National Director of Market Development - NorthEast Region

About the role

The Primary Focus Of The Director Is To Create and build a presence in the East Coast Region for Shirley Ryan AbilityLab clinical services, leading a new strategic initiative for the organization.

Responsibilities

• Demonstrate leadership as the primary East Coast Region contact for clinical services at Shirley Ryan AbilityLab.
• Identify key buyer/referrer decision-makers and build productive professional relationships, representing and selling Shirley Ryan AbilityLab rehabilitation services to various audiences within the referral sources, primarily physicians, hospital discharge planners/case managers, patients and families.
• Identify and analyze market data to segment and prioritize targets for growth in the East Coast Region.
• Develop and execute on a short term and long term sales plan to meet or exceed the assigned annual volume goals and makes adjustments to achieve target results.
• Develop and execute strategic and tactical plans to build provider relationships that result in growth in revenue, and appropriate Shirley Ryan AbilityLab admissions for key focus areas.
• Demonstrate thorough understanding of the Shirley Ryan AbilityLab Portfolio of Programs and Services and ability to communicate a compelling description how these programs/services will best meet clients' needs.
• Leverage Shirley Ryan AbilityLab Medical and Clinical expertise in developing key relationships; understand client needs and develop the right messages to convey Shirley Ryan AbilityLab value to prospective clients.
• Support the post-sale admission process, facilitating a smooth conversion from referral to admission by assessing the admission appropriateness and providing clinical information to Shirley Ryan AbilityLab while communicating effectively with all parties.
• Demonstrate deep knowledge of market dynamics as it pertains to rehabilitation services and post-acute providers.
• Maintain an up-to-date comprehensive understanding of strategic target market including a detailed understanding of national rehabilitation competitors.
• Demonstrate understanding of healthcare operations, legal guidelines, and market competitive analysis and market trends.
• Lead through influence and demonstrate effective teamwork with the National Payer, Global Patient Services (GPS) and Admitting and Clinical teams to support their existing and new business goals.
• Lead the development of metrics to monitor tactical implementation and oversee the ability to quantify results as they relate to volume growth and use data to drive decision-making.
• Gather and use patient health information to assist as requested with treatment, payment, and healthcare operations; closely adhere to all HIPAA guidelines and related company policies.
• Recognize barriers to admissions, document these barriers, respond appropriately and propose solutions to mitigate barriers to Shirley Ryan AbilityLab access.
• Partner with Shirley Ryan AbilityLab Marketing Team to develop key messages and collateral to achieve desired results.
• Other duties as assigned by supervisor.

Reporting relationships

Reports directly to the Executive Director, Market Development. May have direct reports.

Qualifications

• Registered Nurse, Physical Therapist or Occupational Therapist with current license in a state within the assigned territory/cluster required; BSN preferred for Registered Nurses.
• Solid understanding of catastrophic, complex medical, opioid and pain related claims with minimum 10 years of experience in a related clinical setting.
• Proven leader in developing productive strategic relationships.
• Ability to influence customers at the operating level and understand their business strategy; identify client solutions and shape direction. Proven relationship development/sales experience.
• Makes effective and persuasive presentations, both oral and written, in a group sales environment. Expresses ideas clearly; easily understood both within the organization and externally.
• Establishes relationships quickly; viewed as a strong, credible professional; proactive as well as responsive. Inspires trust; ability to influence the organization.
• Aggressively pursues business objectives. Executes strategies effectively. Conveys priorities with sense of urgency; focuses attention on high value activities.
• Nimble self-starter; is able to set a course and "do what it takes" to achieve results.
• Recognizes rapidly changing business environments, and keeps up-to-date with trends while seeking new solutions and opportunities to improve the business.
• Adapts well to others with different styles; deals effectively with ambiguity; works well independently and as part of a team, invites information and values differences and diversity.
• Strong financial and analytical acumen.
• Demonstrated thorough understanding of the Shirley Ryan AbilityLab programs and locations. Ability to communicate a compelling description of these services and how they will best meet patients' needs.
• Understanding of excellent customer service and successful proven experience in applying customer service skills.
• Self-directed with ability to successfully and productively work in a home office situation.
• Technically competent in using all electronic communications including electronic medical records, laptop computer,