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Manager, Physician Outreach


Department Description: Beth Israel Deaconess Hospital–Needham (BID–Needham) is a licensed 58–bed acute care hospital offering the same care as our direct affiliate Beth Israel Deaconess Medical Center (BIDMC) in your community.
This close affiliation with BIDMC, since 2000, has facilitated the clinical integration of staff and resources in emergency medicine, hospital medicine (hospitalists), cardiology, radiology, orthopaedics, general surgery, pathology and oncology. Physicians in Needham maintain very close relationships with the staff at BIDMC; so in cases where patients need to be transferred from Needham to Boston for more advanced care, there are systems in place to make that transition happen quickly.

Job Location: Needham, MA

Req ID: 31766BR


Job Summary: The Manager of Physician Outreach (MPO) reports to the President, BID-Needham on matters that further the mission of the Beth Israel Lahey Health system (BILH). The MPO has a role in developing BID-Needham as a high-value, integrated member of the BILH health system fully compliant with established governmental regulations and private payor standards.
Responsibilities fall into two broad categories: development and implementation of physician retention and growth strategies, and management of physician relations.

Under the direction of the President, it is the responsibility of the MPO to support the implementation of the strategies developed by the MPO and other colleagues in the Hospital, and, as needed, in coordination with the Office of Strategy and Business Development, through thoughtful and creative tactical planning, as well as to ensure the quality and timeliness of their work product. It is the responsibility of the MPO to implement the tactical plans in cooperation with BID-Needham clinical departments, HMFP, other BID-Needham departments, BILH entities and affiliates.

To be successful in this position, an individual will be: strategic, creative and opportunistic in their approach to issue/opportunity identification and definition; professional in their interactions with physicians/providers; and, rigorous about documentation of their work product. The MPO collaborates with other leaders at BID-Needham to promote the principles of consumerism, physician engagement, and patient- and family-centered care.

Essential Responsibilities:
  1. Responsible for understanding and assisting referring physicians with access to the talent available within BID-Needham physician network and member and affiliated hospital medical staffs and system-wide as well as hospital-specific programs; and, participating in the implementation of physician outreach strategies and tactics to support recruitment and retention activities.
  2. Implements outreach strategies to increase referrals to BID-Needham specialists and services. Will include the implementation of sales plans with referral volume targets by physician group, initiation of sales calls, physician clinical education programs, and marketing communications.
  3. Prospecting for new referrals and retention of existing referrals to include targeting group practices and individual physicians for the purpose of presenting services and capturing an increased number of referrals to specialist, system, and hospital services. Develop and maintain ongoing relationships with referring physicians to ensure full all aspects of referral relationship.
  4. Collaborates with colleagues in HMFP, BIDHC physician services and recruitment, hospital medical staff offices and other departments in implementing programs, services and resources to familiarize and successfully integrate new physicians to BID-Needham and the local medical community
  5. Prepares monthly referral development activity reports including contacts made, tactics achieved and follow-up information. Information contained in these reports will be incorporated into bi-weekly referral development activity report provided to BILH Office of Strategy and Business Development and local hospital senior leadership
  6. Organizes and arranges medical staff social networking events, as requested
  7. Responsible for communicating and tracking general concerns and opportunities raised by physicians as they relate to system and assigned hospital operations, and physician referral development. Serves as principle business development liaison with assigned physicians, both off-site and on-site.
  8. Responsible for supporting physician engagement monitoring and initiatives, as appropriate.
Required Qualifications:
  1. Bachelor's degree in Business or Healthcare Administration, Marketing or related field of study required.
  2. 5-8 years related work experience required.
  3. A minimum of 5 years working in a healthcare physician relations/outreach setting or working directly with physicians in a healthcare sales or physician practice management environment.
  4. Self-starter with an internal sense of direction; demonstrates initiative to get the job done. Known for integrity, creativity and energy. Ability to understand the diverse, but interrelated activities of organizations.
  5. A track record of exceptional relationship building; a demonstrated ability and desire to interact with physicians and physician offices. Proven skills in problem solving, negotiating and conflict resolution.
  6. Advanced skills with Microsoft applications which may include Outlook, Word, Excel, PowerPoint or Access and other web-based applications. May produce complex documents, perform analysis and maintain databases.
Competencies:
  1. Decision Making: Ability to make decisions that are guided by general instructions and practices requiring some interpretation. May make recommendations for solving problems of moderate complexity and importance.
  2. Problem Solving: Ability to address problems that are varied, requiring analysis or interpretation of the situation using direct observation, knowledge and skills based on general precedents.
  3. Independence of Action: Ability to follow general instructions and procedures as provided. Work is monitored by supervisor/manager.
  4. Written Communications: Ability to summarize and communicate in English moderately complex information in varied written formats to internal and external customers.
  5. Oral Communications: Ability to comprehend and converse in English to communicate effectively with medical center staff, patients, families and external customers.
  6. Knowledge: Ability to demonstrate full working knowledge of standard concepts, practices, procedures and policies with the ability to use them in varied situations.
  7. Team Work: Ability to act as a team leader for small projects or work groups, creating a collaborative and respectful team environment and improving workflows. Results may impact the operations of one or more departments.
  8. Customer Service: Ability to provide a high level of customer service and staff training to meet customer service standards and expectations for the assigned unit(s). Resolves service issues in the assigned unit(s) in a timely and respectful manner.

Physical Nature of the Job:
Light work: Exerting up to 20 pounds of force frequently to move objects. Some elements of the job are sedentary, but the employee will be required to stand for periods of time or move through out the hospital campus

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