National Director of Market Development - East Coast / Florida Region
Rehabilitation Institute of Chicago

Job Info

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By joining our team, you'll be part of our life-changing Mission and Vision. You'll work in a truly inclusive environment where diversity and equity are championed through words and actions. You'll contribute to an innovative culture that is second to none, one that embraces curiosity, discovery and compassion. You'll play a role in something that's never been done before as we integrate science and clinical care to help patients achieve better, faster outcomes - as we Advance Human Ability, together.

Job Description Summary
The Director, Market Development will be a proven leader in developing productive strategic relationships. This position is responsible for developing, executing and leading SRALAB's increased sales focus in the marketplace(s) and SRALAB's existing client base, through a strategy that drives referrals to SRALAB's System of Care. Key efforts will be to identify, prioritize and develop new relationships for SRALAB within the market to grow volume and build SRALAB's market awareness. In addition, the Director will use extensive technical claims and operational expertise to increase sales closure opportunities. Responsibilities include development and execution of annual and long-range strategic planning activities associated with relationship development and volume growth in specific target areas.

This position is the "face" of SRALAB within the buying/referring organizations, and represents the SRALAB system of care. The Director must build productive professional relationships and is often the first impression sources experience with SRALAB. The Director must embody and demonstrate the SRALAB values of hope, compassion, collaboration, discovery and commitment to excellence with each encounter. Further, the individual must consistently demonstrate support of the SRALAB statement of Mission and Vision by striving for excellence, contributing to the team efforts and showing respect and compassion for patients, families, fellow employees, and all others with whom there is contact at or in the interest of the institute.

The Director will demonstrate SRALAB Core Attributes: Communication, Accountability, Flexibility/Adaptability, Judgment/Problem Solving, Customer Service and SRALAB Values (Hope, Compassion, Discovery, Collaboration, & Commitment to Excellence) while fulfilling job duties.

Job Description

The primary focus of the Director is to:

• Identify and analyze market data to, segment and prioritize targets for growth locally, regionally and nationally.
  
• Develop and execute strategic and tactical plans to build provider relationships that result in growth in revenue, and appropriate SRALAB admissions for key focus areas.
  
• Execute a sales strategy that fully capitalizes on the potential of the payer markets for current SRALAB services, focused on risk finance and the longer-term implication of catastrophic and chronic pain losses. Leads the sales effort by identifying and implementing effective sales strategies.
  
• Identifying client key buyer/referrer decision-makers, leveraging SRALAB Medical and Clinical expertise in developing key relationships, understand client needs and developing right messages to convey SRALAB's value to prospective clients.
  
• Managing the technical post-sale referral process including, client set-up, assuring client or third-party administrator data requirements conformance, coordination of medical records hand-off and , management of ongoing data reporting.
  
• Providing technical claims and operational knowledge to the buyer, assuring and executing a business relationship, which brings limited operational friction to the buyer.
  
• Leads through influence and demonstrates effective teamwork with the clinical and Global Patient Services (GPS) teams to support their existing and new business goals.
  
• Manage and directly supervise other field team members that may be assigned to their target/region.
  
• Demonstrate deep knowledge of payer market dynamics as it pertains to rehabilitation services locally, regionally and nationally.
  
• Other duties as assigned by supervisor.
  

OTHER RESPONSIBILITIES

• Referral and Relationship Development
  
• Develop and execute on a short term and long-term plan to meet or exceed the assigned annual volume goals and makes adjustments to achieve target results.
  
• Demonstrate leadership as the primary contact regarding payer services at SRALAB to the external market.
  
• Demonstrate thorough understanding of the SRALAB Portfolio of Programs and Services and ability to communicate a compelling description how these programs/services will best meet clients' needs.
  
• Maintain an up-to-date comprehensive understanding of the rehabilitation market competitors in the space.
  

Technical Support to Referral Management

• Lead the development of metrics to monitor tactical implementation and oversee the ability to quantify results as they relate to volume growth and uses 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 polices.
  
• Recognize barriers to admissions, document these barriers, respond appropriately and propose solutions to mitigate barriers to SRALAB access.
  

Administrative and Leadership Responsibilities

• Manage and supervise other team members that may be assigned to their region/target; providing mentorship and leading the team to drive results
  
• Develop and execute the annual budget necessary to achieve desired result.
  
• Lead the SRALAB team at key exhibits and major events.
  
• Partner with SRALAB Marketing Team to develop key messages and collateral to achieve desired results.
  
• Manage the administrative aspects by ensuring the databases accurately reflect the referral/admission activities and maintain a current listing of all referral relations activities in the assigned contact referral management system.
  

Reporting Relationships

• Reports in a matrix relationship to the Executive Director, Market Development related to the referral market and to the Vice President, Market Development related to the payer market.
  
• Directly oversees the National Sales Team for weekly, monthly and quarterly tactical sales execution. May also have direct reports assigned, (i.e. Global Patient Services, Care Manager - Workers' Compensation).
  

Knowledge, Skills & Abilities Required

• Solid understanding of payer market including workers' compensation, general liability and auto claims management. Ideally has expertise in catastrophic, complex medical, opioid and pain related claims with minimum 10 years of experience in workers' compensation/risk management.
  
• Works closely with catastrophic injury claims, understands and can discuss with a high degree of expertise, the various associated treatment modalities. Knowledge of pharmaceutical aspect of treatment, especially in the area of opioid utilization and addiction.
  
• 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.
  
• Learns quickly; generates and applies new ideas.
  
• Adapts well to others with different styles; deals effectively with ambiguity; work well independently and as part of a team, invites information and values differences and diversity.
  
• Strong financial and analytical acumen.
  
• Technically competent in using all electronic communications including electronic medical records, lap top computer, iPad, pagers and cell phones, Microsoft office suite and CRM databases.
  
• Valid driver's license, own vehicle, with safe driving record required
  
• Ability to travel to see any patient that within the four hours of receiving a referral that is deemed appropriate for IRF, benefits have been confirmed and Admission Liaison is unable to visit themselves.
  

Working Conditions
Normal office environment with little or no exposure to dust or extreme temperature.

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.

Equal Employment Opportunity

ShirleyRyan AbilityLab is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.

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