Manager of Business Development - Gilchrist Inova (Fairfax, VA)

Under limited supervision, develops and maintains professional relationships with referral partners, including physicians, hospitals and residential care communities in assigned territory to promote earlier referrals, increase overall census, and enhance referral source satisfaction. Monitors and helps expedite referrals from assigned accounts and assists organization in obtaining required documentation.

Education

Bachelor’s degree in related field or equivalent experience

Experience

Three years experience working in a health care environment, including direct experience with physicians, hospitals, and/or residential care communities. Experience must include aspects of marketing, customer service, and sales.

Skills

• Knowledge of planning principles and techniques
• Knowledge and experience in health care delivery systems
• Skill in marketing and public relations analysis
• Skill in organizational and quantitative analysis methods
• Advanced skill in oral and written communication
• Ability to build, promote and maintain positive relationships with customers
• Ability to present before small and large groups

Physical Requirements

• Ability to sit, stand, concentrate and pay close attention to detail

Working Conditions

• Normal office environment with driving as large part of the day in the field, which includes visits to hospitals, skilled nursing & assisted living facilities, and patient’s homes, some in unsafe areas (escort provided).

• Exposed to adverse working conditions due to performance of patient care activities and exposure to communicable diseases

Patient & Workplace Safety

• Employee has knowledge and understanding of patient and workforce safety as it relates to job duties.

Patient Population

• Demonstrates competency in the delivery of care and applies the knowledge to meet age-specific needs if applicable.

Principal Duties and Responsibilities

• Prepares an individual sales plan based on the specific strategic goals and objectives defined in the Gilchrist annual strategic plan and budget.  Develops a tactical plan for approaching each prospective customer, facility, physician, hospitalist, care manager, RN.

• Conducts regular visits to targeted accounts for the purposes of increasing their knowledge, awareness and use of end-of-life services and promoting a preferred referral relationship with Gilchrist.  Is capable of conducting large, professional presentations as context experts in end-of-life services.

• Conducts liaison visits and informational sessions with patients/families as necessary and coordinates with the Access Department to expedite referrals. 

• Continually conducts customer needs assessments and gathers information on key customers, including referral/admission patterns and length of stay.  Identifies strategic partnership opportunities.

• Uses organizations’ contact management system, maintains account/contact information and enters all call activity within twenty-four of all visits.

• Communicates feedback from customers and their staff to Gilchrist personnel.  Resolves problems with customers and/or office staff via routine and “emergency” follow-up calls in order to evaluate the level of satisfaction and promote future business. Ensures issues are satisfactorily addressed.
• Develops and recommends marketing material and programs.  Promotes and increases the use of Gilchrist services.
• Participates in an annual referral satisfaction survey process.  Uses results to build annual sales plan for growth and improved customer service.

• Coordinates and introduces key personnel (e.g. directors, managers, and front-line staff) to key users and influencers of the service.

• Creates an educational in-service plan for all key accounts as defined mutually by the Manager, Business Development and Director of Business Development.
• Conducts Utilization Review meetings for all “key” accounts as defined mutually by the Manager, Business Development and Director of Business Development.
• Enters all complaints and concerns to the organization’s Quality Monitoring System.  Shares complaints data, quality outcomes and satisfaction data with all accounts.
• Uses RLX Data effectively.
• Participates as a member of the organization’s “Speaker’s Bureau”.
• Assists with the Philanthropy and Counseling and Support events and activities as appropriate
• Works collaboratively with all members of the Gilchrist staff to deepen relationships with key customers.
• Cross sells with Elder Medical Care (EMC)) representatives as appropriate.
• Managers, Business Development may be responsible for corporate account management and/or specialty service business development (e.g. hospital systems, LTC facility corporations, Gilchrist Kids)
• Participates in 80% of “All Staff” and Joint Clinical meetings annually.
• Attends all mandatory meetings including sales meetings.

All roles must demonstrate GBMC Values

GBMC Values

Value Description

Respect

I will treat everyone with courtesy. I will foster a healing environment.

• Treats others with fairness, kindness, and respect for personal dignity and privacy

• Listens and responds appropriately to others’ needs, feelings, and capabilities

Excellence

I will strive for superior performance in every aspect of my work. I will recognize and celebrate the accomplishments of others.

• Meets and/or exceeds customer expectations
• Actively pursues learning and self-development
• Pays attention to detail; follows through

Accountability

I will be professional in the way I act, look and speak. I will take ownership to solve problems.

• Sets a positive, professional example for others
• Takes ownership of problems and does what is needed to solve them
• Appropriately plans and utilizes required resources for various job duties
• Reports to work regularly and on time

Teamwork

I will be engaged and collaborative. I will keep people informed.

• Works cooperatively and collaboratively with others for the success of the team
• Addresses and resolves conflict in a positive way
• Seeks out the ideas of others to reach the best solutions
• Acknowledges and celebrates the contribution of others

Ethical Behavior

I will always act with honesty and integrity. I will protect the patient.

• Demonstrates honesty, integrity and good judgment
• Respects the cultural, psychosocial, and spiritual needs of patients/families/coworkers

Results

I will set goals and measure outcomes that support organizational goals. I will give and accept help to achieve goals.

• Embraces change and improvement in the work environment
• Continuously seeks to improve the quality of products/services
• Displays flexibility in dealing with new situations or obstacles
• Achieves results on time by focusing on priorities and manages time efficiently

Pay Range

Final salary offer will be based on the candidate's qualifications, education, experience and alignment with our organizational needs.

Equal Employment Opportunity

GBMC HealthCare and its affiliates are Equal Opportunity employers. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity and expression, age, national origin, mental or physical disability, genetic information, veteran status, or any other status protected by federal, state, or local law.