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Physician Relations Manager


Orlando health is seeking a Physician Relations Managerfor the South Orange County and Osceola County area. This person is responsible for promoting thephysicians and clinical services of the assigned Orlando Health (OH) facilityor service line to OH employed, OH Network, and non-employed referringhealthcare providers in the target market. You will be accountable for developing, implementing, and closing allclinical sales campaigns in accordance with strategic initiatives of the assignedOH facility or service line.

Education Required

Bachelors degree is required.


Five (5) years of experience in the healthcare industry orrelated area. Sales/marketing specific background with focus on consultativeselling. A Masters degree in marketing, business, healthcare administration orrelated field, may substitute for up to two (2) years of the requiredexperience.

Essential Functions

Facilitates Planning and Communication withthe Assigned OH Facility or Service Line

Works with the Director and/or Manager, PhysicianRelations in developing and maintaining the tactical sales plan in alignmentwith the strategies and goals of the assigned OH facility or service line.

Develops and maintains comprehensive understanding ofhealthcare trends, physician issues and requirements, insurance/payer trendsand status, and OH physician integration and patient referral processes acrossall clinical service lines.

Serves as the principle account manager / liaisonbetween the assigned OH facility or serves line with OH employed, OH Network,and non-employed referring healthcare providers.

Serves as the subject matter expert for the departmentfor the assigned OH facility or service line. Maintains knowledge of thedevelopment of new programs, services, and clinical expertise by shadowingphysicians of all specialties and respective service line leaders. Coordinatesand oversees clinical education with OH employed, OH Network, and non-employedreferring healthcare providers in the geographically assigned territory.

Maintains the competitive differentiation document ofthe assigned OH facility or for the service line. Provides core messaging andeducation for the assigned OH facility or service. Communicates referringphysician operational or access issues; collaborates on issue resolution andcommunication back to the referring physician.

Educates Orlando Health physicians on best practices infollow-up and communication with referring physicians.

Coordinates the execution of Continuing MedicalEducation (CME) events in accordance with the sales plan for the assigned OHfacility or service line.

Participate and present at leadership meetings asscheduled by the assigned OH facility or service line administrators.

Provides Return on Investment (ROI) metrics on salesactivities to the assigned OH facility or service line administrators.

Collaborates with Marketing, Community Relations, andPublic Relations to highlight our physicians in earned media and publications fortheir differentiation in the market

Conducts Analysis to Develop Target Lists;Develops and Maintains Strategic Account Management Plans.

Obtains and analyzes relevant and timely internalreferral and external claims data to prioritize targeted physician groups inaccordance with the overall strategy of the assigned OH facility or serviceline.

Develops and executes account management plans for highpotential customer groups; communicates plans to all involved and followsthrough to coordinate and execute plans.

Oversees collaboration with other geographicallyassigned PRMs and other departments to schedule meetings with the referringphysicians in order to ensure a coordinated approach to developing the customerrelationships.

Conducts Effective Customer Sales Meetings

Conducts pre-call planning for office visits to defineobjectives, plans discovery questions, anticipates objections and prepares aneffective approach. Engages the physicians in pre-call planning to optimize thetime spent on sales calls.

Coordinates the schedules of service line physicianswith the outreach team to prevent schedule conflicts and meeting cancelations.

Educates physician practices on relevant clinicalservices offered through the continuum of the service line.

Implements a consultative approach to probe for needs ofthe customer.

Effectively communicates the competitive differentiationof the assigned OH facility or service line.

Identifies opportunities to provide value-addedresources to physicians and their office staff.

Educates office staff on process to refer patients andobtain patient records.

Orlando Health is one of Floridas most comprehensive private, not-for-profit healthcare systems providing access to nearly two million Central Florida residents and has provided care for more than 4,600 international visitors annually. Our physician practices, diagnostic centers, hospitals and advanced medical treatments and procedures, along with our highly qualified team of medical specialists, have distinguished Orlando Health as a healthcare leader. We are one of Central Floridas largest employers with more than 15,000 employees and nearly 3,000 affiliated physicians supporting our philosophy of providing a continuum of care that revolves around patients needs. As a leading healthcare resource, providing world-class medical care as well as training our future healthcare providers, Orlando Health will continue to foster growth and development throughout the region for generations to come. We are looking for talented individuals to be part of our team.

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