Luminis Health Gilchrist Lifecare Institute - Business Development Manager

Anne Arundel Health System - Lanham, MD

Full-time - Mid Level

Lanham, MD

About the position

The Business Development Manager at Luminis Health Gilchrist Lifecare Institute plays a crucial role in promoting and enhancing business activities with both new and existing physicians. This position operates under limited supervision and requires daily interaction with physicians and their office staff to gather feedback regarding the services offered by Gilchrist. The ideal candidate will have a strong background in healthcare, marketing, and customer service, with a focus on building and maintaining positive relationships with clients. The role involves preparing an individual sales plan aligned with the Gilchrist annual strategic plan and budget, developing tactical approaches for engaging prospective customers, and conducting regular visits to targeted accounts. The Business Development Manager will be responsible for increasing awareness and usage of end-of-life services, promoting preferred referral relationships, and conducting professional presentations as a context expert in these services. Additionally, the manager will conduct customer needs assessments, identify strategic partnership opportunities, and maintain detailed records of account activities. The position also requires effective communication of customer feedback to Gilchrist personnel, resolving issues, and developing marketing materials and programs to enhance service usage. Participation in annual referral satisfaction surveys and collaboration with various stakeholders within the organization are also key components of this role.

Responsibilities

• Prepares an individual sales plan based on the specific goals and objectives defined in the Gilchrist annual strategic plan and budget.
• Develops a tactical plan for approaching each prospective customer, facility, physician, hospitalist, care manager, RN.
• Conducts regular visits to targeted accounts to increase knowledge, awareness, and use of end-of-life services.
• Conducts large, professional presentations as context experts in end-of-life services.
• Conducts customer needs assessments and gathers information on key customers, including referral/admission patterns and length of stay.
• Identifies strategic partnership opportunities.
• Maintains account/contact information and enters all call activity within twenty-four hours of all visits.
• Communicates feedback from customers and their staff to Gilchrist personnel.
• Resolves problems with customers and/or office staff via routine and emergency follow-up calls.
• Develops and recommends marketing material and programs to promote Gilchrist services.
• Participates in an annual referral satisfaction survey process and uses results to build the annual sales plan for growth and improved customer service.
• Coordinates and introduces key personnel to key users and influencers of the service.
• Creates an educational in-service plan for all key accounts.
• Conducts Utilization Review meetings for all key accounts.
• Enters all complaints and concerns into the organization's Quality Monitoring System and shares data with all accounts.
• Participates as a member of the organization's Speaker's Bureau.
• Assists with Philanthropy and Counseling and Support events and activities as appropriate.
• Works collaboratively with all members of the Gilchrist staff to deepen relationships with key customers.
• Cross sells with Elder Medical Care (EMC) representatives as appropriate.
• Participates in 80% of All Staff and Joint Clinical meetings annually.

Requirements

• Bachelor's degree in a related field or equivalent experience.
• Three years' experience working in a healthcare environment, including direct experience with physicians.
• Experience in marketing, customer service, and/or public relations.
• Knowledge of planning principles and techniques.
• Knowledge and experience in healthcare delivery systems.
• Skill in marketing and public relations analysis.
• Skill in organizational and quantitative analysis methods.
• Advanced skill in oral and written communication.
• Ability to build, promote, and maintain positive relationships with customers.
• Ability to present before small and large groups.