Market Development Representative

Baylor St. Luke’s Medical Center is an 881-bed quaternary care academic medical center that is a joint venture between Baylor College of Medicine and CHI St. Luke’s Health. Located in the Texas Medical Center the hospital is the home of the Texas Heart® Institute a cardiovascular research and education institution founded in 1962 by Denton A. Cooley MD. The hospital was the first facility in Texas and the Southwest designated a Magnet® hospital for Nursing Excellence by the American Nurses Credentialing Center receiving the award five consecutive times. Baylor St. Luke’s also has three community emergency centers offering adult and pediatric care for the Greater Houston area.

The Market Development Representative (MDR) will develop, maintain and sustain close connections and communication with community physicians, with regard to targeted Hospital/Market services and service lines growth goals. The MDR will become acutely knowledgeable in specified service lines to increase interest in and awareness of those services.

ESSENTIAL KEY JOB RESPONSIBILITIES

• Understands and executes growth goals to achieve monthly, quarterly and annual metrics.
• Provides weekly, monthly and quarterly reports to Leadership and provide input into the monthly and quarterly operating reports (MOR) on sales encounters and activities tracking to specified predetermined goals in specified timelines. Develops along with leadership the bridge plan if the metrics are not being achieved.
• Allocates the majority time to building existing and new relationships with physicians or key individuals; proactively identifies needs and presents ways that Hospital/Market service lines can add value to physician/client service needs.
• Researches physician clients, gathers market and physician/specialty information from internal sources, researches needs and growth initiatives of service line; creates physician/practice profile prior to initial visit. Performs sales calls and visits with community physicians, their office staffs on a routine and consistent basis, and within guidelines set by the Executive Director of Market Development (EDMD). Coordinates internal sales activity with others who have responsibility for sales efforts such as laboratory, radiology, out-patient services etc., enabling appropriate call schedules.
• Maintains excellent working relationships with all physicians and their staff, facilitating problem resolution as identified by the client while promoting and utilizing the most efficient and appropriate communication tools and developing an approach that will address the individual physician’s preferences.
• Reports issues to the EDMD, the appropriate Service Line Director and Hospital Leadership to identify root cause and problem resolution. Responds as directed by administration to situations requiring immediate attention.
• Participates in monthly meetings lead by the EDMD with service line directors and other key hospital personnel to coordinate activities, share visit information gathered and set target lists for future sales activities. Maintains issues and status completion log from each meeting and provide appropriate follow-up with internal and external customers.
• Maintains encounter file of visits and discussions to enable prompt follow-up and monitoring utilizing account management platform.

Will support Baylor St. Luke's Medical Center: Focused on Kidney Transplant services.

Required Education and Experience:

• Bachelor's degree. (Equivalent experience (4 years professional level) may be considered in lieu of degree.)
• Three (3) years sales experience preferably in physician recruitment and/or medical/pharmaceutical sales

Minimum Knowledge, Skills, and Abilities:

• Excellent communication skills both verbally and in writing with the ability to communicate with physicians, and other professionals.
• Excellent interpersonal skills and the ability to maintain good working relationships with the general public, physician office personnel, hospital departments, volunteers and other providers.
• Strong analytical and critical thinking skills.
• Skillful in exercising initiative and judgment in organizationally and politically sensitive situations.
• Strong follow through and results tracking to achieve measurable targets.
• Ability to identify problems and work collaboratively with physicians and hospital management and hospital 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.
• Experience in building and initiating physician relations preferably through a sales orientation.
• Understands 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.
• Excellent time management and organizational skills.

Disclosure Summary:

The job summary and responsibilities listed above are designed to indicate the general nature of the work performed within this job. They are not designed to contain or be interpreted as a comprehensive inventory of all job responsibilities required of employees assigned to this job. Employees may be required to perform other duties as assigned.