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Director of Business Development 

Hospital/Facility: Spalding Regional Medical Center
Location: Griffin, GA

Description

 The Parent Company

Tenet Healthcare Corporation, through its subsidiaries, owns and operates acute care hospitals and related health care services across the United States.  Effective October 2013 Tenet Healthcare acquired Vanguard Health Systems, becoming the second-largest healthcare company in the United States in terms of revenue and employees.  The combined company will have 77 hospitals, 170 outpatient centers, 23,000 affiliated physicians, over 600 Conifer Health Clients, and more than 100,000 employees operating in 43 states.  Tenet Healthcare and Vanguard Health Systems have become one company, and we are united by a common purpose — to provide high quality care to people in the communities we serve. And together we have the resources and expertise to meet the healthcare challenges of the 21st century.

We are moving rapidly into a new world, one in which healthcare delivery will be fundamentally different from the past. We are ready for that future. Our caregivers and facilities are providing greater value and a wider range of services, from wellness to primary care to chronic care management, as well as urgent care, advanced diagnostics, outpatient surgery, rehabilitation, and of course, our core service, acute hospital care. Our health plans are providing affordable coverage options for families and employers, and Conifer Health Solutions is helping hospitals, employers and health plans improve the efficiency of their operations and the health of the populations they serve.

We strive also to be known for having exceptional integrity, being an excellent place to work for our employees and physicians, and delivering long-term value for our shareholders.  As we seek to improve the quality of patient lives, serve our communities, and provide an exceptional environment for our colleagues and affiliated physicians, we are guided by these five core values.  Quality; quality is at the core of everything we do and every decision we make.  Integrity; we manage our business with integrity and the highest ethical standards.  Service; we have a culture of service that values teamwork and focuses on the needs of others.  Innovation; we support a culture of innovation that creates new solutions for our patients, physicians and employees.  Transparency; we operate with transparency by measuring our results and sharing them with others.

We recognize that a balanced management approach is critical in achieving our mission, and base our goal and measurement system on a balanced scorecard consisting of five pillars: Service, Quality, People, Cost, and Growth.  Our balanced scorecard has been an important part of Tenet’s past success – and will be fundamental to our success going forward.  Ethics and Compliance are also key values to our company, and are the foundation to the five pillars.   

Additionally, we aim to be recognized – in both word and deed – as a leader in addressing the many difficult issues facing our industry.  Our focus on quality is just one example of this commitment.  We have also taken strong leadership positions on other health care issues of great importance, including joining ranks with other for profit hospital systems as a part of the Federation of American Hospitals to have a voice on critical issues on Medicare pricing, the uninsured, and quality.

Tenet, a publicly traded company listed on the New York Stock Exchange under the stock symbol THC, is one of the largest investor-owned health care delivery systems in the nation with 77 hospitals in 16 states; more than 170 outpatient centers; 20,326 licensed beds; nearly 4 million patients; over 100,000 employees; and $15.4 billion net operating revenues.

http://www.tenethealth.com/

 

Spalding Regional Hospital

Spalding Regional hospital is a 160-bed acute care facility that has been caring for the residents of Spalding, Pike, Lamar, Butts, and Henry counties for more than 100 years.

In the past few years, we opened a new Women’s Center with private patient suites; and a new Emergency Department, almost doubling the size and offering new amenities and technologies to best serve our patients and their families.  Other hospital services include a Joint Replacement Center, Primary Stroke Center, Interventional Cardiology, Imaging and Radiology Services, oncology services, and outpatient centers for rehabilitation, wound care and sleep medicine.

Spalding Regional Hospital Center is fully accredited with a Gold Seal by the Joint Commission, the nation’s oldest and largest accreditation agency.  Additionally, we consistently outperform state and national standards of quality care and have been named to the Chairman's Honor Roll from the Georgia Hospital Association.  Our hospital also currently hold awards and certificates from such distinguished institutions as the American Heart Association, American Stroke Association, The American College of Surgeons Cancer Program Accreditation, and others.

About Joint Commission Accreditation

Spalding Regional Hospital is committed to providing the highest quality of care and services to the patients we serve.  We work to continuously improve the quality of care that we provide to all of our patients and your input is an important part of that process. http://www.spaldingregional.com/en-US/Pages/default.aspx

Location:

Griffin, Georgia.

The Position

Reporting Relationships

The Director of Business Development reports to the Chief Executive Officer of the facility, with a dotted line to the Regional Vice President of Business Development.  Reporting to the Director of Business Development are 3-5 FTEs with responsibility for: business development, planning and analysis, physician “sales,” marketing, internal and external communications, community liaison.

As a leader in healthcare, Tenet is committed to providing the best possible care to every patient, with a clear focus on quality and service.  Strong leadership is essential to delivering on this commitment, and we believe that the quality of our leaders can give us a significant long-term competitive advantage.  We want to ensure every current and future leader in Tenet is successful, and we support that through our selection and hiring process and by providing coaching and training to our leaders.

In this regard, we have identified core attributes that will enable a leader to succeed at Tenet, and have defined them within five areas critical to performance:

Use Astute Judgment

Ø  Demonstrates exceptional financial management and analytical skills while leading the annual business planning process and preparing forecasts.

Ø  Identifies and vets new business opportunities based on research and analysis.

Ø  Establishes bold business development plans that are consistent with the law and Tenet’s ethical standards while maximizing business growth potential.

Ø  Monitors inpatient and outpatient volume metrics, physician admission and referral patterns, and revenue generation to either encourage or correct action plan implementation.

Ø  Ability to generate analysis and insight based on facility and market data (e.g. market share, state data, ST2).

Drive Organizational Success

Ø  Executes effective marketing plan that create a “Quality” differentiation in the market, yields profitable business results and builds physician loyalty.

Ø  Establishes aggressive and realistic physician sales program priorities, strategies, and metrics while monitoring progress to plan and identifying results delivered.

Ø  Employs, motivates and manages the right people to build the right relationship and deliver the right results.

Ø  Establishes and influences others to achieve aggressive goals, targets, and metrics consistent with strategic and operational objectives.

Ø  Leads efforts that ensure educated consumers make good care option decisions and increase patient satisfaction.

Align the Organization

Ø  Builds consensus and commitment across disparate managers, physicians and facility partners with often competing priorities.

Ø  Demonstrates excellent formal presentation and interpersonal communication skills that result in understanding and commitment to business development initiatives.

Ø  Motivates managers to work cross functionally to achieve business development goals and effect necessary change.

Ø  Creates and manages an effective sales pipeline that delivers on business development targets.

Ø  Leads senior executive team in advancing the facility’s short and long term business growth plans while minimizing distractions and complacency.

Ensure Collaboration

Ø  Leads collaborative partnerships among community based facilities and clinics that result in effective referral patterns and care redirection.

Ø  Maintains high visibility among physician community and earns a reputation for effectively listening and leading facility change efforts that build physician loyalty and enhance the patient experience.

Ø  Effective in achieving and promoting a collaborative approach to problem resolution.

Ø  Cultivates and develops relationships with local employers (e.g. Health Promotion, Managed Care).

Shape Strategy

Ø  Leads in development and implementation of facility business strategy & market position (e.g. analyzes market dynamics and market share, tracks product line performance, gathers competitive intelligence).

Ø  Assesses market and questions current business development strategy as appropriate to lead to generation of innovative ideas to improve current business plan and achieve results.

Ø  Builds targeted sales and marketing lists that identifies and targets new opportunities for market and revenue growth.

Ø  Plans, organizes and directs strategies that develop physician relationships and physician manpower plans consistent with internal development plans and external community need.

Ø  Identifies, vets and secures commitment to new inpatient and outpatient services and programs that deliver measurable business growth.

Ø  Effectively leads, partners and advises CEO in the development and execution of short and long term business growth strategies.

DBD Responsibilities

The Director of Business Development has responsibility for all aspects of business development, including growth of facility admissions and market share; physician development, recruitment and redirection; clinical program development; business planning, decision support and analytics; marketing and communication.  Key responsibilities include:

§  Business Strategy/Business Planning - Leadership for the development and implementation of the facility’s business strategy & market positioning.  Ongoing analysis of market dynamics and market share changes, product line performance and overall tracking of business initiatives and competitive intelligence.  Responsibilities include translating data and analysis into realistic business strategy.

§  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:

Ø  In conjunction with CEO, monitoring inpatient and outpatient physician volume metrics on a monthly basis;

Ø  Discussing volume variances with physicians;

Ø  Establishing physician recruitment priorities based on an internal development plan (service line and medical staff) and an external community needs assessment;

Ø  Developing processes for successful physician recruitment and/or employment; implements as necessary;

Ø  Providing leadership for structured physician sales program – develops strategic priorities and sales plan using internal strategies and data; understands practice patterns, solicits opinions, promotes new services, monitors results;

Ø  Providing leadership for cultivating and developing relationships with local employers as it pertains to health promotion and managed care contracts;

Ø  Providing leadership for cultivating and developing referral relationships with other facilities, including nursing homes and other facilities.

§  Program Development – Responsibility for identifying new business opportunities based on research and analysis.  Specific responsibilities include concept development & analysis; preparing volume and 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.

§     Marketing – Overall responsibility for developing and implementing marketing plan to promote facility’s business initiatives to constituents.  Specific responsibilities include:

Ø  Conducts marketing research;

Ø  Oversees proactive and reactive media relations to enhance perception and preference for the facility;

Ø  Manages the development of screenings and seminars to promote targeted clinical services;

Ø  Directs the development of effective advertising/promotional campaigns and collateral consistent with facility’s business plan;

Ø  Directs all web-based communications including the facility web-site;

Ø  Represents facility in community organizations and events, including chambers, planning board meetings, non-profit boards;

Ø  Tracks effectiveness of marketing programs;

Ø  Provides direction for the facility’s foundation annual giving plan.

Compensation

A comprehensive, competitive, compensation program will be tailored to the selected candidate.  Base salary will be supplemented by a performance bonus and well-rounded benefits program, which includes relocation assistance.

            Travel

Minimal.

 

Qualifications

The Candidate

Education/Certifications

An undergraduate degree is required and a graduate degree, ideally in Marketing or Business Development, is preferred.  .

 Required Background Experience

Five years’ healthcare management level experience in strategic planning, business development, market research or related executive area.

Knowledge of healthcare organization and administration and of standards and laws applicable to managing business development and planning issues with facility operations.

Knowledge of health care, strategic and financial planning.

Proven financial management skills, capable of reaching closure and timely accomplishment of objectives with a focus on P & L.

Knowledge of principles of interactive planning, participatory management and influence management.

Skilled at executing strategy and problem solving; asks the right questions, follows up and determines the facts, setting priorities based on business opportunity.  Skilled at spotting trends and developments.  Able to direct the development of business plans and proformas.

Ability to build targeted sales and marketing lists, research in-depth business profiles on prospects and competitors, analyze market research and identify new opportunities and prospects for financial growth.

A high energy leader capable of creating and managing an effective sales pipeline and creating powerful marketing campaigns to deliver high quality and profitable business results.  An individual who is also able to develop and manage customer relationships and build loyalty, as well as develop new business leads.

Professional Attributes

Strong project management skills and follow-through from vision to execution, with measurable results to the bottom line.

An individual highly motivated to work cross-functionally in order to accomplish goals and effect change.  Someone skilled at uniting various constituencies to work together harmoniously to achieve high quality patient care.

One who believes in reaching out to physicians in a unique and innovative manner.  He/she strives to be inclusive with physicians on key decisions and meets frequently with physicians to ascertain their needs.

Excellent at team building and motivating people.  Able to identify the right people to execute strategic opportunities and motivate people to act whether they are peers, subordinates, physicians or administrators.  Skilled at accomplishing goals through others.

Someone who understands the dynamics and politics of a hospital environment and has the ability to navigate between disparate entities to successfully unite constituencies toward a common cause.

An individual who is a “pre-emptive communicator” and one that strives to proactively address issues before they become problems.

Personal Attributes

Excellent interpersonal skills; a dedicated listener, comfortable in a variety of settings dealing with diverse constituencies; a broad thinker. The ability to communicate clearly and effectively both verbally and in writing.

 An individual of highest personal and professional integrity, principle and knowledge, earning respect and support when making difficult decisions and choices. Able to establish immediate credibility with peers, senior leadership, medical staff and the Board.

 A collaborative and operational manager who will give employees a voice and encourage full participation of all team members.

A team player, good listener and consensus builder who truly values the input of others and their contributions, and positively responds to such input.

 

Please apply at executive.search@tenethealth.com

 

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