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Director, Business Development 
Market: Hilton Head
Hospital/Facilities: Hilton Head Hospital and Coastal Carolina Hospital
Location: Hilton Head and Hardeeville, SC

Description

Responsible for all aspects of business development, including: growth of Inpatient and Outpatient market volume and market share; physician manpower development, recruitment & redirection; physician alignment platforms; clinical program/service line development; business planning and market –wide strategy development and implementation; decision support and analytics; marketing, public relations and communications.  Responsibilities include:

Business Strategy/Business Planning - Leadership for the development and implementation of the market’s business strategy & market positioning to grow profitability and market share. Ongoing analysis of market dynamics and market share changes, product line performance and overall tracking/ accountability for annual business initiatives and competitive intelligence.  Responsibilities include:

  • Translating data and analysis into realistic business strategy
  • Developing annual Business Plan and tracking monthly progress towards goal achievement
  • Completing monthly operating review (MOR) reports and related analysis

Physician Alignment - Leadership for assessing appropriate platforms to align physicians with the market hospitals.  Specific responsibilities may include:

  • Recommending IT solutions including mobile applications to improve physician satisfaction and quality outcomes
  • Developing co-management agreements and benchmarks
  • Leads the market’s Medicare  bundling Initiatives
  • Developing 1206 (d) clinics
  • Evaluating joint venture opportunities

Physician/Relationship Development – Responsibility for planning, organizing and directing activities aimed at improving relationships with local physicians and retaining and growing physician volume.  Specific responsibilities include:

  • In conjunction with CEO, monitoring inpatient and outpatient physician volume metrics on a monthly basis.
  • Discussing volume variances with physicians
  • Establishing annual physician recruitment priorities based on an annual Manpower Plan that addresses internal service line needs while based on an external community needs assessment
  • Developing processes for successful physician recruitment, retention, and/or employment; Provides direction to the market’s physician recruiter.  Provides leadership to successfully on-board new recruits.
  • Submitting White Papers and developing LOIs for physician service agreements and practice acquisitions
  • Providing leadership for structured physician relations program– develops strategic priorities and sales targeting plans using available data; hires, orients and trains staff;  establishes individual PRM goals by understanding practice patterns, physician preferences, service needs and hospital’s quality metrics and competitive differentiation; monitors results; oversees performance metrics
  • Identifying physician targets for redirection
  • Providing leadership for cultivating and developing relationships with local employers as it pertains to business to business sales, health promotion and managed care contracts
  • Providing leadership for cultivating and developing referral relationships with other facilities, including, but not limited to, nursing homes & other hospitals.

Program Development – Responsibility for identifying new business opportunities based on research and analysis.  Specific responsibilities include concept development, analysis, and White Paper completion; preparing volume & financial projections; working with operations on program implementation.  Also responsible for tracking & coordinating local and state regulation as it pertains to programs in CON states.  Responsibilities include:        

  • Researching appropriate new service lines and or service line extensions
  • Analyzing market demand for program and fit with organization
  • Developing CERs

Marketing – Overall responsibility for developing & implementing annual marketing plan to promote hospital’s business initiatives to constituents.  Specific responsibilities include:

  • Conducting marketing research
  • Overseeing proactive and reactive media relations to enhance perception and preference for the hospital
  • Managing the development of screenings and seminars to promote targeted clinical services
  • Directing the development of effective advertising/promotional campaigns & collateral consistent with hospitals’/ market’s business plan
  • Directing all web-based and digital communications including the hospitals’ web-sites
  • Representing hospitals in community organizations and events, including chambers, planning board meetings, non-profit boards.
  • Tracking effectiveness of marketing programs; is accountable for ROI on marketing tactics
  • Providing direction for the market’s annual charitable giving plan

  Reporting Relationships

  • The CDO/DBD reports to the CEO, with a dotted line to the Regional Senior Director of Business Development.  The CDO/DBD is a member of the hospital A-team.
  • Reporting to the CDO/DBD are FTEs with responsibility for data analytics, business planning, physician relationship management, marketing, public and community relations, physician recruitment (direct reports vary by hospital and market.)

 Qualifications

A Master’s degree in Health Care Administration, Business Administration or related discipline is preferred; a Bachelor’s degree is required.

Ten years of health care experience in strategic planning, business development or related area. Investor- owned experience is a plus.

Character

  • Is proactive, responsive and accountable:  possesses strong interpersonal and leadership skills, knows how to work collaboratively with others to get things done; can manipulate through complex situations.  Is politically astute and a consensus builder; capable of working successfully in a matrix organization.
  • Track record of being highly organized and able to balance multiple responsibilities in a timely fashion.

Capacity

  • Perceived by constituents as a senior leader; has executive level professionalism and potential.

Competency

  • Understands the health care industry, local market place dynamics and overall hospital strategy and operations; keen understanding of physician relationships and practice patterns (and managed care for CA facilities). 
  • Skilled at executing strategy and problem solving; asks the right questions, follows-up and determines strategy based on facts; knows how to use analytical tools.  Proficiency in excel and data management tools.
  • Stays current on latest trends in health care, including but not limited to physician relationship development, reimbursement, managed care and clinical program development.
  • Strong analytical skills and the ability to produce required reports and meet deadlines with a high degree of accuracy and efficiency.

 Communication:

  • Excellent oral and written communication skills

 

 Please apply at executive.search@tenethealth.com

 

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