National Director of Market Development - NorthEast Region
About The Position
The National Director of Market Development is responsible for developing, executing, and leading Shirley Ryan AbilityLab’s sales and market-development focus in the East Coast Region. The role builds awareness and patient referrals to the Shirley Ryan AbilityLab System of Care by identifying and prioritizing market opportunities, developing relationships with referral sources, and using clinical and operational expertise to explain services to patients, families, and referring organizations. The Director develops annual and long-range plans to grow volume in target areas such as trauma centers, pediatric hospitals, physician practices, and targeted payers, and analyzes market data to support organizational growth. As the primary regional contact and representative of Shirley Ryan AbilityLab’s clinical services, the Director establishes productive professional relationships and represents the organization’s rehabilitation services to physicians, hospital discharge planners and case managers, patients, and families. The role supports the referral-to-admission process, identifies and addresses admission barriers, collaborates with internal clinical and business teams, and monitors sales and volume-growth results. The position reports to the Executive Director, Market Development and may have direct reports.
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 demonstrated relationship-development or sales experience.
- 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 group sales settings.
- Strong communication skills and ability to express ideas clearly to internal and external audiences.
- Ability to establish relationships quickly and be viewed as a credible professional who inspires trust and influences others.
- Ability to pursue business objectives, execute strategies, communicate priorities with urgency, and focus on high-value activities.
- Self-starter able to set a course and take the actions needed to achieve results.
- Ability to recognize changing business environments, stay current with trends, and identify solutions and opportunities.
- Ability to adapt to different working styles, handle ambiguity, work independently and as part of a team, 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 proven experience applying customer-service skills.
- Self-directed ability to work productively in a home-office setting.
- Technical competence with electronic communications, electronic medical records, laptop computers, iPads, pagers, cell phones, Microsoft Office, and CRM databases.
- Valid driver’s license, personal 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.
- Serve as the primary East Coast Region contact for clinical services and identify decision-makers among buyers and referral sources.
- Build professional relationships and 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, meet or exceed annual volume goals, and adjust plans to achieve results.
- Develop and execute strategic and tactical plans that build provider relationships, grow revenue, and support appropriate admissions in key focus areas.
- Explain Shirley Ryan AbilityLab’s programs and services and leverage medical and clinical expertise to address prospective clients’ needs.
- Support the post-sale admission process by assessing admission appropriateness, providing clinical information, and facilitating communication among parties.
- Maintain knowledge of rehabilitation market dynamics, post-acute providers, strategic target markets, and national rehabilitation competitors.
- Apply knowledge of healthcare operations, legal guidelines, competitive analysis, and market trends.
- Work with National Payer, Global Patient Services, Admitting, and Clinical teams to support existing and new business goals.
- Develop metrics to monitor tactical implementation, quantify volume-growth results, and use data to guide decisions.
- Gather and use patient health information as requested for treatment, payment, and healthcare operations, while adhering to HIPAA and company policies.
- Recognize and document barriers to admission, respond appropriately, and propose solutions to improve access.
- Partner with the Shirley Ryan AbilityLab Marketing Team to develop key messages and collateral.
- Perform other duties as assigned by the supervisor.
Benefits
- Comprehensive benefits program described as competitive with industry peers in the organization’s geographic locations.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
