Ambulatory Surgery Division Sales Market Lead

GENERAL SUMMARY OF DUTIES:

The ASD PPR, Market Director of Business Development is responsible for developing and retaining customer relationships within key outpatient surgical service lines. This individual works as an extension of ASD leadership to grow case volume for specific specialties over multiple ASCs throughout the entire market. This includes a specific focus not only growth of current business, but especially on prospecting for and recruiting new surgeons. Internal and external touchpoints are primarily surgeons, but can also include: surgery center administrators, ASD VP/AVP of operations, hospital CEOs, ASD/hospital business development, ASD/hospital PPR team, key vendors, primary care offices, free-standing ER/urgent care centers, and physician office staff. The market director of business development represents a key leadership role in the market, and is proficient in working within an integrated sales organization.

SUPERVISOR:

Reports to Division Assistant Vice President and Vice President of ASD Physician and Provider Relations. Matrixed reporting relationship to ASD Vice President of Operations.

SUPERVISES

: Not applicable.

DUTIES INCLUDE BUT ARE NOT LIMITED TO:

• Develops and executes strategic plans to grow current ASD volumes across the entire market, focused specifically on key service lines.

• Actively prospects and recruits new surgeons with a “market centric” mindset for ASD growth.

• Engages with surgeons in the OR, fully understands procedures, and is an expert in surgical services.

• Evaluates market data and financial information for primary facility service lines to identify priorities, create data-driven customer target lists, and develop sales plans with measurable results. Also develops an understanding of service line trends and opportunities.

• Identifies barriers and communicates to leadership using CRM system. Is responsible for Issue Resolution processes and works to implement solutions, and completes follow-up meetings to grow or retain business.

• Coordinates with VPO and center administrators to develop and manage pipeline of physician partners.

• Builds data-driven business cases for strategic growth proposals such as physician recruitment, service line development, equipment purchases or foot-print expansion, and proactively presents to facility leadership.

• Has an understanding of customer’s business and challenges, and uses that understanding to create a sales plan and customer focused solutions.

• Develops and maintains collaborative relationships with other ASD/hospital PPR team members.

• Identifies critical activities and tasks, effectively allocates time to consistently meet or exceed productivity expectations, and develops/maintains a call cycle and routing plan.

• Executes, monitors, and modifies sales strategies as necessary based on measurable results. Educates customers on services offered by facility and effectively conveys benefits of the business relationship.

• Completes consultative sales meetings with customers to gain a thorough understanding of customer needs and requirements; and consistently uses CRM system to track activities.

• Prepares and present sales reports as required by leadership to identify trends, additional business opportunities, and obstacles to grow the business.

• Participates in regular strategic business planning and leads medical staff development/succession planning.

• Executes strategic physician engagement projects, including but not limited to the physician engagement survey, medical staff planning, and ASD physician partnerships.

• Assists in the recruitment and development of new ASD PPR Representatives.

• Understands and adheres to company policies with respect to the sales function. Adheres to company code of conduct. Completes all ongoing training required for the position.

EDUCATION:




• Bachelor’s degree from an accredited college or university preferred.

• Master’s degree in Healthcare Administration or Business a plus.

• Seasoned, “consultative oriented” sales experience required. 5 years of progressive healthcare sales experience in ASC, hospital, pharmaceutical or device sales; comparable experience may be considered.

• Preferred – ASC or hospital physician growth and development experience