Oncology Liaison

The US Oncology Network•Fairfax, VA

About The Position

Virginia Cancer Specialists, an affiliate of McKesson Specialty Health and US Oncology, is seeking a full-time Oncology Liaison for its Marketing Team. The position performs physician liaison and outside sales activities in an assigned Northern Virginia territory, including Fair Oaks, Reston, and Loudoun, to achieve practice objectives and growth goals. The Liaison prospects for, develops, and maintains relationships with referring physicians and participates in sales planning, analysis, targeting, reporting, and territory development. The role uses consultative selling and outreach to market oncology services and increase new patient referrals. It works with practice leadership, operational teams, site managers, and staff to understand business needs, share physician feedback and market trends, address customer issues, and implement growth strategies. The position requires presence in the assigned territory during scheduled business hours, local travel by automobile (approximately 70% of the work week), and occasional evening or weekend attendance at planned events. The work environment may include exposure to communicable diseases, toxic substances, ionizing radiation, medical preparations, and other conditions common to an oncology/hematology clinic. The position involves in-person interaction with coworkers, management, and clients, and regularly requires working outside the office to call on clients and build relationships.

Requirements

Bachelor’s degree in business or health.
At least five years of healthcare marketing experience or three years of healthcare service sales experience.
Proficiency in Microsoft Office, including Outlook, Excel, Word, and PowerPoint, and in databases.
Excellent written, presentation, and verbal communication skills.
Demonstrated success in consultative sales, planning call cycles, and strategic territory coverage.
Ability to understand business intelligence reporting and how growth initiatives affect a practice’s financial viability.
Ability to prioritize opportunities and convert them into successful sales while developing and maintaining existing business.
Highly collaborative approach and ability to work in a matrixed environment.
Fact-based decision-making skills, with an emphasis on data, trends, and market analytics.
Strategic thinking and financial orientation, including understanding how to drive profitable growth.
Ability to work with a wide range of individuals, particularly physicians.
Strong conflict management and resolution skills, including handling customer complaints and objections.
Comfort delivering presentations.
Excellent interpersonal skills.
Ability to travel locally by automobile, approximately 70% of the work week.
Ability to meet the stated physical demands, including extensive standing and walking and occasional lifting and carrying of items weighing up to 40 pounds.

Responsibilities

Initiate contact with non-oncology physicians and key staff to identify needs and recommend service solutions that market oncology services and increase new patient referrals.
Establish and maintain long-term relationships with referring physicians in the assigned territory.
Implement sales, marketing, and outreach plans, presentations, and strategies to develop referrals and new referral relationships and meet customer needs.
Develop an understanding of regional business conditions, competition, and relevant business trends; identify growth opportunities for new services.
Relay physician feedback and market trends to practice leadership and work with management to identify and execute solutions to market and customer issues.
Communicate and follow up on referral feedback, and work with practice management to ensure timely resolution of issues based on referring physician or patient feedback.
Collaborate with operational leaders, site managers, the Practice Marketing team, and practice staff to understand business needs and implement growth strategies in core markets.
Support practice growth through ongoing visits and sales calls to referring physicians or office staff, peer-to-peer lunches and dinners, tumor boards, community events, trade shows, and cross-business collaboration.
Use CRM systems, market analysis, trends, and performance reporting to develop sales plans and track practice growth.
Complete expense reports, use automation tools such as Salesforce and Business Objects, report and analyze sales metrics, and participate in business planning.
Manage travel expenses within guidelines and budget.
Be present in the assigned territory or region during regularly scheduled business hours and occasionally attend planned events during evenings or weekends.
Support and adhere to the US Oncology Compliance Program, including its Code of Ethics and Business Standards and Shared Values.