National Director of Market Development - NorthEast Region

Shirley Ryan AbilityLab•Chicago, IL

12d

About The Position

The Director is responsible for developing, executing, and leading a sales-focused market development strategy to increase patient referrals to Shirley Ryan AbilityLab’s System of Care. The role creates and builds the organization’s presence in the East Coast Region, identifies and develops referral relationships, grows patient volume, and increases market awareness. The position serves as the primary regional contact and represents Shirley Ryan AbilityLab’s clinical services to referral organizations and prospective clients. The Director uses clinical and operational expertise to educate patients, families, and referral sources, identify appropriate admissions, and support the transition from referral to admission. The role develops short- and long-range plans for target markets, analyzes market data and trends, establishes productive relationships with decision-makers, and works with internal clinical, admitting, payer, global patient services, and marketing teams. The Director is expected to embody the organization’s mission, vision, and values, and to demonstrate its core attributes while carrying out the work. The position reports to the Executive Director, Market Development and may have direct reports. It requires a licensed Registered Nurse, Physical Therapist, or Occupational Therapist in a state within the assigned territory, along with at least 10 years of experience in a related clinical setting. The role involves a home-office work situation, travel using the employee’s own vehicle, and use of electronic communications and business systems.

Requirements

Current license as a Registered Nurse, Physical Therapist, or Occupational Therapist in a state within the assigned territory or cluster.
At least 10 years of experience in a related clinical setting.
Solid understanding of catastrophic, complex medical, opioid, and pain-related claims.
Proven ability to develop productive strategic relationships and sales relationships.
Ability to influence customers at the operating level, understand their business strategies, identify client solutions, and shape direction.
Ability to deliver effective and persuasive oral and written presentations in a group sales environment.
Clear communication skills, with the ability to be understood within and outside the organization.
Ability to establish relationships quickly and be viewed as a credible, proactive, and responsive professional.
Ability to inspire trust and influence others in the organization.
Ability to pursue business objectives, execute strategies, convey priorities with urgency, and focus on high-value activities.
Self-starter who can set a course and take the actions needed to achieve results.
Ability to recognize changing business environments, stay informed about trends, and identify solutions and opportunities to improve the business.
Ability to adapt to different working styles, handle ambiguity, work independently and collaboratively, and value differences and diversity.
Strong financial and analytical acumen.
Thorough understanding of Shirley Ryan AbilityLab programs and locations, and ability to explain how services meet patients’ needs.
Understanding of excellent customer service and demonstrated experience applying customer-service skills.
Self-directed ability to work productively in a home-office situation.
Technical competence with electronic communications, electronic medical records, laptop computers, iPads, pagers, cell phones, Microsoft Office, and CRM databases.
Valid driver’s license, own vehicle, and safe driving record.

Nice To Haves

BSN preferred for Registered Nurses.

Responsibilities

Create and build a presence for Shirley Ryan AbilityLab clinical services in the East Coast Region, leading a new strategic initiative for the organization.
Serve as the primary East Coast Region contact for Shirley Ryan AbilityLab clinical services.
Identify key buyer and referral decision-makers and develop productive professional relationships.
Represent and sell Shirley Ryan AbilityLab rehabilitation services to physicians, hospital discharge planners and case managers, patients, and families.
Analyze market data to segment and prioritize growth targets in the East Coast Region.
Develop and execute short- and long-term sales plans to meet or exceed annual volume goals, adjusting plans as needed to achieve results.
Develop and execute strategic and tactical plans to grow provider relationships, revenue, and appropriate admissions in key focus areas.
Communicate Shirley Ryan AbilityLab’s programs and services effectively and explain how they meet clients’ needs.
Use medical and clinical expertise to develop relationships, understand client needs, and communicate the organization’s value to prospective clients.
Support the post-sale admission process by assessing admission appropriateness, providing clinical information, and facilitating communication among involved parties.
Maintain knowledge of market dynamics, rehabilitation services, post-acute providers, competitors, healthcare operations, legal guidelines, and market trends.
Work through influence and collaborate with National Payer, Global Patient Services, Admitting, and Clinical teams to support business goals.
Develop metrics to monitor implementation, quantify volume-growth results, and inform decision-making.
Gather and use patient health information as needed for treatment, payment, and healthcare operations, while adhering to HIPAA guidelines and company policies.
Identify and document barriers to admission, respond appropriately, and propose ways to improve access to Shirley Ryan AbilityLab.
Partner with the Marketing Team to develop key messages and collateral.
Perform other duties as assigned by the supervisor.