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Hospital Sales Representative, Englewood Community & Fawcett

HCA Healthcare

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Job Snapshot

Location:

Port Charlotte, FL 33948 ( map it!

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Employee Type:

Full-Time

Industry:

Healthcare - Health Services

Manages Others:

Not Specified

Job Type:

Sales
Health Care

Experience:

Not Specified

Travel:

None

Division:

Corporate

Post Date:

11/3/2009

Contact Information

Ref ID:

FLH-351

Description Job Summary
The Hospital Sales Representative is responsible for developing and retaining referrals from market physicians for primary service lines. The right person for this role will be very familiar with hospital operations, language and roles, and will facilitate the retention of physician relationships, growth of new service line business and other hospital-specific sales responsibilities as an extension of hospital leadership.

Reporting Relationships:
Reports to: Hospital CEO and/or Vice President, Sales TriStar Division
Supervises: No one

In collaboration with the CEO, evaluate, analyze, and interpret market utilization data for market facilities' service lines, including market share data for primary facility service lines, ensuring that sales priorities are identified
Evaluate, analyze, and interpret market demographics, including population, age, gender, race, and projected trends for both physicians and patient populations
In collaboration with the CEO and/or Market/Division VP of Sales evaluate, analyze, and interpret current physician referral patterns and trends, in addition to financial margins, for market facilities' service lines, ensuring that sales resources are optimized
In collaboration with facility clinical leaders, the CEO and/or Market/Division VP of Sales and appropriate Medical Staff leadership, develop sales and retention strategies for target markets and facility service lines
Develop goals and timelines for closing new or enhanced physician referrals
Present and gain support and commitment from CEO and Market leadership, Service Line Leaders, Facility Leaders, and Medical Staff, as needed, for the sales plan.
Execute sales and retention strategies and plans; track activities using the Client Relationship Manager; report on activities and issues; successfully close new business in accordance with predetermined targets
Complete face-to-face sales meetings with physicians and practice managers, ensuring that a thorough understanding is gained regarding the physicians' desires and needs
Complete follow-up meetings with physicians, practice managers, and/or other providers as needed to close new or additional business, ensuring that internal and external obstacles to business growth and retention are identified and minimized or eliminated
Prepare and present monthly sales reports, identifying trends, additional business opportunities, and obstacles to new business growth
Continuously modify sales and retention strategies and plans to ensure optimal business outcomes and "win-win" results for physicians and company market providers

Requirements

Requires a minimum of five (5) years of progressive healthcare sales experience in pharmaceutical or medical devices. Comparable experience may be considered.
Requires a minimum of a Bachelor's Degree in business, healthcare administration, public health administration or related field from an accredited college or university; Master's degree in Health Administration, Business or Economics preferred.
Requires the ability to travel by automobile in the service area on a regular basis. Frequently required to work early morning, evening and occasional weekend hours.
Certification/Licensure
Preferred - RN or LPN and recent clinical experience can be a plus.

Required Competencies

Ability to research, understand and explain healthcare services' volume, utilization and market data, and research, understand and explain market demographics
Ability to access, understand and explain physician referral patterns and to access, understand and explain facility financial reports
Ability to design targeted sales strategies and work effectively with a large team
Must have above average computer skills and to demonstrate comprehensive knowledge of sales strategies and techniques
Ability to plan, organize and manage resources within prescribed timeframes (prioritize and focus)
Ability to present, probe and persuade and to identify and respond appropriately to primary client/customer needs (service orientation)
Ability to demonstrate effective listening and communication skills and demonstrate ability to close
Ability to provide follow-up and demonstrate attention to details and to prepare and present executive reports
Ability to verbally articulate service line and product attributes and to actively listen to physician and practice needs for hospital inpatient and outpatient services

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