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Business Development Specialist - Baptist Health

Date Posted: Apr 09, 2021

Status: Full-Time

Shift Details: Days

Job Summary

Baptist Health is Northeast Florida’s most preferred health system and the region’s largest private employer.
The Business Development Specialist is a relationship development and growth expert - in alignment with Baptist Health system and market strategies - with responsibility for the respective facilities and campuses assigned to represent. Functioning in a highly matrixed environment using acquired subject matter expertise and executing targeted, strategic relationship development across relevant markets served, the specialist has leading responsibility for meeting growth objectives and driving the visibility, presence and referral volume of the campuses and service lines contained within. This highly visible team member will lead prospecting, development and management of clinical referral relationships and will design and implement strategies for new patient pipeline development and relationship cultivation through coordinated and collaborative efforts across key customers, contingencies and stakeholders.
 
Key Responsibilities & Position Aspects
 
Market Management and Sales Analytics
  • Identify relevant markets in accordance with organizational strategy
  • Perform detailed fact finding and analysis on identified targets with regards to awareness, preferences, existing relationships, perceptions, patterns/habits, objections, and the respective source thereof
  • Acquire and utilize subject matter expertise and familiarity with identified targets to develop and execute strategic, tailored outreach campaigns to maximize impact and relationship development
  • Continuously follow and interpret physician referral data, patterns and service line utilization to identify areas of potential opportunity for growth, lack of retention, impact of outreach, and actual strength of relationship versus perceived levels
  • Identify and relay emerging market trends and opportunities to leadership in a timely, structured manner
  • Leverage knowledge and familiarity of key referral sources and field intelligence to inform strategy
 
Hospital and Service Line Liaison/Business Development/Relationship Management
  • Develop long-term, sustainable relationships that bring value to service lines and the health system at large by acting as a single resource to provide highly-responsive and consistent support services to meet the needs of targets and key entities
  • Effectively manage regional territories by conducting consistent provider visits during which pre-planned outreach strategies are applied to drive relationship development. These include but are not limited to:
    • Frequent face to face interaction with physicians and staff
    • Providing current, ongoing education on services, enhancements, updates, etc.
    • Facilitate physician to physician introductions, meetings, conversations, and drive continuous evolving relationship development between physicians
    • Uncover objections and gather continuous feedback to identify barriers for business growth including customer service deficiencies, access issues, reporting and communication breakdowns, patient experience complaints, and general areas for improvement. Provide service recovery.
    • Offer and provide IT solutions to enable connectivity for community physicians
    • Recommend collateral and support materials to increase impact
    • Present barriers to growth and areas identified for process improvement or service recovery to appropriate leadership in a timely, structured manner and gain support and commitment as needed
    • Facilitate meetings and productive conversations between staff and/or physicians to improve processes and communication resulting in long-term valuable relationship development
    • Leverage knowledge and familiarity of key referral sources and field intelligence to inform strategy
Critical Competencies:
  • Extremely strong skills specific to self-awareness, interpersonal relationship management, communication, collaboration and critical thinking
  • Dynamic by nature and polished as a professional with strong presentation, presence and healthcare acumen
  • High level of energy with an action-oriented work ethic focused on goal attainment
  • Ability to thrive in a highly-matrixed, complex environment while managing multi-faceted relationships at a variety of levels from executive and physician leadership to front line staff
  • Strategy development, reporting and analytical vision and capabilities
  • Intellectual capacity and aptitude sufficient to effectively gain subject matter expertise related to complex clinical matters, operations and processes across inpatient and outpatient environments
  • Sound judgement and ability to perceive and understand nuanced relationship dynamics in a progressive environment across a multi-site organization
  • Ability to employ relevant technologies effectively
Competencies for sales effectiveness: high energy, persistence, discipline in goal setting and attainment, prospecting, networking, territory and time management, uncovering and handling objections, persuasion skills, gaining agreement, independently motivated, data analytics and interpretation

Education Required

Bachelor's Degree

Education Preferred

Master's Degree

Experience

  • 3-5 years healthcare experience
  • 3-5 years marketing experience and/or outside field sales experience

License and Certification

  • None

Location

Southbank Plaza
1660 Prudential Drive
Jacksonville, Florida, 32207


Location Overview

Baptist Health, founded in 1955, is North Florida’s most comprehensive healthcare system and the area’s only non-profit, mission-driven, locally governed healthcare provider. Our five nationally accredited hospitals, with 1,154 beds, include Baptist Medical Center Jacksonville; Wolfson Children’s Hospital; Baptist Medical Center Beaches; Baptist Medical Center Nassau and Baptist Medical Center South as well as Baptist Clay Medical Campus, which has a 24-hour freestanding Emergency Center. The most preferred healthcare system in the region, Baptist Health also includes 45 primary care offices, as well as home health, behavioral health, pastoral care, rehabilitation services, occupational health and urgent care.