The Executive Director Market Development (EDMD) leads and develops a team of Market Development Representatives (MDR) and directs the development of sales plans designed to increase volume, market share and contribution margin in alignment with the strategic service lines selected as well as hospital and market goals.
Manages the departmental budget through fiscal responsibility and integrity; ensures appropriate allocation to individual hospitals and overall market and provides regular monitoring of spending by each MDR.
Principal Duties and Accountabilities: Develops and manages individual and/or a team of MDR’s who will lead the organization/markets in continuing service line and smart growth goals.
Establishes annual Sales goals based on expected Return on Investment (ROI) as determined by CommonSpirit Health.
Directs the development of sales plans designed to increase volume, market share and contribution margin in alignment with the strategic service lines selected as well as hospital and market goals.
Oversees the MDR team to ensure consistent and meaningful sales calls on targeted physicians, physician practices and those physicians who have split patient volume practice patterns.
Collaborates with local hospital and/or division executive leadership to ensure sales team activities are aligned with leadership goals.
Utilizing internal and external data, EDMD will identify opportunities within a market’s Integrated Delivery Network (IDN) for the Sales team to leverage growth opportunities.
Partners with Physician Enterprise leadership, and providers, to enhance and maximize network integrity.
Qualifications Education and Experience: Bachelor’s degree required – Master’s preferred Minimum of seven (7) years of sales experience, preferably in physician recruitment and/or medical/pharmaceutical sales Minimum of three (3) years of experience managing/supervising staff OR Letter of recommendation from Facility/Market CEO and CSH SVP of Sales (internal candidate) Excellent communication skills both verbally and in writing with the ability to communicate with physicians, other professionals and direct reports Excellent interpersonal skills and the ability to maintain strong and effective working relationships with the customers and direct reports Experience in building and initiating physician relations preferably through a sales orientation.
Strong analytical and critical thinking skills.
Skillful in exercising initiative and judgment in organizational and politically sensitive situations.
Strong follow through and results tracking to achieve measurable targets.
Proven ability to identify problems and work collaboratively with physicians and hospital management, and personnel, to develop solutions (problem resolution).
Ability to manage conflict and facilitate change processes.
Ability to maintain strict confidentiality in all job-related matters.
Must have knowledge of computers and be software literate.
Skilled at working with formal account management tool such as Salesforce or ACT or proprietary tool Expert knowledge of the anatomy of the sales call, opening, probing, proving, closure and asking for the “sale” with comfort utilizing this process on a consistent basis.
Knowledgeable of Stark, Anti-trust and kickback laws and regulations and applies these requirements in oral and written communication.