Business Development Representative

Responsibilities

Business Development Representative opportunity with one of the nation's largest and most respected hospital companies, Universal Health Services, Inc. (UHS) has built an impressive record of achievement and performance. Steadily growing from a startup to an esteemed Fortune 500 corporation, UHS today has annual revenue nearing $10 billion. In 2017, UHS was recognized as one of the World's Most Admired Companies by Fortune; ranked #276 on the Fortune 500, and listed #275 in Forbes inaugural ranking of America's Top 500 Public Companies. Our operating philosophy is as effective today as it was 40 years ago: Build or acquire high quality hospitals in rapidly growing markets, invest in the people and equipment needed to allow each facility to thrive, and become the leading healthcare provider in each community we serve. Headquartered in King of Prussia, PA, UHS has more than 81,000 employees and through its subsidiaries operates more than 320 acute care hospitals, behavioral health facilities and ambulatory centers in the United States, Puerto Rico, the U.S. Virgin Islands and the United Kingdom. Riveredge Hospital is a 210-bed leading psychiatric hospital dedicated to providing quality behavioral health services and trauma-informed care to children, adolescents and adults. The hospital offers inpatient, partial hospitalization, intensive outpatient and community residential programs. Riveredge is a Joint Commission approved, Top Performer and state licensed facility focused on short-term crisis stabilization programs. We are dedicated to our teamwork approach and provide compassionate and therapeutic environment, as well as offering a continuum of specialty programs through our inpatient, partial, outpatient and residential services.
The Business Development Representative directly serves as the liaison between the facility, the community, and referring agencies. The Business Development Representative is directly responsible for creating demand for the facility's services through the effective application of ethical marketing principles and sales methods.
In collaboration with the Director of Business Development and Business Development Team, the Community Liaison presents a positive and professional public image of the facility within the community.
The Business Development Representative is responsible for the implementing the facility's strategic sales plan, enhancing the facility's brand/image, effectively managing their assigned territory and accounts, and works to achieve departmental and facility business development goals. The Business Development Representative must be able to demonstrate tact, resourcefulness, patience and dedication in a fast-paced environment.
Hours are based on departmental and facility needs and may include day, evening and weekend hours, as directed by the Director of Business Development.
Account Management
Effectively demonstrate and implement Sales Excellence and Service Recovery standards.
Acts as liaison between the facility and referral sources and implements service-oriented action plans responsive to referral source needs, serves as a resource and representative to the community and, conducts facility tours to key stakeholders.
Attends and actively participates in the Business Development team meeting and provides appropriate marketing reports, updates, and Service Recovery opportunities to the Director of Business Development on a timely basis.
Maintains documentation of assigned top accounts, key contacts, planning reports, client profiles, competitive profiles, and updates as required by Director of Business Development.
Builds and maintains positive and productive relationships with existing referral sources and shows ability to identify additional referral sources.
Effectively maximizes field-based time while maintaining a daily average of 8-10 individual, face-to-face contacts with assigned referral sources concerning facility programs, philosophies of treatment, and clinical outcomes and satisfaction data.
Demonstrates ability to develop and communicate appropriate sales messaging for each program offered and for each target audience.
Demonstrates skills in identifying and building a strategic sales plan for existing and potential referral sources within assigned territory and target markets; effectively incorporates relevant research findings in identifying contacts.
Assesses, develops and implements sales activities, as approved by the Director of Business Development, to achieve maximum market penetration among assigned accounts and to identify potential accounts in targeted market segments.
Daily monitors referral inquiries and admissions statistics. Conducts an ongoing analysis to insure appropriateness and effectiveness of weekly sales action plans.
Maintains current awareness of industry and anticipates changes or trends in target market and utilizes this information in developing and modifying weekly sales action plans, as well as providing recommendations to overall business development planning strategies.
Facilitates positive, timely, and accurate communication. Encourages cooperation and utilizes problem-solving skills to build and secure relationships among the facility, the referral source, the patient, their family and the community.
Responsible for maintaining up-to-date information in MedSeries 4/MIDAS/MEDIK, including documentation of daily contacts and accurate account information. The Community Liaison will display proficiency in utilizing proprietary reports to appropriately plan sales activity.
Completes all required reports and requests for information in a timely manner. This includes, but is not limited to expense reports, sales call plans and post-call follow-up reports.
As required by Director of Business Development and facility needs, participate in off-hours sales and community activities.

Market/Program Knowledge
Develops and maintains comprehensive knowledge of each of the facility's programs and services, including Inpatient, Residential and Outpatient programs; the assessment process and, transportation services.
Develops and maintains a comprehensive knowledge of the facility's admission criteria and exclusionary criteria as it applies to inpatient, residential and outpatient programs.
Develops and maintains an understanding of voluntary and involuntary admissions status and the facility's procedures regarding processing these admissions.
Regularly attends in-services and program development meetings held by the clinical staff to remain informed of current program issues and programmatic changes or updates.
Develops and maintains a current knowledge of general economic and business status of the behavior healthcare market within the Illinois (including Greater Chicagoland and surrounding areas) marketplace and provides Business Development Director with relevant information and strategic plans, as appropriate.
Contributes to the analysis of facility's competitors within the Illinois (including Greater Chicagoland and surrounding areas), including programs, bed availability, SWOT, go-to-market strategy and, parent company, if applicable.
Contributes to the knowledge of the status of UHS-facilities within the Illinois (including Greater Chicagoland and surrounding areas) including programs, bed availability, SWOT, and go-to-market strategy.
Contributes to the development of the departmental Quarterly Strategic Plan specific to development strategies to grow service lines in assigned territory.
Maintains a demonstrable working knowledge of the target markets utilized for referrals, as well as comprehensive knowledge of the status of specific target markets.
Develops and maintains relationships with key leadership and physicians at facility and includes them, as necessary, in sales activities and facility tours.
Environmental Conditions:

Possible exposure to psychiatric patients who may exhibit violent/aggressive behavior; potential exposure to communicable diseases, blood/body fluids and, other hazardous waste.
Physical Requirements:

The physical requirements described here are representative of those that must be met by an employee to successfully perform the functions of this job in a general office environment.
This job description in no way states or implies that these are the only duties to be performed by this employee. The Community Liaison will be required to follow any other instructions and to perform any other duties as requested by the Director of Business Development.
Qualifications

Qualifications
Education: Bachelor's degree in marketing, business or related field required. Experience may be evaluated on a case-by-case basis in lieu of a degree.
Experience:

Prior marketing and/or sales experience within a behavioral healthcare setting preferred. Three years minimum documented experience in referral development, account management, sales growth, and physician relationships preferred.
Licensure/Certification:

Must possess a valid Driver's License
Knowledge:

Prefer knowledge of the Illinois (including Greater Chicagoland and surrounding areas) behavioral health marketplace, insurance plans, target markets and referral sources, psychiatric and chemical dependency treatment and, age-specific programming. Must possess demonstrated business development concepts, sales abilities, competency in computer usage, and excellent written and oral communication skills; knowledge of and skills in application of marketing and sales principles; creativity and flexibility; skills in data collection analysis and interpretation; record of adherence to deadlines; customer service skills; willingness to travel, including overnight travel as required.