate, analyze, and interpret market utilization data for market facilities' service lines, including market share data for primary facility service lines, ensuring that sales priorities are identified
Evaluate, analyze, and interpret market demographics, including population, age, gender, race, and projected trends for both physicians and patient populations
In collaboration with the CEO and/or Market/Division VP of Sales evaluate, analyze, and interpret current physician referral patterns and trends, in addition to financial margins, for market facilities' service lines, ensuring that sales resources are optimized
In collaboration with facility clinical leaders, the CEO and/or Market/Division VP of Sales and appropriate Medical Staff leadership, develop sales and retention strategies for target markets and facility service lines
Develop goals and timelines for closing new or enhanced physician referrals
Present and gain support and commitment from CEO and Market leadership, Service Line Leaders, Facility Leaders, and Medical Staff, as needed, for the sales plan.
Execute sales and retention strategies and plans; track activities using the Client Relationship Manager; report on activities and issues; successfully close new business in accordance with predetermined targets
Complete face-to-face sales meetings with physicians and practice managers, ensuring that a thorough understanding is gained regarding the physicians' desires and needs
Complete follow-up meetings with physicians, practice managers, and/or other providers as needed to close new or additional business, ensuring that internal and external obstacles to business growth and retention are identified and minimized or eliminated
Prepare and present monthly sales reports, identifying trends, additional business opportunities, and obstacles to new business growth
Continuously modify sales and retention strategies and plans to ensure optimal business outcomes and "win-win" results for physicians and company market providers
Education: Prefers a minimum of a Bachelor's Degree in business, healthcare administration, or public health administration from an accredited college or university; Master's degree in Health Administration, Business, or Economics preferred
Experience: Requires a minimum of five (5) years of progressive healthcare sales experience in a multi-site healthcare organization.
Ability to research, understand, and explain healthcare services' volume, utilization, and market data
Ability to research, understand, and explain market demographics
Ability to access, understand, and explain physician referral patterns
Ability to access, understand, and explain facility financial reports
Ability to design targeted sales strategies