Behavioral Health Business Development - Treasure Coast Area
Plantation , Florida
October 18, 2017
Job Summary:

The Behavioral Health Business Development is responsible for developing and retaining referrals from market physicians and other key non-physician referral sources for Behavioral Health services. Will work collaboratively with Division Sales, Behavioral Health leadership and all levels of hospital management to support hospital business plans and to successfully execute top sales priorities.

Reporting Relationships:
Reports to: Direct - Vice President, Sales
Indirect - Vice President, Psychiatric Services,
Supervises: No one

Essential Duties:

• In collaboration with division and/or market clinical and business development leaders, evaluate, analyze, and interpret market utilization data for market facilities' service line, ensuring that sales priorities are identified in line with the vision and strategic goals of the Behavioral Health service line.
• Evaluate, analyze, and interpret market demographics, including population, age, gender, race, and projected trends for both physicians and patient populations
• In collaboration with division and/or market CEO's, evaluate, analyze, and interpret current physician and key non-physician referral patterns and trends for market facilities' service line, ensuring that sales resources are optimized
• Selling of service line attributes, processes, and outcomes to consumer, physician, and market facility groups/individuals
• Evaluate, analyze, and interpret financial margins for existing market facilities' service line
• In collaboration with division and/or market physician services, facility leaders, medical staff leadership and facility physician development teams develop sales and retention strategies for target markets and facility Behavioral Health services
• Develop goals and timelines for closing new or enhanced physician and key non-physician referrals
• Present and gain support and commitment from market leaders, facility leaders, related medical staff leadership, and Outpatient Service Group Leaders for the service line market vision and sales plans
• Execute sales and retention strategies and plans; successfully close new business in accordance with predetermined targets
• Complete face-to-face sales meetings with physicians and practice managers, and key non-physician referral sources ensuring that a thorough understanding is gained regarding the physicians'/referral sources' desires and needs
• Complete follow-up meetings with physicians, practice managers, and/or other key referral sources 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 retention and new business growth
• Continuously modify sales and retention strategies and plans to ensure optimal business outcomes and "win-win" results for physicians, key non-physician referral sources and company market providers for the service line
• Attend service line specific medical staff meetings

Job Specifications:

Education: Requires a minimum of a Bachelor's Degree in business, healthcare administration, public health administration, or a related field from an accredited college or university;
Experience: Requires a minimum of three (3) years of progressive sales experience in a healthcare-related field. Minimum of two (2) years of Behavioral Health related experience.

Licensures/Certifications: R.N. or L.C.S.W./L.M.F.T. preferred

Required Competencies:
• 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 and key non-physician referral patterns

• Ability to access, understand, and explain facility financial reports
• Ability to design targeted sales strategies
• Ability to demonstrate comprehensive knowledge of sales strategies and techniques

• Ability to plan, organize and manage resources within prescribed timeframes (prioritize and focus)
• Ability to present, probe and persuade
• Ability to identify and respond appropriately to primary client/customer needs (service orientation)
• Ability to demonstrate effective listening and communication skills
• Ability to close
• Ability to provide follow-up and demonstrate attention to detail
• Ability to prepare and present executive reports
• Ability to verbally articulate service line and product attributes
• Ability to actively listen to physician and key non-physician referral source practice needs for hospital inpatient and outpatient services
Behavioral Attribute(s)
Critical-thinking - ability to look at all perspectives and get to the root of issues
Perceptiveness - openness/awareness to issues/concerns and constituents
Business Acumen - desire to think like a business owner
Customer/Client orientation - passion for caring
Goal-focused - desire to stay on task until the mission is accomplished
Results-driven - desire to stay on task until the mission is accomplished
Extroversion - desire to work with and around others

A little about us:
HCA is the nation’s leading private provider of healthcare services. Comprised of locally managed facilities which include 230,000 employees at over 160 hospitals, over 120 surgery centers and 100 urgent care facilities in 20 states and the United Kingdom

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