Welcome to Baptist Health Brookwood Hospital

Baptist Health Brookwood Hospital is a 595-bed comprehensive healthcare facility known for providing a wide range of medical services and specialized care to the Homewood community and beyond. Our dedicated team of physicians, nurses, clinicians and medical professionals are committed to delivering quality and compassionate care.

Accredited by The Joint Commission, Baptist Health Brookwood Hospital is recognized for excellence in stroke care, cardiovascular services, rehabilitation, bariatrics, surgical care including minimally invasive procedures and is one of the largest providers of psychiatry care in the state. We have earned Primary Stroke Center certification from The Joint Commission and Get With the Guidelines® Gold Plus Achievement in Stroke from the American Heart Association. Our bariatric program is accredited by the American College of Surgeons Metabolic and Bariatric Surgery Accreditation and Quality Improvement Program (MBSAQIP) as a Comprehensive Center.

The campus also includes the Women’s Medical Center, providing full-service care for women at all stages of life, including gynecologic surgery, maternity, and a labor and delivery unit with a Level III NICU. The center holds Advanced Certification in Perinatal Care from The Joint Commission.

Learn More: Baptist Health Brookwood Hospital

PHYSICIAN RELATIONS MANAGER

Position Summary
Responsible for promoting the physicians and clinical services of the assigned Orlando Health entities (“OH”) facility or service line to OH
employed, OH Network, and non-employed referring healthcare providers in the target market. Accountable for developing,
implementing, and closing all clinical sales campaigns in accordance with strategic initiatives of the assigned OH facility or service line.

This role would be great for a new team member that has some with experience working in primary care offices, strong communication skills, strategic thinking abilities, initiative, creativity, winning attitude, and experience in successfully completing projects with some level of ambiguity.

Essential Functions
• Works with the Assistant Vice President and/or Manager, Physician Relations in developing and maintaining the tactical sales plan in
alignment with the strategies and goals of the assigned OH facility or service line.
• Develops and maintains comprehensive understanding of healthcare trends, physician issues and requirements, insurance/payer
trends and status, and OH physician integration and patient referral processes across all clinical service lines.
• Serves as the principal account manager / liaison between the assigned OH facility or serves line with OH employed, OH Network,
and non-employed referring healthcare providers.
• Serves as the subject matter expert for the department for the assigned OH facility or service line. Maintains knowledge of the
development of new programs, services, and clinical expertise by shadowing physicians of all specialties and respective service line
leaders. Coordinates and oversees clinical education with OH employed, OH Network, and non-employed referring healthcare
providers in the geographically assigned territory.
• Maintains the competitive differentiation document of the assigned OH facility or for the service line. Provides core messaging and
education for the assigned OH facility or service. Communicates referring physician operational or access issues; collaborates on issue
resolution and timely communication back to the referring physician.
• Educates OH physicians on best practices in follow-up and communication with referring physicians.
• Coordinates the execution of Continuing Medical Education (CME) events in accordance with the sales plan for the assigned OH
facility or service line.
• Participate and present at leadership meetings as scheduled by the assigned OH facility or service line administrators.
• Provides Return on Investment (ROI) metrics on sales activities to the assigned OH facility or service line administrators.
• Collaborates with Marketing, Community Relations, Media, and Public Relations to highlight our physicians in earned media and
publications for their differentiation in the market
• Communicates opportunities and market trends to appropriate management/staff in a timely manner and on a regular basis.
• Communicates trends in issues/ barriers to referring physicians and collaborates with administrative staff to identify potential
solutions.
• Communicates opportunities to expand service locations in the community.
• Responsible for the Physician Relationship Management (PRM) system by inputting accurate and detailed date, internal and external
customer/field contact notes, issues, proposed resolution, and timing.
• Maintains reasonably regular, punctual attendance consistent with OH policies, the ADA, FMLA and other federal, state and local
standards.
Conducts Analysis to Develop Target Lists; Develops and Maintains Strategic Account Management Plans.
• Obtains and analyzes relevant and timely internal referral and external claims data to prioritize targeted physician groups in
accordance with the overall strategy of the assigned OH facility or service line.
• Develops and executes account management plans for high potential customer groups; communicates plans to all involved and
follows through to coordinate and execute plans.
• Oversees collaboration with other geographically assigned PRMs and other departments to schedule meetings with the referring
physicians to ensure a coordinated approach to developing customer relationships.
Conducts Effective Customer Sales Meetings
• Conducts pre-call planning for office visits to define objectives, plans discovery questions, anticipates objections and prepares an
effective approach. Engages the physicians in pre-call planning to optimize the time spent on sales calls.
• Coordinates the schedules of service line physicians with the outreach team to prevent schedule conflicts and meeting cancelations.
• Educates physician practices on relevant clinical services offered through the continuum of the service line.
• Implements a consultative approach to probe for needs of the customer.
• Effectively communicates the competitive differentiation of the assigned OH facility or service line.

• Identifies opportunities to provide value-added resources to physicians and their office staff.
• Educates office staff on process to refer patients and obtain patient records.
• Follow-up with referring physicians and office staff at the appropriate intervals post-call to reinforce message.

Other Related Functions
• Assists in planning and executing community events.
• Develops ties with professional associations.
• Maintains compliance with all Orlando Health policies and procedures.

Education/Training
Bachelor’s degree is required.

Licensure/Certification
None.

Experience
Three (3) years of experience in the healthcare industry or related area. Sales/marketing specific background with focus on consultative selling. A master’s degree in marketing, business, healthcare administration or related field, may substitute for up to two (2) years of the required experience. Four (4) years of experience in the healthcare industry or related area may substitute for
bachelor’s degree.