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Director of Business Development 

Hospital/Facility: Coral Gables Hospital
Location: Coral Gables, FL

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.

We have one common goal at Tenet - to provide excellent care to our patients.  Through our extraordinary caregivers who come to work every day and save lives, deliver babies and take care of people when they need it most, Tenet’s hospitals aim to provide the best possible care to every patient, with a clear focus on quality and service.  Focusing on quality is how we build sustainable value and growth over the long-term.  This has been and will be our competitive advantage.

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.  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 49 hospitals in 10 states; more than 100 outpatient centers; 13,216 licensed beds; 57,000 employees; 515,693 admissions; 4 million outpatient visits; and $9 billion net operating revenues.

http://www.tenethealth.com/

 

Coral Gables Hospital

Coral Gables Hospital is a 245-bed acute care hospital located at 3100 Douglas Road in the heart of historic Coral Gables. The community-based hospital serves South Dade County, Latin America and the Caribbean. Coral Gables Hospital offers a broad range of services, from primary care to surgery and specialty programs- including: Orthopedics, Urology, Comprehensive Diagnostics Services, Emergency, Outpatient Rehabilitation and more.

Gables Hospital is a 245-bed acute care hospital located at 3100 Douglas Road in the heart of historic Coral Gables. The community-based hospital serves South Dade County, Latin America and the Caribbean. Coral Gables Hospital offers a broad range of services, from primary care to surgery and specialty programs- including: Orthopedics, Urology, Comprehensive Diagnostics Services, Emergency, Outpatient Rehabilitation and more.

Coral Gables Hospital is fully accredited by the Joint Commission on the Accreditation of Healthcare Organizations, the nation’s oldest and largest hospital accreditation agency.

Awards In Excellence

American Heart Association “Get With the Guidelines-Heart Failure” 2011 – Gold Performance Achievement Award.

American Heart Association “Get With The Guidelines- Heart Failure” 2010- Gold Award Performance Achievement Award.

American Heart Association “Get With The Guidelines- Coronary Artery Disease (CAD)“ 2010- Silver Performance Achievement Award.

American Heart Association “Get With The Guidelines- Stroke” 2010 -Participating Hospital.

American Heart Association “Get with the Guidelines – Heart Failure” 2009 - Silver Performance Achievement Award.

CIGNA Quality Designations for Laparoscopic Gall Bladder Removal, Total Hip Replacement & Total Abdominal Hysterectomy.

Coral Gables Hospital is licensed by the state of Florida, approved to accept Medicaid, Medicare, and most HMOs, and is fully accredited by the Joint Commission on Health Care Organizations (JCAHO).

Specialized Services include:

Cardiovascular Services - Our well-equipped facility offers comprehensive diagnostics, screening and treatment for cardiac disorders such as angina, heart failure, heart rhythm disorders, hypertension and heart valve conditions.

Emergency Care - Always ready, our team of emergency physicians and nurses treat major and minor injuries, serious illness and potentially life-threatening emergencies. Our Quick Care Unit for minor injuries and illnesses better serve patients.

Neuroscience Center - Comprehensive spine program offers everything from rehabilitation and minimally invasive spinal surgery to diagnosis and treatment of various neurological disorders.

Oncology - We offer the latest diagnostic services for breast and prostate cancer--advanced screening and digital mammography, with protocols that ensure every mammogram is interpreted by two board-certified staff radiologists. Board-certified urologists conduct prostate screenings.

Orthopaedic Services - Our Hip and Knee Replacement Team--board-certified orthopaedists, registered nurses and support staff--provides advanced diagnostics, surgical care and follow-up in an atmosphere designed for patient comfort and ease.

Outpatient Rehabilitation Center - Whether patients are recovering from a sports injury, stroke, joint replacement surgery or other conditions, licensed physical and occupational therapists provide comprehensive care.

Urology Program - Our comprehensive program serves men and women. A leading center for penile implantation for men with erectile dysfunction, we also treat prostate disase, incontinence, kidney stones, and bladder disease. Our urologists offer lithotripsy, a noninvasive outpatient procedure designed to dissolve kidney stones.

 Outpatient Services - A team of experienced specialists deliver conventional, high-tech treatments and diagnostic tools, support services and integrated medicine.  Services include ambulatory surgery, bone density testing, digital mammography, gastroenterology (GI), endoscopy, gynecology, radiology/imaging and ultrasound.

Other Services include:

Ø  Echocardiography

Ø  Endoscopy

Ø  Gastrointestinal Services (GI)

Ø  Intensive Care Unit (ICU)

Ø  Interventional Radiology

Ø  Imaging & Radiology

Ø  Laboratory

Ø  Laser & Laparoscopic Surgery

Ø  Nuclear Medicine

Ø  Nutritional Services

Ø  Ophthalmology

Ø  Outpatient Services

Ø  Pain Management

Ø  Radiology

Ø  Penile Implantation

Ø  Physician Information/Referral

Ø  Surgical Services

Ø  Telemetry

http://www.coralgableshospital.com/en-US/Pages/default.aspx

 

Location

Coral Gables, Florida.

 

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.

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.

Fluency in both English and Spanish is preferred.

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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