Physician Liaison - Radiology

University Radiology•Edison, NJ

2d•Hybrid

About The Position

University Radiology, the largest provider of subspecialty radiology and teleradiology services in NJ, is comprised of over 200 Board Certified radiologists with advanced U.S.-based training and expertise in all modalities and all subspecialty areas. In operation for more than 60 years, University Radiology staffs, manages and provides preliminary and final subspecialty interpretations and consultative support for hospitals, imaging centers and other medical facilities, and serves as the academic radiology faculty at Rutgers Robert Wood Johnson Medical School. Our physicians interpret over 2.1 million radiology procedures per year. The Physician Liaison is responsible for driving patient referrals, streamlining provider-to-provider communication, and enhancing University Radiology's reputation in the community. This role supports and executes the URG Marketing Plan as directed by the URG Director of Marketing and the Sales Team Manager and identifies opportunities to build demand for services while working with & growing relationships with the individuals and organizations as defined above. The ideal candidate will have experience in physician outreach, field sales, or business development within radiology imaging services, or other specialty healthcare settings such as orthopedics, oncology, cardiology, or surgical practices. Proven success in building relationships with referring physicians and driving referral growth through in-person territory management is strongly preferred.

Requirements

Bachelor’s degree preferred
5-10 years’ experience as a healthcare sales professional
Spanish speaking preferred
Excellent customer service skills
Positive can-do attitude towards customers, coworkers, management & patients
Excellent written and verbal communication skills
Ability to recognize potential problems and provide fast solutions
Proficient computer skills in software such as MS Excel, Outlook, CRM, database manipulation and report generating.
Ability to maintain a working knowledge of current topics and trends in radiology
Strong ability to perform many tasks simultaneously
Well-groomed, outgoing, approachable and personable
Available and willing to travel within the tristate area
Own a reliable vehicle and possess a good driving record

Nice To Haves

Proven success in building relationships with referring physicians and driving referral growth through in-person territory management is strongly preferred.

Responsibilities

Increase and maintain referrals by developing relationships and documenting activities through the use of call reports, expense reports and/or the CRM database of existing and potential clients.
Identify referrers’ and patient issues that need attention/resolution. Encourage all referrers to contact the Physician Liaison personally with any problems that are causing the referrer difficulty in using URG services. Act as liaison between URG departments if necessary to resolve issues such as Clinical Operations, Scheduling, Billing etc.
Manage call list and show ability to grow existing client list through scheduled appointments and “cold” calls on a routine basis.
Strive for 10 to 15 contacts per day. Face to face contact is essential. The goal is to talk to the physician or referral coordinator on each and every call.
Self-initiate all daily activities and organize route lists to maximize productivity and minimize work downtime and travel times/distances. Effective time-management is critical.
Educate referring offices and promote our URG radiology services by utilizing all issued educational marketing material, while being sensitive to appropriateness and need for permissions.
Learn the needs of the customers by asking open ended questions to uncover reasons why they refer to us or not. Report findings to Sales Team Leader and Director of Marketing.
Initiate, schedule and participate in luncheons, dinners and other events to network and build relationships with patients and the physician/medical community as a representative of URG.
Monitor personal sales kit and promo items to make sure there are enough materials to service the physicians and staff. Request materials or other items to replenish inventory by asking the Database & Production Coordinator at least 10 business days in advance of depleting inventory.
Generate and analyze Monthly Referral Reports for trends and monitor who is referring and who is not. Identify specific action steps needed to be taken to increase volume, identify pro-actively resolve potential issues. Report problem areas to Sales Team Leader and Director of Marketing and document in call report/CRM.
Analyze Monthly Referral reports for ROI, especially after lunches or special programs. Document in Monthly Activity Report.
Identify referring physicians that are not viewing our PACS images and reports online. Register the physician, set their office up on PACS and train the physician and staff on how to use. Determine what their needs are for EMR connectivity and manage as appropriate.
Identify potential opportunities to increase demand for URG services and discuss recommendations with Sales Manager.
Identify competition in the area, document competitions’ strengths, weaknesses and capabilities. Report any competitive advantages they have in terms of referral process, pricing, positioning, advertising, promotion etc so that URG can adjust positioning as necessary.