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Description

Penn Medicine is dedicated to our tripartite mission of providing the highest level of care to patients, conducting innovative research, and educating future leaders in the field of medicine. Working for this leading academic medical center means collaboration with top clinical, technical and business professionals across all disciplines.

Today at Penn Medicine, someone will make a breakthrough. Someone will heal a heart, deliver hopeful news, and give comfort and reassurance. Our employees shape our future each day. Are you living your life's work?

Physician Liaison (Mid or Senior-level)

This position will support Penn Medicine Princeton Health in the Central New Jersey market.

Physician Liaison-

Job Summary:

+ The Physician Liaison is primarily responsible for developing and implementing a marketing and sales plan to grow referrals from providers and/or physician practices to Penn Medicine programs. The Physician Liaison is the primary face of Penn Medicine to referring providers and is responsible for increasing loyalty and preference to Penn Medicine. Responsibilities include understanding key referral relationships, and referring provider needs, and building and supporting relationships, coordinating and acting as a key resource for internal and external clients and identifying new business opportunities with referring practices.

Responsibilities:

+ Leadership:

+ Understanding of matrixed health system relationships with ability to position opportunities and challenges to effectively facilitate resolution

+ Serve as the market and audience expert, providing actionable intelligence for inclusion into network and program development

+ Strategic Capabilities: Responsible for identifying and targeting ways of bringing business to Penn Medicine through new and established referring physician relationships using variety of referral data sources.

+ Programmatic Expertise - expertise in assigned audiences’ referral pathways and how they apply to different business development needs at different times in the sales cycle

+ Message Development - developing skills in applying data and market intelligence to craft audience specific messages to enhance referral opportunities.

+ Communications:

+ Outreach Communications- Facilitates conversations with providers and effectively prepares providers for conversations for optimal and positive engagement with referral sources.

+ Intelligence Communications - Shares intelligence and opportunities in an insightful way that leads and facilitates actionable discussion and actions

+ Field Engagement:

+ Sales Techniques - regularly engages referring providers with increasingly meaningful engagement with the goals to build new business, establish new relationships and strengthen existing relationships

+ Integrates referring physician marketing strategies into sales plans to build business (i.e. facilitates physician roundtables, CME promotion, clinical briefings)

+ Uses a variety of clinical and programmatic education materials including article/research reprints, program/service materials, videos, podcasts, clinical briefs, etc., to increase engagement with providers

+ Sales Planning & Execution:

+ Utilizes comprehensive sales skills including pre-call planning, call routing, and messaging funnels to create optimized and efficient sales plans

+ Creates targeted Sales Plans for Physician Outreach with input from key stakeholders and Outreach Director

+ Uses data on a regular basis to help inform messaging and identify opportunities

+ Successfully reach target volume goals for Service Line Subspecialty Sales Plans

+ Maintain PRM database with daily entry of Physician Outreach activity, issues, opportunities.

+ Make targeted number of provider contacts per month

+ Performs duties in accordance with Penn Medicine and entity values, policies, and procedures

+ Other duties as assigned to support the unit, department, entity, and health system organization

Credentials:

+ Valid driver's license, car availability with appropriate insurance coverage (Required)

Education or Equivalent Experience:

+ Bachelor of Arts or Science (Required). Preferably in healthcare, business, or a related field.

+ 5+ years of professional or administrative experience in healthcare and prior experience working with healthcare providers (Required)

+ Experience working in an Academic Medical Center (Preferred)

Skills & Abilities:

+ Ability to be self-motivated and a self-starter, ability to “think on your feet” and possesses an entrepreneurial spirit

+ Demonstrated time management and priority setting skills

+ Ability to work in a matrixed environment

+ Strong analysis and problem-solving skills

+ Represents Penn Medicine in a consistently professional manner

+ Ability to work as part of a team

+ Expertise in the coordination of meeting and events with multiple stakeholders

+ Strong coordination of personal schedule, timely and reliable management of expense processing

+ Ability to understand referral data and impact to sales planning

Senior Physician Liaison-

Job Summary:

+ Responsible for enhancing the lines of communication between referring, non-UPHS physicians, CCA Physicians and the Penn Medicine Faculty. These responsibilities include building and supporting relationships, coordinating and disseminating information about Penn Medicine Clinical Programs, acting as a key resource for internal and external clients and identifying new business opportunities with referring physicians, other hospitals and health systems. Daily travel is necessary. A MSCRM Database is used to track activity; proficiency is expected after training is provided.

Responsibilities:

+ Builds and supports Penn Medicine relationships with referring providers. Identifies and builds new business opportunities and enhances lines of communication between referring physicians and Penn Medicine specialists. Regularly engages referring providers in increasing meaningful engagement with the goals to build new business, establish new relationships and strengthen existing relationships. Uses a variety of clinical and programmatic education materials including article/research reprints, program/service materials, videos, podcasts, clinical briefs, etc., to increase engagement with providers.

+ Is recognized by internal stakeholders as a field and audience expert, and important for inclusion for network and program development. Primary resource providing information about referring physicians for Marketing, Service Line, and Division leadership, providers and administrators

+ Aggregates and shares intelligence and opportunities in a way that facilitates and encourages discussion and positions opportunities for operational improvements

+ Uses advanced skills at accessing and interpreting data from multiple sources in order to glean insight to inform strategy. Uses data on a regular basis to help inform messaging and identify opportunities

+ Uses advanced territory management and routing to create effective sales plans

+ Uses advanced sales strategies and techniques to drive volume to specific programs, and to uncover new business development opportunities for the health system

+ Development and implementation of sales plans to include goals for volume growth for identified programs

+ Budget Management – Collaborate on development for audience/market specific budget creation and management

+ Integrates referring physician marketing strategies into sales plans to build business (i.e. facilitates physician roundtables, CME promotion, clinical briefings)

+ Consistently meets Target activity and volume goals, and actively working towards Stretch goals

+ Majority of outreach activity types are Liaison: Provider and Provider: Provider

+ Strengthen Physician Relations, increase opportunities for collaboration, move market share through enhanced referral networks, increase revenue and build physician preference for Penn Medicine

+ Leads/facilitates focused topic discussions in training and sales planning meetings, and offers examples and case studies for discussion and learning

+ Actively pilots and works with new ideas and technology to effectively to help advance sales team efforts (i.e. technology, sales tools, etc.)

+ Consistently utilizes Maintain PRM database with daily entry of Physician Outreach activity, issues, opportunities

+ Serves as a mentor with other liaisons to facilitate growth

+ Performs duties in accordance with Penn Medicine and entity values, policies, and procedures

+ Other duties as assigned to support the unit, department, entity, and health system organization

Credentials:

+ Valid driver's license, car availability with appropriate insurance coverage (Required)

Education or Equivalent Experience:

+ Bachelor of Arts or Science (Required). Preferably in healthcare, business, or a related field.

+ 7+ years of professional or administrative experience in healthcare and prior experience working with healthcare providers (Required)

+ Medical and/or Pharmaceutical/ Device sales experience (Preferred)

+ Experience working in an Academic Medical Center (Preferred)

Skills & Abilities:

+ Knowledge of medical terminology

+ Demonstrated interpersonal/verbal communication skills

+ Demonstrated written communication skills

+ Computer software skills and knowledge

+ Ability to work as part of a team

+ Must be ambitious and a self-starter

+ Demonstrated time management and priority setting skills

+ Ability to work in a matrixed environment

+ Ability to use Microsoft Office (Excel, Power Point, Word)

+ Advanced expertise in multi-disciplinary or sub-specialty clinical programs or specialty audiences

+ Ability to understand referral data and impact to sales planning

+ Represents Penn Medicine in a consistently professional manner

We believe that the best care for our patients starts with the best care for our employees. Our employee benefits programs help our employees get healthy and stay healthy. We offer a comprehensive compensation and benefits program that includes one of the finest prepaid tuition assistance programs in the region. Penn Medicine employees are actively engaged and committed to our mission. Together we will continue to make medical advances that help people live longer, healthier lives.

Live Your Life's Work

We are an Equal Opportunity employer. Candidates are considered for employment without regard to race, ethnicity, color, sex, sexual orientation, gender identity, religion, national origin, ancestry, age, disability, marital status, familial status, genetic information, domestic or sexual violence victim status, citizenship status, military status, status as a protected veteran or any other status protected by applicable law.

REQNUMBER: 259440