Provider Relations Representative

Job Title

Provider Relations Representative

Department

Marketing

Reports to

Sales and Marketing Manager

Status

Full Time/Exempt

Position Summary

The Provider Relations Representative is responsible for the development and maintenance of a network of providers within an assigned territory, including the coordination of sales activities that promote and increase referral volume from that territory to our 17 outpatient imaging centers in the Valley. This individual will identify and appropriately cultivate potential referral sources, maintain excellent relationships with existing referral sources, and continuously maintain and monitor the tracking, analyzing and reporting of this information. The goal of this position is to use promotional activities, referral connections and in-person visits to solicit and secure sales and/or commitments to engage SMIL’s services, grow existing sales, and make new sales through referrals and overall promotion activities.

Detailed Responsibilities

1. Actively seeks opportunities to increase the growth of business with the assigned communities and takes appropriate action. Identifies potential referral sources and appropriately cultivates them. Maintains excellent relationships with existing referral sources. Identifies issues and opportunities for improvement. Actively seeks and obtains any related information from referral sources. Functions as a liaison between the organization and referral sources. Secures sales and/or commitments to engage SMIL’s services.
2. Maintains an accurate daily account regarding interaction and field visits with providers in the client records management database as well as creating reports to analyze and monitor this information utilizing CRM tools.
3. Maintains on-going relationships with providers, office staff and other patient referral sources for the purpose of renewing sales, increasing sales to existing clients, securing commitments from new clients, resolving any identified problems with services/results, to assist in the development and maintenance of product knowledge and to obtain feedback regarding services and satisfaction for both providers and patients.
4. Coordination and participation in community events and provider relations activities. This includes, but is not limited to trade show booths, continuing medical education (CME) programs for providers, employee health fair events, provider conferences and educational opportunities, campaigns, professional networking forums, provider open house events, provider associations and organizations as well as activities promoting both provider and community awareness. These events and activities are opportunities to secure sales or commitments from clients and potential clients.
5. Management and disbursement of promotional materials including, but not limited to brochures, newsletters, corporate branded materials, general and specialty referral forms and other marketing materials to secure sales or commitments.
6. Development and management of an individual territory business plan (in conjunction with a Diver database) that analyzes data to monitor referral volumes and support visit planning and target marketing activities to increase sales.

Specific Job Knowledge, Skill, and Ability

1. Management of Territory Business Plan – Consistently demonstrates competency and leadership through effective management of territory by utilizing individual business plan.
2. Referral Volume Data – Demonstrate understanding and importance of focusing on referral volume data as the basis for visit planning. Consistently utilize key reports (Sales Force, Diver, RIS, in overall management of territory). Monitor increases and decreases as they are happening to plan effective visits.
3. Individual Business Plan – Demonstrate competency in correctly entering appropriate data each month to update individual plan. 
4. Visit Planning – Demonstrate strategic thinking by planning visits before going out in the field. Work from individual business plan and key reports (Sales Force, Diver and RIS) in combination with target market initiatives and geographic proximity to efficiently and effectively target appropriate offices.
5. Field Productivity – Consistently achieve defined number of office visits as outlined in departmental expectations, 12 office visits per day (avg) with the goal of securing actual sales or commitments to use SMIL’s services, beyond simply stimulating the sales of the company in general.
6. Organization – Demonstrate consistent organization in the field. Car to be well organized and adequately supplied allowing appropriate materials to be provided to each office. Materials are professionally presented, not ruffled, torn, or dirty.
7. Target Marketing – All visits should be done with an objective in mind. The intent is to make field productivity relevant to the objectives which should be accomplished. SMIL seeks quality visits, combined with quantity – not merely quantity of visits. Efforts should be aimed at demonstrating the value of SMIL’s services as a basis for securing sales and commitments to use SMIL’s services.
8. Presentation – Target marketing efforts should be well-organized and succinct. Ideas and information to be expressed clearly using professional and appropriate language which is most relevant to the referring practice and with respect for their available time.  
9. Physical Performance – 
10. Office Visits - Consistently perform the physical expectations of the position by efficiently distributing necessary marketing collateral to the expected number of referring practices.
11. Health Fairs/Special Events – Consistently perform the physical expectations of the position when marketing SMIL at employer and community-based health fairs and special events.
12. Client Records Management – Consistently record office visit notes in Sales Force either after each visit or at the end of each day. Demonstrate an understanding that visitation notes are SMIL’s relationship equity and are vital records.
13. Quality of documentation – Provide an accurate and effective level of detail to notes. Demonstrate the connection between referral volume increases or decreases as may relate to the relationship/visitation notes. Accurately record marketing collateral provided to offices in addition to subject matter (target marketing) discussed. Record sales or commitments to use SMIL’s services by directly inputting information to record sales and commitments secured.
14. Marketing Reporting – 
15. Consistently provide appropriate and relevant feedback to SMIL management on developments in territory as may relate to referral volume or strength of relationship.
16. Demonstrate an understanding of the importance of being aware of developments with competitive imaging centers.
17. Demonstrate a professional level of reporting, documenting information free of typos and grammatical errors. 
18. Utilization of tools provided –
19. Electronic Tools - Consistently utilize tools provided to improve efficiency in the field (iPhone, iPad, laptop for data entry/record keeping, Sales Force, Diver and RIS reports)
20. Organizational & Physical tools – Utilize rolling computer bags, organization of vehicle trunk
21. Community Marketing Presentation Efforts 
22. Health Fairs/Special Events – Effectively present and market SMIL to potential patients at health fairs and special events as required.
23. Initiative and Motivation – Take advantage of learning opportunities to improve effectiveness in all aspects of job performance. Demonstrate an openness and flexibility to adjust to changes in the marketplace/industry/dept as needed to be as effective as possible in job function. Seek out ways to better yourself and the company. Demonstrate enthusiasm and takes initiative to excel in job performance. Secure sales and commitments to use SMIL’s services, as incentivized by the Provider Relation’s Representatives’ Incentive Program. 
24. Communication - Organize and express ideas and information clearly, using professional, appropriate and efficient methods of conveying information. Communicate accurately and honestly in an open, candid and respectful manner; striving for impeccable communication.
25. Customer Service – Listen carefully and respond to customer requests and problems. Deliver friendly, courteous service to internal and external customers. Demonstrate a commitment to increasing customer satisfaction; strives to exceed customer expectations.
26. Knowledge and mastery of electronic services offered by SMIL to assist customers with better connectivity to company. (HDL7, Script sender, etc.). Ability to close sales and commitments to use SMIL’s services.

Minimum Qualifications

• This position requires the skills and knowledge similar to those of working in network development, provider relations, radiology, outside sales/marketing, community relations, public relations, provider education/orientation and management typically acquired over 5 or more years of experience. A background in any of these areas is strongly preferred. Prior outside sales experience a significant plus.
• This position requires the ability to manage time and resources effectively and the self-starter ability to work independently and in a group setting to achieve goals. Effective negotiation, conflict management, provider relations, customer services and interpersonal relations skills are necessary. 
• Possesses a high sense of integrity, reasoned and thoughtful judgment, a sense of urgency along with analytical and intuitive skills.
• Has knowledge of commonly used concepts, practices, and procedures of Marketing and sales.
• Professional, polished image with a goal-oriented motivation.
• Valid AZ driver’s license, transportation and good driving record.
• Strong written and verbal communication skills.

Computer Skills

Microsoft Office with advanced skills in Outlook, Word, Power Point, and Excel. Database and CRM knowledge a plus. (Diver and Salesforce) 

Education and Experience

• High School Diploma or Equivalent required.
• Bachelor’s degree Preferred
• Minimum of 2 years’ experience in the field or related area.

Physical Requirements

Works in a variety of offices and travel environments. Must be able to drive a vehicle as required. Must be able to carry supplies and marketing materials weighing up to 50 pounds. Adequate hearing and speaking abilities are required to communicate verbally with external clients by telephone and in person.