Cedars-Sinai Executive Director, Corporate Sales & Client Services in Los Angeles, California
The position is responsible for developing and implementing the targeted sales and outreach strategy to generate and increase specialty care referrals to Cedars-Sinai Medical Center (CSMC) from sources outside the Cedars-Sinai Health System. The Executive Director is responsible for oversight and management of the department that has a sales function and also provides service and value to referral sources in our secondary service area and beyond (within and outside of California). The Executive Director develops and leads initiatives aimed at increasing admissions and use of faculty and Foundation physicians for targeted contracted payer categories to Cedars-Sinai. The Executive Director also ensures the process to achieve referrals and administer is most efficient and effective and develops/maintains processes and structures that ensures that the value of the department can be quantified, reported and justified.
ESSENTIAL JOB DUTIES:
Continuously assesses the market, develops actionable sales plans and creates tailor-made strategies for the sales team so that tertiary/specialty referrals to Cedars-Sinai Medical Center will increase.
Serves as the key liaison between the Service Line leadership and Client Services – maintains relationships to ensure that the most current/appropriate information about the Service Lines are being appropriately ‘sold’ to referring entities and that Service Line leadership is aware of the activities underway related to outreach and sales.
Develops and maintains systems to track performance of all staff to ensure productivity standards are met and sales targets are being achieved.
Develops and maintains systems to inform sales strategies and monitors profit and loss of Client Services and impact on CSMC Gross Margin and Net Income.
Develops/provides ongoing training/education to ensure all staff in Client Services are aware of the service lines, programs, products, technologies and specialty services that should be marketed to referring entities.Also responsible for ensuring sales and customer service training with the intent of elevating communication with referral sources to increase business to Cedars-Sinai.
Recruits and retains staff within Client Services.Is responsible for setting productivity and/or sales targets and monitor staff to those targets.Ensures staff maintain competencies and awareness about Cedars-Sinai and the market.
Sources, builds and maintains beneficial relationships with professional referral sources. Creates and operationalizes retention and growth plans for referral sources.Requires that he/she is knowledgeable about all accounts and referrals generated through Client Services.
Director serves as the primary contact with the Managed Care/Payer Relations Department.He/she has knowledge of all contracts between Cedars-Sinai Medical Center and the Client Services’ accounts. He or she recommends and works with the Managed Care/Payer Relations Department to initiate new or amended contracts based on referral sources.
Works closely with physicians and administrative leaders in Service Lines and offers expertise and insight related to patient acquisition and marketing/sales strategies related to increasing referrals and patient intake processes, and development/growth initiatives.
Builds and maintains efficient intake process to ensure ability to submit referral requests are easy with appropriate follow-though so that referring entities maintain awareness of where their patients are in the care process at CS and that clinical feedback is provided timely.
MINIMUM JOB REQUIREMENTS:
The individual must have a Bachelor’s Degree or work equivalent experience and 10+ years sales of experience in healthcare and/or healthcare sales.
Must have an understanding of contracting and knowledge about California medical groups, HMO’s, PPO, Health Plans, health systems and third-party risk sharers and understand their payer mix.
Must demonstrate knowledge of trends and changes in healthcare, contracting and specialty products.
Experience with health care sales including experience in training and managing sales staff.
Reputation and demonstrated experience of being able to get things done.Ability to accomplish things while understanding organizational boundaries and system complexities.
Experience leading initiatives across service lines or departments and a demonstrated success interfacing across multiple divisions of the Health System
The ability to quickly build relationships and convey influence when needed at all levels in order to resolve conflicts and maintain direction
Strong analytical, quantitative and problem solving skills
Thorough understanding of the core clinical processes within health care organizations
Demonstrated superior interpersonal and communication skills, in settings from one-on-one to large groups, with superior presentation skills.
Highly developed political skills in working effectively with a wide variety of stakeholders and constituencies who have strong interests and legitimate requirements; ability to lead and manage through influence.
Leadership skills, including a high level of personal confidence, presence and professional demeanor.
Demonstrates behavior, which supports the Cedars-Sinai Health System mission. Attends required orientation and training seminars. Meets production standards within the established time requirements. Work product and performance meets quality standards. Demonstrates respect and positive interpersonal skills with patients, clients, the public, managers, and co-workers – a team player. Maintains dress code standards. Protects the safety of others and of the physical plant and equipment, following institution policies, fire, safety, and infection control regulations.
Cedars-Sinai is an EEO employer. Cedars-Sinai does not unlawfully discriminate on the basis of the race, religion, color, national origin, citizenship, ancestry, physical or mental disability, legally protected medical condition (cancer-related or genetic characteristics or any genetic information), marital status, sex, gender, sexual orientation, gender identity, gender expression, pregnancy, age (40 or older), military and/or veteran status or any other basis protected by federal or state law.