Market Director of Business Development (Detroit Medical Center)
Location: Detroit, Michigan
Internal Number: 2105039329
POSITION SUMMARY: The Market Director of Business Development has responsibility for hiring, managing and driving results of the Tenet Group Business Development team within the market they are responsible. The Market Director works cooperatively with market, facility, and joint venture partners to devise strategic initiatives and supervise and direct the Group Business Development team to implement action steps to best grow and develop facility service lines as described in Tenetâ��s Guidance on Creation and Enhancement of Service Lines at Hospitals and the facility business plans.
The Market Director of Business Development performs a yearly assessment of each Business Development Associate who reports to them to properly evaluate performance and effectiveness in ability to achieve desired results. The position primarily focuses on directing local Group Business Development team members in their education of physicians and other providers as well as payers, EMS and non-Tenet facilities (collectively, â��Contactsâ��) on the facilitiesâ�� services, with the goal of earning increased selection of the Groupâ��s facilities for inpatient and outpatient services.
The Market Director of Business Development is also responsible for setting the ethics and compliance expectations for his or her Business Development Team and for overseeing their compliance with the Companyâ��s Standards of Conduct and policies and procedures, particularly those involving referral source arrangements.
Primary Desired Outcome Increase selection of the Tenet Market facilities and other related services in accordance with the companyâ��s Guidance on Creation and Enhancement of Services Lines at Hospitals and in full compliance with law and the Companyâ��s policies and procedures.
Primary Target Audience Contacts who utilize Tenet Group facilities and Contacts who do not utilize Tenet Group facilities.
FUNCTIONAL EXPECTATIONS & REQUIREMENTS: Primary Job Duties and Responsibilities
Responsible for developing a list of Contacts who align with Tenetâ��s mission and values and who appear to have a high-quality clinical practice or services that would support the development or enhancement of facility service lines.
Strategically implement strategies with Market Business Development associates to develop relationships with these Contacts with the goal of earning increased selection by Contacts of our facilities for inpatient and outpatient services.
Responsible for strategically planning and implementing visits to a small number of key Physicians, Physician office staffs throughout their assigned market in an effort to increase the selection of the hospitalâ��s services based on its high levels of clinical quality and service. List of physicians should be assigned by GVP of Business Development, the market CEO and Market CSO.
Responsible for coordinating all onboarding activities for new Business Development Associates as well as ensuring that new Associates complete all required training.
Responsible for ongoing training/coaching for Business Development Associates to address deficiency in skills, enhance current skill set, and ensure direct reports are equipped with the tools required for success.
Responsible for establishing a culture within the team of the highest ethical standards, strict adherence to company policies and procedures and instilling the skills necessary to grow based on quality, service and outcomes and not referral source contracts or arrangements.
Responsible for monitoring, on a quarterly basis, the activities of the Market Business Development Associates as documented in the PRM system to oversee performance and to identify non-compliance with company policy and reporting such non-compliance to the Tenet Ethics and Compliance Department.
Responsible to work with local facility leadership to develop strategic initiatives that will lead to increased selection of Tenet facilities.
Responsible to communicate strategic initiatives to Market Business
Development Associates and develop action plans for associates to implement that will lead to achievement of strategic initiatives.
Responsible for coordinating visits to Contacts (and their staffs) who do not select our facilities throughout the primary and secondary markets.
Report on the activity level and outcomes of activities on a regular basis.
Responsible to ride along with Market Business Development Associates on a consistent basis to ensure proper alignment of strategic initiatives, day-to-day engagement, efficient use of time in field by Business Development Associates, and effective utilization of skill-set during interaction with Contacts.
Market Director of Business Development will be expected to develop meaningful relationships with Contacts and the local Tenet executive team to assist in the sales process.
Provide intelligence to appropriate facility departments and Tenet entities as to process improvements in quality, service or efficiency requested or suggested by Contacts.
Thoroughly research Contacts to understand where and why they refer patients to our facilities or other facilities. Works with key department members to implement operational fixes that may be needed to better serve patients.
Creates a targeted growth plan which includes a detailed list of Contacts to be contacted to achieve growth plan.
Assist in the development of market/group based service line initiatives
Demonstrate comprehensive knowledge of all market dynamics as they relate to Contacts and the competitive environment.
Serve as a resource for the facility in the development and implementation of facility physician recruitment and retention plans and for physician outreach in the facilityâ��s service areas.
Monitor Contact feedback for the purpose of identifying process improvement opportunities. Suggest innovative ideas that will help achieve growth consistent with Tenetâ��s Guidance on Creation and Enhancement of Service Lines at Hospitals and implement those ideas, once approved by leadership.
Ensure appropriate documentation of all activities and issues in appropriate PRM tool by Market Business Development Associates. Ensure Associates are managing issue resolution or coordinate with the facilities physician liaison or appropriate director to resolve issues and communicate the resolution to appropriate stakeholders.
Responsible for yearly reviews and assessments of Market Business Development Associateâ��s performance.
Responsible for hiring of Business Development Associates when needed to fill open positions.
Responsible for notifying Corporate Office Business Development support when new Associates are on boarded to ensure Associates are trained and thoroughly on boarded.
Responsible for performing the duties assigned to the Market Director of Business Development in the Market Director of Business Development Incentive Plan.
CANDIDATE EXPERIENCE, ATTRIBUTES AND EDUCATION REQUIREMENTS: Minimum Education Bachelorâ��s degree in Marketing/Sales or a related field or the equivalent combination of education, training and/or experience
Minimum Experience At least 5 years of experience in a related field such as physician relations, network development, medically-related sales, or a similar role in a hospital or other healthcare setting, preferably from Tenet or a company with a robust ethics and compliance program.
Possess and demonstrate excellent organizational, interpersonal, facilitation, oral and written communication skills.
Ability to work independently with minimal supervision.
Ability to travel 25% of time.
COMPENSATION: A competitive compensation program will be tailored to the selected candidate. Base salary will be supplemented by a performance bonus and comprehensive, well-rounded benefits program, which includes relocation assistance.
The above statements are intended to describe the general nature and level of work being performed by individuals assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, knowledge, skills, and abilities required of individuals so classified. Reasonable accommodations may be made to enable individuals with disabilities to perform essential job duties and responsibilities.
Primary Location: Detroit, Michigan
Facility: 984-Fort Lauderdale, FL
Job Type: Full-time
Shift Type: Days
Employment practices will not be influenced or affected by an applicantâ��s or employeeâ��s race, color, religion, sex (including pregnancy), national origin, age, disability, genetic information, sexual orientation, gender identity or expression, veteran status or any other legally protected status. Tenet will make reasonable accommodations for qualified individuals with disabilities unless doing so would result in an undue hardship.
Tenet Healthcare Corporation (NYSE: THC) is a diversified healthcare services company headquartered in Dallas with 112,000 employees. Through an expansive care network that includes United Surgical Partners International, we operate 65 hospitals and approximately 510 other healthcare facilities, including surgical hospitals, ambulatory surgery centers, urgent care and imaging centers and other care sites and clinics. We also operate Conifer Health Solutions, which provides revenue cycle management and value-based care services to hospitals, health systems, physician practices, employers and other clients. Across the Tenet enterprise, we are united by our mission to deliver quality, compassionate care in the communities we serve.