- Creator and leader of a Physician Relationship Management program for 45 Ambulatory Surgery Centers including Surgical Hospitals within an assigned region which generated over 177,000 outpatient surgical cases and over $240 million in net revenue
- Initiate leadership roles to provide ongoing training, coaching and motivation of representatives by sharing tactics and years of expertise
- Provide initial and ongoing sales training for Physician Relationship Management representatives
- Developer of Territory Management Plans and volume growth/sales and marketing plans that yielded 13% growth in an industry that shows flat to 1% volume growth
- Part of a management team with a budget responsibility of $98 million in net revenue, $19 million EBITDA
- Supporter in the joint venture process with one of nation’s premier medical schools, Baylor College of Medicine, to improve volumes of a Surgical Hospital in Houston by 194%
- Develop, direct and implement regional sales and marketing plans to improve and expand the organization's strategic market position and to achieve growth and financial profitability with new and existing clients such as physicians, payers and employers
- Oversee staff recruitment, hiring, training, supervision and appraisals; develop job descriptions and advertise open position announcements; address employee issues with confidentiality
Physician Relationship Management
Strategic Planning
- Establish and maintain effective working relationships with affiliated and employed physicians and their staff
- Routinely meet with key physicians, clinicians and hospitals service lines to build collaborative relationships and generate positive revenue streams
- Serve as point of contact and liaison between, patients, administrative staff, physicians and nurses to facilitate proper lines of communication and expedite problem resolutions
Physician Retention
- Assisted in the expansion of a Division from 5 to 11 Ambulatory Surgery Centers, 6 of which were de novo
- Establish and perform formal presentations to hospital executives, physician boards and Board of Director members and complete all follow-up activities to create win-win business investments
- Work as a team member and assist C-Suite Executives in short-term and long-range strategic physician initiatives as it pertains to an organization's mission, vision and values
- Monitor and analyze quality indicators of surgical outcomes in order to compare facilities to industry standards for regional marketing campaigns
- Continuously connect with industry associations and colleagues to acquire knowledge to prepare a pro-active approach to trends, regulatory and legal issues affecting clients
- Assist with physician product/service development and integrating physician needs into strategic planning process
- Create and regularly evaluate a formal strategic plan to accommodate physician product/service developments and integrating physician needs
Physician Employment and Affiliations
- Assist in recruiting and contracting of employed and independent physicians
- Develop and implement programs and strategies to attract and integrate new physicians
- Recruit physicians to become investors in the Ambulatory Surgery Center arena
Physician Performance and Market Analysis
- Identify and evaluate PRM program performance, physician input and analysis of market activity data
- Generate monthly performance and quarterly physician sales targets and identify future activities and opportunities
- Identify, communicate, and coordinate opportunities and issues to appropriate management personnel
Physician Practice Development
- Consult with existing physicians on practice enhancement, recruitment, expansion and/or succession planning
- Plan educational and promotional co-marketing activities to physician practices to drive patient volumes and future referrals