Physician Liaison - Regional Development

Nationwide Children's Hospital - Columbus, OH4.1

Overview The Physician Liaison grows patient volume and promotes NCH’s programs and services to physicians, physician medical groups and others in assigned geographical territory. The liaison develops a close working relationship with community physicians, their office staff and regional hospitals. The liaison will share information about NCH’s services, answer questions and improve satisfaction levels. This position is also responsible for the organization and planning of objectives, development and execution of growth and maintenance strategies for designated areas, goal setting, and the maintenance of good account relations.

Responsibilities The moment you walk through our doors, you can feel it. When you meet one of our patient families, you believe it. And when you talk with anyone who works here, you want to be part of it, too. Welcome to Nationwide Children’s Hospital, where Passion Meets Purpose.

Here, Everyone Matters. We’re 12,000 strong. And it takes every single one of us to improve the lives of the kids we care for, and the kids from around the world we’ll never even meet. Kids who are living healthier, fuller lives because of the knowledge we share. We know it takes a Collaborative Culture to deliver on our promise to provide the very best, innovative care and to foster new discoveries, made possible by the most groundbreaking research. Anywhere.

Ask anyone with a Nationwide Children’s badge what they do for a living. They’ll tell you it’s More Than a Job. It’s a calling. It’s a chance to use and grow your talent to make an impact that truly matters. Because here, we exist simply to help children everywhere.

Nationwide Children’s Hospital. A Place to Be Proud.

1. External Sales and Support

• Develops and maintains good relationships and leverages those relationships to grow inpatient and outpatient business, engage community practices and develop alignment with community practices and hospitals.
• Develops, recommends, and implements innovative ideas and methods to promote Nationwide Children’s services.
• Manages territory to achieve the appropriate call reach and frequency for community providers.
• Develops quarterly growth plans as well as weekly practice visitation schedules.
• Uses data and notes review to develop pre-call plan before each visit.
• Grow business and/or maintain market share based on geographic prioritization.
• Promotes NCH services through personal sales calls with physicians in practices and hospitals.
• Develops outreach meetings to facilitate and promote physician experts with local/regional offices and/or hospitals in strategic growth areas.
• Responsible for driving referrals to regional outpatient clinics.
• Coordination, promotion and attend CME programs and regional conferencing.
• Collaborates within department and with PFK, ChildLab and other departments on mutual objectives.
• Addresses and resolves issues on behalf of patients, practices, staff and physicians.
• Develops testimonials to grow physician referral base.
• Demonstrates good use of probing questions and active listening skills. Recognizes and validates assumptions, collects information and draws meaningful conclusions.

2. Physician Special Events

• Plans, organizes and facilitates the development of presentations for physician events to build awareness and grow business.
• Attends physician social and CME events to follow-up on opportunities and gather market intelligence.
• Attends meetings and special events to grow awareness of Nationwide Children's Hospital’s services.

3. Internal Sales Support and Administrative Duties

• Maintains files, reporting and office management duties.
• Promptly updates territory activity in CRM.
• Recognize internal physicians for support and participation in regional conferencing and other community support
• Complete monthly reports including intelligence report, STARK reporting, outreach calendar and ad hoc reports as requested.
• Participates in internal product line meetings as requested for planning and education to maintain current and accurate representation.
• Provides intelligence and strategic liaison activity in meetings with shareholders.
• Ensures privacy, confidentiality and security of information entrusted to their care.

4. Business Acumen

• Liaison must develop depth of understanding of market he/she covers beyond community practices. Must possess ability to make decisions based on organizational drivers and market dynamics.
• Understand how liaison role supports NCH objectives.
• See big picture of organization—understand key drivers of NCH business and how they relate to each other.
• Strong understanding of data and financials.

Qualifications A bachelor’s degree in a clinical discipline, marketing, communications, health administration and 3+ years of proven sales experience in health care field are required. In addition, the following skills and abilities are required.

• Possess strong written and verbal communication skills to interact with
medical/administrative staff, physicians, and community health providers.
• Ability to organize and plan work independently with minimal supervision.
• Able to demonstrate the use of a personal computer, including Microsoft Word,
Excel, and PowerPoint; experience with a CRM are preferred.
• Must be able to demonstrate a clear understanding of managed care concepts.
• Possession of a state driver’s license is required.
• 80% local and regional travel
• Overnights as required
• Must have good driving record