Director, Physician and Provider Relations
University of Miami

Current Employees:

If you are a current Staff, Faculty or Temporary employee at the University of Miami, please click here to log in to Workday to use the internal application process. To learn how to apply for a faculty or staff position using the Career worklet, please review this tip sheet.

The Department of Physician Relations and Business Development is currently seeking a full time Director of Physician Relations to work in Medley, Florida. The Director, Physician Relations implements the strategic physician referral program with the goal of developing and maintaining strong relationships between the University of Miami Health System and the physician community locally, nationally, and internationally to maximize referral opportunities.

CORE JOB FUNCTIONS

• Facilitates good communication with referring physicians regarding patient follow-up.
• Works collaboratively to identify numbers of referrals, and any change in referring patterns. Schedules regular visits to physicians' office to establish and maintain successful relationships.
• Works closely with departments to ensure that department physicians are listed appropriately in various insurance physician directories.
• Develops and maintains a physician and issue resolution system that responds to issues raised in a timely and effective manner.
• Participates as an exhibitor at specific conventions and seminars to meet and inform physician participants of the University of Miami Health System.
• Enhances communication between community physicians and hospital specialists by acting as a key resource for information and monitoring the needs of physicians.
• Analyzes and reviews referral, inpatient admission, and transfer data to identify physician groups and areas for incremental volume growth.
• Uses technology tools available to track outreach activity, design a plan that reduces leakage of referrals, and monitor success of outreach initiatives.
• Complies with all relevant regulations and requirements.
• Establishes and continuously assesses the effectiveness of the internal controls within the unit and compliance with University policies and procedures. Ensures employees are trained on controls within the function and on University policy and procedures.

Department Specific Functions

The Director of Physician Relations (DPR) is responsible for promoting core and specialty services to the physician community, increasing new patient visits to the health system, developing and maintaining strong relationships between the UHealth System and the referring physician community. This position provides support services in all functional areas of sales, service and business development. This is a full-time position with a base salary, plus incentive compensation.

Market Analysis and Account Management

• Interpret current physician referral patterns, trends, and financial margins to ensure that resources are optimized.
• Develop sales and retention strategies for target markets and service lines.
• Develop and execute business plan with goals and timelines for closing new or enhanced physician referrals, and growing referral volumes based on new or established physician and outreach relationships.
• Conduct pre and post call planning and document activities utilizing PRM system.
• Identify potential physician targets utilizing faculty insights, PRM data mining, and existing reporting, tools and dashboards.
• Evaluate and interpret market utilization data and market demographics, including market share data for designated service lines.
• Prepare presentations for service line leadership to include market data, competitor overview, referral patterns, SWOT analysis, strategies/tactics, etc.

Business Development/ Relationship Management

• Facilitate the retention of referral sources, and patient and community relationships.
• Facilitates open communications between clinical departments and referring physicians (inside and outside the health system) to facilitate high quality patient care and positive experience.
• Complete face-to-face meetings with physicians, schedulers, practice managers, and medical staff from referring hospitals to ensure understanding, as well as to close business, ensuring that obstacles are identified and minimized.
• Effectively manage territory, conducting office visits to include:
  • Educating on services offered, enhancement and new advances

• Maintaining image (service excellence, academic medicine, patient-first, leading-edge research and technology provider)
• Offering excellent customer service and referral management
• Implementing new products/services/ protocols
• Gathering visited provider office contact information and upload to PRM
• Delivering contact and insurance information to community physicians to facilitate better patient access into our system.

• Communicate opportunities, market trends, and issues to appropriate leadership and service line administrators in a timely manner
• Coordinate meetings between key staff, physician groups, and external customer groups to improve communication and relationships in order to increase referrals or resolve customer service issues.
• Collaborate with internal departments and faculty to ensure high level service and feedback to referring providers.
• Engages in support of designated new physician recruits post-onboarding to grow their practice/patient panel.
• Participates as an exhibitor at specific conventions and seminars to meet and inform physician participants of the University of Miami Health System and its departments.
• Hosts regular round table meetings, lunch/dinner events, and faculty "ride-alongs" with community physicians as a way to foster better community relations with our physicians.
• Promote and enroll referring providers to the UHealth Epic CareLink platform, and educate referring providers/staff.
• Other duties as assigned by management team.

This list of duties and responsibilities is not intended to be all-inclusive and may be expanded to include other duties or responsibilities as necessary.

Department Specific Qualifications

Education:

Requires a minimum of a Bachelor's Degree in business, healthcare administration, or related field.

Experience:

• Requires a minimum of five years in a sales, marketing and/or business development role and 2 years in healthcare related industry.
• Demonstrated record of sales and/or relationship building success.
• Must be able to work independently and must possess an entrepreneurial spirit.
• Must thrive in a metrics driven, fast paced, matrixed operating environment
• Current and established relationships with community physicians highly preferred.
• Excellent interpersonal, presentation, written and verbal skills.
• Excellent computer skills, including Word, Excel, Power Point, with the willingness to learn new systems as needed.
• Requires the ability to travel in the service area on a regular basis.
• Requires the ability to expense activities in advance and submit for reimbursement.

Knowledge, Skills and Attitudes:

• Ability to research, understand and explain healthcare services' volume, utilization, market data, and physician referral patterns.

• Knowledge of key industry business drivers, emerging medical trends, and performance metrics, and ability to leverage that knowledge to inform strategy.
• Strong communication, interpersonal, collaborative, and analytical skills with a customer focus; must be able to foster and maintain sound working relationships.
• Independently motivated and driven to achieve high goals and seek continuous improvement in knowledge and skills.
• Competencies for sales efficiency and effectiveness; discipline in goal setting, prospecting, networking, territory management, and time management. Skills in account management, needs assessment, value propositioning, handling objections and gaining agreement.
• Skills to employ technologies effectively and proficiency (MS office suite, PRM Systems, Epic/EMRs, relevant mobile technology and web-based applications.)

The University of Miami offers competitive salaries and a comprehensive benefits package including medical, dental, tuition remission and more.

UHealth-University of Miami Health System, South Florida's only university-based health system, provides leading-edge patient care powered by the ground breaking research and medical education at the Miller School of Medicine. As an academic medical center, we are proud to serve South Florida, Latin America and the Caribbean. Our physicians represent more than 100 specialties and sub-specialties, and have more than one million patient encounters each year. Our tradition of excellence has earned worldwide recognition for outstanding teaching, research and patient care. We're the challenge you've been looking for.

Patient safety is a top priority. As a result, during the Influenza ("the flu") season (September through April), the University Of Miami Miller School Of Medicine requires all employees who provide ongoing services to patients, work in a location (all Hospitals and clinics) where patient care is provided, or work in patient care or clinical care areas, to have an annual influenza vaccination. Failure to meet this requirement will result in rescinding or termination of employment.

The University of Miami is an Equal Opportunity Employer - Females/Minorities/Protected Veterans/Individuals with Disabilities are encouraged to apply. Applicants and employees are protected from discrimination based on certain categories protected by Federal law. Click here for additional information.

Job Status:
Full time

Employee Type:
Staff

Pay Grade:
H13

---