Market Development Representative

CHI Memorial Hospital now part of CommonSpirit Health formed between Catholic Health Initiatives (CHI) and Dignity Health is once again the only hospital in the Chattanooga area to be named a Best Regional Hospital by U.S. News & World Report. We are proud to be the regional referral center of choice providing health care throughout Southeast Tennessee and North Georgia.

We offer the following benefits to support you and your family:

• On-site childcare with extended hours
• premium account for additional support with children pets dependent adults and household needs
• Employee Assistance Program (EAP) for you and your family
• Paid Time Off (PTO)
• Health/Dental/Vision Insurance
• Flexible spending accounts
• Voluntary Protection: Group Accident Critical Illness and Identify Theft
• Adoption Assistance
• Tuition Assistance for career growth and development
• Matching 401(k) and 457(b) Retirement Programs
• Wellness Program
• Additional incentives for eligible full time day shift and night shift opportunities

JOB SUMMARY / PURPOSE

The Market Development Representative (MDR) will develop maintain and sustain close connections and communication with community physicians with regard to targeted Hospital/Market services and service lines growth goals. The MDR will become acutely knowledgeable in specified service lines to increase interest in and awareness of those services.

ESSENTIAL KEY JOB RESPONSIBILITIES

Understands and executes growth goals to achieve monthly quarterly and annual metrics. Provides weekly monthly and quarterly reports to Leadership and provides input into the monthly and quarterly operating reports (MOR) on sales encounters and activities tracking to specific predetermined goals in specified timelines. Develops along with leadership the bridge plan if the metrics are not being achieved. Allocates the majority time to building existing and new relationships with physicians or key individuals; proactively identifies needs and presents ways that Hospital/Market service lines can add value to physician/client service needs.

Researches physician clients gathers market and physician/specialty information from internal sources researches needs and growth initiatives of service line; creates physician/practice profile prior to initial visit. Performs sales calls and visits with community physicians their office staffs on a routine and consistent basis and within guidelines set by the Region VP of Market Development.

Coordinates internal sales activity with others who have responsibility for sales efforts such as laboratory radiology out-patient services etc. enabling appropriate call schedules.

Maintains excellent working relationships with all physicians and their staff facilitating problem resolution as identified by the client while promoting and utilizing the most efficient and appropriate communication tools and developing an approach that will address the individual physicians preferences.

Reports issues to the Region VP of Market Development the appropriate Service Line Director and Hospital Leadership to identify root cause and problem resolution. Responds as directed by administration to situations requiring immediate attention.

INIMUM QUALIFICATIONS

Required Education and

Experience

Bachelors degree. Equivalent experience (4 years professional level) may be considered in lieu of degree

Min of three (3) years sales exp. preferably in physician recruitment and/or medical/pharmaceutical sales

Required Licensure and

Certifications

Required Minimum Knowledge Skills Abilities and Training

Excellent communication skills both verbally and in writing with the ability to communicate with physicians and other professionals. Excellent interpersonal skills and the ability to maintain good working relationships with the general public physician office personnel hospital departments volunteers and other providers.

Strong analytical and critical thinking skills.

Skillful in exercising initiative and judgment in organizationally and politically sensitive situations.

Strong follow through and results tracking to achieve measurable targets. Ability to identify problems and work collaboratively with physicians and hospital management and hospital personnel to develop solutions (problem resolution).

Ability to manage conflict and facilitate change processes.

Ability to maintain strict confidentiality in all job-related matters. Must have knowledge of computers and be software literate. Skilled at working with formal account management tool such as Salesforce or ACT or proprietary tool

Experience in building and initiating physician relations preferably through a sales orientation.

Understands the anatomy of the sales call opening probing proving closure and asking for the sale with comfort utilizing this process on a consistent basis.

Knowledgeable of Stark Anti-trust and kickback laws and regulations and applies these requirements in oral and written communication.

Excellent time management and organizational skills.