How You’ll Make a Difference:
Profitably generates revenue for a defined Patient Service Area (PSA) by leading business development planning in collaboration with Operational Leadership or designated Champions. Manages and provides oversight of physician, community and employer relationships within a complex defined geographic market. Responsible for achieving PSA commercial growth goals and successful identification and implementation of commercial growth strategies and key actions. Partners effectively with key PSA stakeholders to deliver robust and innovative business plans. Creates visibility in the employer community and establishes strong relationships with key employers both directly and through collaboration with local sales team to increase the commercial payer mix in the PSA. Works collaboratively to effectively position and cross sell Advocate Aurora Health products and services with market based employers. Provides accurate and current market intelligence as it relates to payer and competitive strategy and industry movements.
Reports to Business Development Leader and PSA President or designee to ensure efforts are coordinated between the market, business development, commercial sales, integrative functions, medical group and service lines and the integrated care team within the PSA; including hospitals, ambulatory clinics, providers, retail pharmacy, post-acute care, children?s health and employer facing products and services.
Partners effectively with the PSA President in the strategic annual growth planning process in alignment with the system growth process and the organization?s strategic core values. Performs, develops and recommends operating and capital budgets and controls expenditures within approved budget objectives.
Develops, builds, and maintains customer relationships with providers (physicians and APCs) and community organizations within the PSA to successfully grow market share. Achieves commercial growth goals, as well as manages and maintains new and existing relationships with key local employers to deliver high satisfaction levels. Develops partnerships with community groups, identifies potential opportunities, and assists in developing relationships. Serves on or acts as a liaison with community boards.
Develops and executes business plans and strategies that produce an acceptable return, optimizes all available internal resources, and meets or exceed system and PSA metrics and individual revenue goals within a defined geography. Identifies future markets, new product lines, service offerings, and opportunities to increase revenue for provider and employer activity, increase growth, or benefit the communities. Assesses and identifies access opportunities to enhance new and existing business strategies. Responsible for establishing business plan contingencies. Accountable for tracking, monitoring and reporting on growth plan performance metrics.
Responsible for maintaining a broad knowledge of Advocate Aurora Health products and services and articulates the respective value propositions to generate sales opportunities. Collaborates with Commercial Sales Leadership to provide market insight and guidance to the sales team, including coaching, mentoring and directing activity to execute the sales plan and meet sales goals. Provides market growth leadership to ensure key employer relationships are managed sensitively. Works directly with local employers, including initiating outreach, as well as with local and system-wide brokers and consultants to promote Advocate Aurora Health’s products and services in a consultative manner that meet employer or broker/consultant needs.
Develops commercial business and growth of assigned physician practices. Collaborates with providers and PSA growth teams to optimize referral patterns with the Advocate Aurora Health system. Supports provider on-boarding protocol. Develops practice building growth strategies for new and existing providers. Assists ambulatory and hospital sites (clinics, ASC?s, etc.) in assessing physician recruitment need by specialty and reviews new practice potential and viability. Partners with medical group leadership to identify and execute physician practice acquisitions and high-profile physician recruitments that support key programs.
Functions as an active member of the PSA executive leadership team as identified by PSA Leadership. Supports the strategic direction and appropriate works teams of non-core growth opportunities; such as Partnerships, Innovations and Merger and Acquisitions. Develops strong relationships with integrating functions (including finance, service lines, Marketing Communications, Human Resources, IT) to support growth planning work stream and enhance financial performance of the organization.
Maintains a strong understanding of industry trends, competitive movement and performance metrics.
Supports local Mergers and Acquisitions (M&A) activity, including sourcing prospects aligned with the Advocate Aurora Health strategic plan and region/PSA growth priorities; may support M&A activity through negotiation and due diligence.
What it Will Take:
Licenses & Certifications
None Required.
Degrees
Bachelor’s Degree in Business, or
Bachelor’s Degree in Health Care Administration, or
Bachelor’s Degree in Marketing or related field.
Required Functional Experience
Typically requires 10 years of experience in growth and market development that includes experiences in building relationships with the community, and businesses ; and developing and executing sales plans.
Required Management Experience
Includes 5 years of management experience in the management of staff, budgets, and multiple business development and sales functions.
Knowledge, Skills & Abilities
Demonstrated expertise in business development activities such as successful relationship building strategies, promoting products/services to existing/new clients, and experience in meeting financial targets.Skills and experience in developing and executing business/sales plans to increase revenue. Expert level consultative and problem solving skills. Excellent leadership, interpersonal, and communication skills.Knowledgeable of business benefit plan design and insurance issues as they relate to employer selection.Proficiency in basic finance concepts and applications; ability to partner with Finance lead(s) to develop business proformas that support growth initiatives.Knowledge of how to optimize resources invested in various marketing, business development, and public relations activities.Expert level product/service marketing knowledge preferably within the health care field.Proficiency in the use of Microsoft Office (Excel, Access, PowerPoint and Word) or similar products.Excellent sales and personal sales management skills.Demonstrated, differentiated customer service commitment.Understanding of employed and independent physician practice models.Fundamental understanding of managed care/insurance risk.
Scheduled Hours:
FTE – M-F 8a-5pm weekends as needed.will require travel across geography
Department:
Administration
Location Address:
750 W Virginia St
Milwaukee, WI
53204-1539
Milwaukee
At Aurora Health Care:
We pride ourselves on taking care of our people. And not just our patients—we mean you, too. We help each other live well. When you work at Aurora, you get the chance to work with a dedicated team that’s as passionate about the work as you are. Here, you’ll find limitless opportunities for ongoing learning, career advancement, competitive compensation and a stable work environment. But more than that, you have the opportunity to change lives—including your own.
Diversity and inclusion matters at Aurora. We celebrate our differences and nurture an environment where everyone feels included. We know that when we reflect the communities we serve, when we embrace differences and bring our whole selves to work every day, we are working as one to build a healthier tomorrow for everyone. Aurora supports a safe, healthy and drug-free work environment through criminal background checks and pre-employment drug testing. We maintain a smoke-free environment at all our locations. We are an equal opportunity employer.
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