Job Description

Employment Status:
Full time
Job Function:
Management and Executive
Department:
417601 Access Physician Referral-Mgmt
Shift Hours / Days:
MOnday- Friday, Days
Hours / Pay Period:
80

We Fight Cancer: Care That Never Quits®

Cancer Treatment Centers of America® (CTCA®) delivers an extraordinary patient experience we call Patient Empowered Care ®. We deliver state-of-the-art, high quality care through an integrative model where a team of experts puts patients at the center of their own care. Every day, you will help patients win the fight against cancer. Every day is challenging and rewarding beyond your imagination.

A Culture of Teamwork, Empowerment & Development

CTCA provides Stakeholders with exceptional support and easy access to a wide range of tools and resources they need to bring the best of themselves, every day. Our benefits, wellness, and compensation programs lead the market. We provide extensive training and career development opportunities that encourage professional and personal growth—it is a point of pride. We empower our Stakeholders to deliver the highest standard of care, which we call the Mother Standard®.

Job Summary/Purpose:

The Regional Manager is responsible for managing the effectiveness of the field team and managing relationships to achieve the goal of growth strategy deployment and increased patient referrals from the medical community for the assigned territories/hospitals. The Regional Manager will support a team of growth field reps by evaluating, training and developing the team to achieve greater results while maintaining strategic relationships with targeted physicians.  The Regional Manager will analyze volume/ referral data, identify growth /ease of use opportunities and develop strategies/tactics to achieve desired volume goals.  The position requires sound leadership, coaching, and management skills, as well as innovation to implement strategy and process flow, and to positively influence relationship management and operational best practices.      

The Regional Manager is accountable for developing and implementing a strategy for delivering patient referral business from medical providers that guide oncology treatment decisions with patients.  The Regional Manager will be responsible for appropriate messaging and positioning of CTCA to each prospective referral group The strategy requires the Regional Manager to partner with the National Director, Physician Relations and hospital leadership to ensure the appropriate infrastructure is in place to directly and accurately support referral development, including referral intake processes, clinical offerings, and clinical communications with hometown doctors.

This individual must be goal oriented with the ability to plan quotas/goals, coach, support and motivate field team to achieve results in a team environment.  Additionally, this role requires excellent analytical, communication, critical thinking and problem solving skills.

Responsibilities:

Field Team Management and Training:

  • Onboard, coach and motivate growth field representatives to achieve desired results
  • Analyze and evaluate the effectiveness of sales, methods and results of the growth and retention field representatives and complete training and development plans to achieve results
  • Develop, monitor, and measure performance standards for Growth Field Representatives
  • Review reports, conduct ride-alongs and work with staff to improve sales productivity and effectiveness
  • Hold team strategy and sales planning meetings individually and as a team
  • Ensure HIPAA compliance with the sales team
  • Work with program leadership to ensure ongoing skill development to improve staff skills and product knowledge
  • Actively participate in individual one-on-one training with the Field Team
  • Provides sales call/presentation observation coaching and improvement accountabilities including clinical and non-clinical communication and sales cycle management
  • Work with service line/ strategic leaders to update the yearly clinical focus for targeting
  • Leverage data assets and CRM to identify prospective referral targets.    
  • Work with team members to create sales plans by targeted service lines/physicians
  • Work with growth field staff to develop annual regional, territory, and plan goal
  • Work with field staff on pre-call planning
  • Manage field staff in preparation of territory sales plans with focus on:
    • Service line and or practice/physician growth
    • Managing the sales funnel
    • Increasing number of referrals in the select service lines
    • Maximizing alternative referral development distribution channels
    • Retention strategies
  • Create transparent and clear communications/ messaging strategy to deploy external referral sources
  • Partner with physicians and clinicians to understand the motivations and unmet needs that currently create barriers to referrals and entry for prospective CTCA patients and then identifying opportunities to eliminate barriers.
  • Engage CTCA physicians to better understand how to partner with the outside medical community. 
  • Partnering with site and enterprise leadership, ensure that CTCA is operationally ready for outlined referral growth.

Territory Management

  • Develops and maintains relationships with physicians and medical office staff targets in assigned key markets to meet patient acquisition goals in each market. Requires travel.
  • Meets monthly and quarterly activity goals established for assigned territory for office visits, physician visits, and physician to physician visits.
  • Develop relationships and partners with physicians and clinicians to understand the motivations and unmet needs that currently create barriers to referrals and entry for prospective CTCA patients and identify opportunities to eliminate barriers.
  • Execute referral strategy through the Physician Referral Specialist, a liaison between CTCA and referring physicians
  • Maintain a portfolio of new patient referrals from targeted regions through building a network of referring physicians. 
  • Identify and attend medical conferences that align with market strategy
  • Grow and maintain relationships with leadership teams of local professional associations.
  • Partner with Regional Manager of Physician Relations to leverage current CTCA experts and make them visible in the medical community by providing CME lectures and other speaking opportunities to medical groups and associations
  • Execute transparent and clear communications with external referral sources about specific patient clinical and insurance requirements as well as CTCA’s philosophy on patient care and empowerment to provide physicians the knowledge and understanding that all patients, once accepted, receive the highest level of care.
  • Follows up on specific questions or areas of interest and/or concerns expressed by physicians.

Operations

  • Prepare draft of monthly activity and quarterly results reports

  • Monitor and report market and competitor information

  • Budgetary and Funnel Management

  • Provide activity dashboards that support and promote CTCA physician engagement

  • Engage CTCA physicians to better understand how to partner with the outside medical community. 
  • Partner with site and enterprise leadership; ensure that CTCA is operationally ready for outlined referral growth.
  • Partner with leadership to ensure the appropriate infrastructure is in place to directly and accurately support referral development, including referral intake processes, clinical offerings, and clinical communications with hometown doctors

Minimum Qualifications:

  • Bachelor’s Degree in Marketing, Business, Public Relations, or Related Field
  • Minimum of Five (5) years in outside sales/ business development experience required
  • Clinical sales background is required
  • Four (4) to Six (6) years of experience in medical field, working with medical professionals and/or operational marketing is required
  • Experience with a high-quality consumer brand is required
  • Prior experience with budgeting, reporting, and analysis, with a strong background in Excel is required
  • Excellent written and verbal communication and presentation skills are a must

The Best Place to Work

We call ourselves Stakeholders because we all have a stake in the care and success of every patient. Today, CTCA Stakeholders deliver healing and hope to patients fighting complex and advanced cancer in Atlanta, GA, Chicago, IL, Philadelphia, PA, Phoenix, AZ and Tulsa, OK.  Each of our hospitals earned a Best Place to Work distinction and receives numerous accreditations that celebrate our culture of clinical quality, innovation, high performance and wellness.

Beyond The Resume, What We Look For

We select people with talent—people who thrive in an environment of continuous improvement. We are creative and resourceful problem solvers. We are inventors and innovators. As a CTCA Stakeholder, you make the difference in the life of a patient.

Do you see yourself working with a passionate team in a dynamic, high growth environment?  Visit www.cancercenter.com/careers  to begin your journey