Senior Physician Liaison, Adult Services

VCU Health•Richmond, VA

11d

About The Position

The Senior Physician Liaison connects VCU Health with the referring provider community through consultative, business development-focused relationship management. The role manages a geographically assigned portfolio and serves as the physician liaison program’s primary resource for one or more assigned service lines. It drives referral growth, market share, and performance across inpatient and outpatient services by building provider relationships, identifying growth opportunities, and influencing referral behavior using data-driven insights and targeted outreach. The Senior Physician Liaison develops in-depth expertise in assigned service lines, including clinical capabilities, referral pathways, access and capacity, operational considerations, strategic priorities, and market dynamics. The role supports referring providers, service line leaders, and liaison colleagues by providing two-way communication, resolving issues, and aligning community needs with VCU Health’s capabilities. It independently leads complex outreach initiatives and provides informal guidance to colleagues without direct supervisory responsibility. The position requires a bachelor’s degree in marketing, healthcare administration, or a related field, or equivalent work experience in a similar role, and seven years of relevant healthcare experience. Work takes place in a general office environment, with travel by car to off-site locations, occasionally in adverse weather. Periods of high stress and fluctuating workloads may occur. The compensation range is $91,395.20–$141,648.00; actual offers depend on relevant work experience, credentials, and qualifications.

Requirements

Bachelor’s degree in marketing, healthcare administration, or a related field, or equivalent work experience in a similar role.
Seven years of experience in one or more of the following functions within a healthcare environment: business development, consultative sales, physician engagement or relationship management, marketing, or relationship management.
Demonstrated experience leading complex initiatives, managing strategic provider relationships, or partnering closely with clinical or service line leadership.
Highly self-motivated and results-oriented, with strong organizational skills.
Excellent oral, written, presentation, and interpersonal skills.
Ability to plan, direct, implement, and evaluate multiple complex projects simultaneously.
Ability to work independently, exercise sound judgment, and manage competing priorities in a fast-paced environment.
Strong consultative skills, business acumen, and problem-solving and analytical abilities.
Ability to develop credibility with referring providers, clinical leaders, operational partners, and colleagues.
Ability to travel by car to off-site locations.

Nice To Haves

Bachelor’s degree in marketing, healthcare administration, or a related field.
Demonstrated success in consultative sales, business development, or provider relations, preferably in healthcare or a related industry.
Experience managing a sales pipeline and achieving revenue or growth targets.
Experience developing expertise in a clinical service line, specialty, market, or comparable area of responsibility.
Strong analytical skills and ability to translate data into actionable growth strategies.
Proven ability to influence decision-making and drive behavior change among professional stakeholders.
Experience providing informal leadership, coaching, or mentoring to colleagues.
A combination of education and experience may be considered in lieu of a degree.

Responsibilities

Manage a geographic portfolio of referring providers, including strategic or complex accounts, and identify growth opportunities using market intelligence, claims data, and internal capacity insights.
Build and maintain relationships with referring providers and practice staff through planned outreach, in-person visits, and consistent follow-up.
Use consultative techniques to understand provider needs, address barriers, and align VCU Health services with practice goals.
Help practices navigate the health system and facilitate patient referrals, access, intake, and care coordination.
Develop and execute targeted outreach campaigns to grow referrals and reduce network leakage in priority service lines.
Coordinate provider engagement activities, such as physician roundtables, educational presentations, clinical briefings, and practice visits.
Document outreach activities, opportunities, and issues in CRM systems; use CRM reporting to track outcomes and demonstrate return on investment.
Meet or exceed established activity, referral, and revenue-based performance targets.
Serve as the physician liaison program’s primary resource for one or more assigned service lines while maintaining a geographic portfolio.
Maintain detailed knowledge of assigned service lines, including clinical capabilities, providers, referral criteria and pathways, access and capacity, operational considerations, strategic priorities, and market dynamics.
Work with service line leaders, administrators, and key providers to understand priorities, identify opportunities, and address referral barriers.
Translate service line priorities into outreach strategies, resources, and updates for liaisons while preserving each liaison’s ownership of referring relationships in their territory.
Analyze referral patterns, market data, provider feedback, and performance trends; identify opportunities and recurring barriers; and recommend actions to program and service line leadership.
Lead or support complex, high-priority service line outreach initiatives and provider issues, coordinating across departments as needed.
Share service line expertise, effective approaches, and resources with the liaison team, and provide informal guidance or mentoring to colleagues.
Partner with marketing, communications, and other teams to develop aligned messaging, outreach materials, and campaigns.
Collaborate with patient advocacy teams, department administrators, and clinical and operational leaders to address complex provider or patient concerns.
Independently develop and manage complex or cross-functional project plans for provider engagement and service line initiatives, including metrics and progress and outcome reporting.
Represent the physician liaison program in assigned service line meetings, workgroups, or initiatives, and communicate relevant decisions and updates to the liaison team.
Serve as a liaison between referring providers and internal stakeholders to support alignment, responsiveness, and service excellence.
Triage and manage complex or high-priority provider concerns within the PRM, coordinating with internal stakeholders to ensure timely resolution.
Analyze provider feedback, referral challenges, and service line performance to identify systemic issues and improvement opportunities.
Develop actionable solutions with leadership to improve the provider experience and referral processes; escalate recurring or significant barriers with supporting information, recommended next steps, and follow-through.