Job Summary:
To direct Business Development through the identification, evaluation and prioritization of opportunities for retention and growth in the provision of services to patients and institutions in Chattanooga and the broader region, consistent with the needs of the communities served and EHS strategy and goals. This will be executed through (1) promoting referral growth of Erlanger's services and the Erlanger Medical Group including primary and specialty care, (2) promoting affiliated clinical programs with community providers and enhancing volume growth of Erlanger service lines, (3) contributing to the improvement of the health status in the local and regional communities through Erlanger Health System (EHS) affiliation in the region, and (4) providing managerial direction and coordination for activities and programs supporting hospital affiliations and network development; personnel and budget management; oversight of the business development managers, and development of strategic intelligence supporting EHS's initiatives and relationships in the market; supporting various events as indicated; monitoring day to day operations and recommending changes or adjustments to ensure an effective and efficient operation. It is essential to have a strong understanding of Erlanger's products and services and the ability to have a metric-based program.
Education:
Required:
Bachelor's degree in Business, Healthcare Management, or related discipline.
Preferred:
Master's degree in Marketing, Business Administration, Healthcare Management or a related field.
Experience:
Required:
Demonstrated administrative leadership in a managerial role in a medical, technical or scientific work environment. A minimum of 8 years of health care experience with at least five years of managerial responsibility. Broad knowledge of health care delivery systems, market trends and drivers for both acute care and ambulatory settings. Demonstrated experience in sales, physician relationships, statistical analysis, and service excellence is required. Demonstrated historical successes in leading growth initiatives and measuring success.
Knowledge and experience related to health care delivery in rural/regional markets, project management, negotiations, and quality improvement is required. Demonstrated ability in leading and facilitating teams is required. Proficiency in Microsoft Word, Excel, PowerPoint, and Outlook required. The following skills are necessary for success in this role:
1. Management of people and organizational dynamics.
2. Organizational skills and demonstrated success in team building and
change management.
3. Ability to communicate effectively with a wide range of departments,
physicians, and individuals at all levels of an organization, internally
and externally to Erlanger.
4. Ability to function independently and effectively in a dynamic
environment, develop timelines, meet deadlines, instill confidence in
clients and EHS leadership and Associates as well as to develop
intelligence based on the activities and feedback obtained through
market relationships.
5. Creativity, self-motivated, with demonstrated ability to plan and
initiate new initiatives.
This position requires the individual to have the ability to respond appropriately in public environments, remote to the main Erlanger campus, in potentially high-pressure situations. Position requires day travel predominately focused in the primary and secondary service areas. Infrequent overnight travel required. Conceptual, analytical, negotiation, process improvement and problem-solving skills are necessary. Exceptional communications skills, both oral and written are required, including effective presentation skills. Ability to effectively function in a 'matrixed organization' is required. This position must gain cooperation and support through effective use of influence and persuasion. Must demonstrate a strong customer service focus in all decisions and actions. Must be detail oriented, self directed and able to work with minimal supervision and possess the ability to deal with complex situations.
Preferred:
In addition to the above, a minimum of 10 years of experience in a leadership position in a competitive healthcare environment. Visionary thinker with close ties to or understanding of the Chattanooga regional healthcare market. Demonstrated experience in medical sales, physician and healthcare executive relationships, marketing and successful track record of program building.
Position Requirement(s): License/Certification/Registration:
Required:
None
Preferred:
None
Department Position Summary:
The Director's responsibilities include oversight of hospital affiliations and market growth in EHS' service region. This includes but is not limited to providing leadership and coordination of strategic initiatives that extend the reach for EHS. This involves the development of new affiliated clinical programs by strengthening relationships with referring providers and promoting EHS services (support and protect the Erlanger and Children's brand), and to assure all contractual obligations are fulfilled internally and externally. The Director will also be responsible for supporting the growth of EMG Physician network in concert with the EMG Governance Committee and the EHS System leadership.
While serving a central administrative representative with Senior Leadership and other clinical leaders in Erlanger's primary and secondary service area, the Director will function in a highly independent manner, representing EHS Business Development in meetings and discussions with senior leadership of EHS and external organizations to include, but not limited to:

• Coordinate and deliver a variety of services to support the development and operation of an affiliated network of providers for EHS. Assist with the coordination of care between multiple delivery sites and multiple caregivers as a means of facilitating referrals to EHS.

• Represent EHS to local providers and promote a positive public relations and clinical information service regarding medical and research activities and programs. Work with EHS Media services including, Strategic Planning, and EHS Marketing and Public Relations to coordinate efforts to improve communications with the community providers. Develop and implement plans to inform external providers about Erlanger's clinical services and other initiatives as appropriate.

• Support development of and coordination of management information systems to allow for efficient operations and access to and tracking of referring physicians' activity data. Perform a variety of duties involved in the organization, documentation, and compilation of data associated with referring physicians including trends, patient mix, access portals, and other clinically driven issues.

• Determine fiscal requirements of the department and prepare budgetary recommendations to ensure expenditures are monitored, verified and reconciled.

• Act as a liaison with UTCOM and EHS Clinical Service Units in conjunction with other leadership personnel in Strategy and Business Development and EMG to assist them in providing their new and existing services to external referring physicians, affiliate hospitals and institutions. Consult with UTCOM faculty and staff to obtain information on teaching and research activities to distribute to providers. Obtain, analyze and assist in the preparation of promotional and informational items concerning medical and research programs at UTCOM for publication and circulation in the referral community

• Act as an educational resource and provide consultation to community providers as required. Work collaboratively with providers to identify issues, report issues and develop solutions.