District Manager, Physician Referrals

District Manager, Physician Referrals

Downers Grove, IL

District Sales Managers are a valuable asset to our organization.  They are responsible for developing and retaining their Medical Liaison sales team and driving the single most important patient acquisition channel in the company!  They are the face of our organization in their markets and have ownership and accountability of the results, focusing on consistent grown and goal attainment.  WE are looking for a balance of passion, organizational skills, and sales leadership.  If this describes you, we want YOU on our team!

 

General Accountability:

The District Manager of Physician Referrals is responsible for leading, organizing, and managing the effectiveness of the designated Medical Liaison team to achieve the goal of referral and consult growth at Vein Clinics of America (VCA). The District Manager will support a team of Medical Liaisons by training, coaching, evaluating, and developing the team to achieve and surpass outlined growth objectives. The role will analyze referral data, market intelligence, and other information sources to position and deploy strategies and resources for efficient referral growth.

This role serves as a key influencer to Marketing, Operational, and Senior Leadership on future strategy and growth opportunities. The District Manager is accountable to set performance and financial goals and ultimately position the team to meet or exceed expectations.

This role is responsible for appropriate messaging and positioning of VCA to each prospective referral specialty within each designated territory/market. Successful messaging and strategy development requires close collaboration with the Director, Operations, Clinic Leadership, and Physicians to ensure the necessary infrastructure is in place to directly and consistently support referral development, including referral intake processes, clinical offerings, services, and clinical communications with referring and potential referring providers.

The fundamental measure of success for the District Manager is the success of each assigned Medical Liaison and referral/consult volume growth at Vein Clinics of America in designated geographies.

Responsibilities:

  • Selects, on-boards, trains and manages Medical Liaisons on team
  • Coaches and motivates Medical Liaisons to achieve and surpass outlined growth goals.  Responsible for team performance and the development and retention of top talent
  • Partners with each Medical Liaison to create sales plans to achieve/exceed growth goals
  • Partners with Operations, Training, and Director to develop, implement, and evolve training program for Medical Liaisons
  • Ensures that all team members effectively and consistently navigate the referral relationship funnel/sales cycle
  • Creates transparent and clear communications/messaging strategy for each designated territory and ensures effective deployment via Medical Liaison team
  • Actively participates in development of annual, quarterly, and monthly growth objectives and partners closely with Medical Liaisons to determine the portfolio of referrals that can earned from targeted physicians/practices
  • Leverages data to analyze and evaluate effectiveness of strategies and team’s/team member performance against outlined budgets/objectives
  • Partnering with Director, sets annual, quarterly, and monthly financial budgets for each territory and directly manages budget for assigned territory
  • Prepares activity and performance reports to be distributed to Leadership
  • Monitors and reports market and competitor information
  • Develops and reports financial/budget performance
  • Partners with internal and external physicians to understand the motivations and needs that serve as accelerants or barriers to referral growth and identifies opportunities to eliminate barriers and capitalize on strengths
  • Partners with Marketing and Operational leadership on workflow improvements and implements new team member assignments to ensure appropriate infrastructure is in place to support successful referral growth
  • Shares best practices and program enhancements to accelerate the evolution of all referral efforts across VCA
  • Depending on territory some travel may be required
  • Additional duties as assigned by Leadership

Requirements

Behavioral Requirements:

  • Goal oriented with the ability to set plans, forecast, and directly lead, coach, and motivate team members, individually and collectively, to maximize results in a team environment
  • Ability to creatively problem solve and quickly evolve strategies and work flows to maximize Medical Liaison performance and referral/consult growth
  • Must be able to work closely with peers, operations, and other key team members to determine best practices and implement new strategies and work flows
  • Actively demonstrates commitment to excellent service to all customers, both internal and external
  • Strong critical thinking  skills with the ability to analyze information, reach decisions, execute appropriate actions, and follow through to progress the team
  • Very strong relationship building skills
  • Strong interpersonal and team building skills
  • Excellent written, verbal, and presentation skills
  • Excellent organizational skills
  • Strong listening skills
  • Must assure discreet and confidential handling of all business and understand regulatory guidelines
  • Demonstrated success working independently and without close supervision
  • Demonstrated desire to grow and assume greater responsibility

Experience/Education:

  • BS/BA degree required
  • 5+ years in pharmaceutical, medical, or healthcare Referral Development/Sales with demonstrated success
  • 3+ years of pharmaceutical, medical, or healthcare sales management experience required, with a proven record of meeting/exceeding goal objectives
  • Strong understanding of the healthcare industry, including political, economic, and competitive market factors that impact growth opportunities
  • Experience with budgeting, reporting, and data analysis
  • Ability to recruit, retain and develop highest quality staff ; ability to manage turnover and vacancy process
  • Demonstrated ability to utilize market data and field intelligence to uncover and capitalize on new market opportunities and achieve sustained referral growth by navigating the referral relationship funnel/sales cycle
  • Experience with a high quality consumer brand
  • Knowledge of the healthcare regulatory environment. Ability to understand and comply with all regulatory requirements of position, including HIPAA, Sarbanes-Oxley Act of 2002, and Stark Laws
  • Must be proficient in Microsoft Office Suite, including Word, Excel, and PowerPoint
  • Experience with CRM systems / Salesforce