POSITION SUMMARY: The Group Vice President of Business Development for the assigned Group has responsibility for hiring, managing and driving results of Tenet Group Business Development Associates within the Group. The Vice President works cooperatively with market, facility, and joint venture partners to devise strategic initiatives and supervise and direct the Group Business Development Associates to implement action steps to best grow and develop facility service lines as described in Tenetï¿½s Guidance on Creation and Enhancement of Service Lines at Hospitals and the facility business plans. This executive will perform yearly assessment of each Group Business Development Associate to properly evaluate performance and effectiveness in ability to achieve desired results. The position primarily focuses on directing local Group Business Development Associates in their education of physicians and other providers, as well as payers, EMS and non-Tenet facilities (collectively, ï¿½Contactsï¿½) on the facilitiesï¿½ services, with the goal of earning increased selection of the Groupï¿½s facilities for inpatient and outpatient services.
The Group Vice President of Sales is also responsible for setting the ethics and compliance expectations for his or her Group Business Development Associates and for overseeing their compliance with the Companyï¿½s Standards of Conduct and policies and procedures, particularly those involving referral source arrangements.
Primary Desired Outcome Increase selection of the Tenet Group facilities and other related services in accordance with the companyï¿½s Guidance on Creation and Enhancement of Services Lines at Hospitals and in full compliance with law and the Companyï¿½s policies and procedures.
Primary Target Audience Contacts who utilize Tenet Group facilities and Contacts who do not utilize Tenet Group facilities.
FUNCTIONAL EXPECTATIONS & REQUIREMENTS: Key responsibilities include the following:
Responsible for developing a list of Contacts that align with Tenetï¿½s mission and values and who appear to have a high-quality clinical practice or services that would support the development or enhancement of facility service lines. Strategically implement strategies with Group Business Development Associates to develop relationships with these Contacts with the goal of earning increased selection by Contacts of our facilities for inpatient and outpatient services.
Responsible for coordinating all onboarding activities for new Business Development Associates, as well as ensuring that new Associates complete all required training.
Responsible for ongoing training/coaching for Business Development Associates to address deficiency in skills, enhance current skill set, and ensure direct reports are equipped with the tools required for success.
Responsible for establishing a culture within the team of the highest ethical standards, strict adherence to company policies and procedures and instilling the skills necessary to grow based on quality, service and outcomes and not referral source contracts or arrangements.
Responsible for monitoring, on a quarterly basis, the activities of the Group Business Development Associates as documented in the PRM system to oversee performance and to identify non-compliance with company policy and reporting such non-compliance to the Tenet Ethics and Compliance Department.
Responsible to work with local facility leadership to develop strategic initiatives that will lead to increased selection of Tenet facilities.
Responsible for communicating strategic initiatives to Group Business Development Associates and developing action plans for Associates to implement that will lead to achievement of strategic initiatives.
Responsible for coordinating visits to Contacts (and their staffs) who do not select our facilities throughout the primary and secondary markets.
Report on the activity level and outcomes of activities on a regular basis.
Responsible to ride along with Group Business Development Associates on a consistent basis to ensure proper alignment of strategic initiatives, day-to-day engagement, efficient use of time in field by Group Business Development Associates, and effective utilization of skill-set during interaction with Contacts.
Group Vice President of Business Development will be expected to develop meaningful relationships with Contacts and the local Tenet executive team to assist in the sales process.
Provide intelligence to appropriate facility departments and Tenet entities as to process improvements in quality, service or efficiency requested or suggested by Contacts.
Thoroughly research Contacts to understand where and why they refer patients to our facilities or other facilities. Work with key department members to implement operational fixes that may be needed to better serve patients.
Create a targeted growth plan which includes a detailed list of Contacts to be contacted to achieve growth plan.
Assist in the development of market/group based service line initiatives.
Demonstrate comprehensive knowledge of all market dynamics as they relate to Contacts and the competitive environment.
Serve as a resource for the facility in the development and implementation of facility physician recruitment and retention plans and for physician outreach in the facilityï¿½s service areas.
Monitor Contact feedback for the purpose of identifying process improvement opportunities. Suggest innovative ideas that will help achieve growth consistent with Tenetï¿½s Guidance on Creation and Enhancement of Service Lines at Hospitals and implement those ideas, once approved by leadership.
Ensure appropriate documentation of all activities and issues in appropriate PRM tool by Group Business Development Associates. Ensure Group Business Development Associates are managing issue resolution or coordinating with the facilities physician liaison or appropriate director to resolve issues and communicate the resolution to appropriate stakeholders.
Responsible for yearly reviews and assessments of Group Business Development Associatesï¿½ performance.
Responsible for hiring of Group Business Development Associates when needed to fill open positions.
Responsible for notifying Corporate Office business development support when new Group Business Development Associates are on-boarded to ensure the Associates are trained and thoroughly on-boarded.
Responsible for performing the duties assigned to the Vice President of Group Business Development in the Group Business Development Incentive Plan.
ORGANIZATIONAL LEADERSHIP - EXPECTATIONS & REQUIREMENTS: As a leader in healthcare, Tenet is committed to providing the best possible care to every patient, with a clear focus on quality and service. Strong leadership is essential to delivering on this commitment, and we believe that the quality of our leaders can give us a significant long-term competitive advantage. We want to ensure every current and future leader in Tenet is successful, and we support that through our selection and hiring process and by providing coaching and training to our leaders.
In this regard, we have identified core competencies that will enable a leader to succeed at Tenet, and have defined them within the following five areas critical to performance:
Use Astute Judgment
Demonstrates exceptional financial management and analytical skills while leading the annual business planning process and preparing forecasts.
Identifies and vets new business opportunities based on research and analysis.
Establishes bold business development plans that are consistent with the law and Tenetï¿½s ethical standards while maximizing business growth potential.
Monitors inpatient and outpatient volume metrics, physician admission and referral patterns, and revenue generation to either encourage or correct action plan implementation.
Ability to generate analysis and insight based on facility and market data (e.g. market share, state data, ST2).
Drive Organizational Success
Executes effective marketing plan that creates a ï¿½Qualityï¿½ differentiation in the market, yields profitable business results and builds physician loyalty.
Establishes aggressive and realistic physician sales program priorities, strategies, and metrics while monitoring progress to plan and identifying results delivered.
Employs, motivates and manages the right people to build the right relationship and deliver the right results.
Establishes and influences others to achieve aggressive goals, targets, and metrics consistent with strategic and operational objectives.
Leads efforts that ensure educated consumers make good care option decisions and increase patient satisfaction.
Align the Organization
Builds consensus and commitment across disparate managers, physicians and facility partners with often competing priorities.
Demonstrates excellent formal presentation and interpersonal communication skills that result in understanding and commitment to business development initiatives.
Motivates managers to work cross functionally to achieve business development goals and effect necessary change.
Creates and manages an effective sales pipeline that delivers on business development targets.
Leads senior executive team in advancing the facilityï¿½s short and long term business growth plans while minimizing distractions and complacency.
Leads collaborative partnerships among community based facilities and clinics that result in effective referral patterns and care redirection.
Maintains high visibility among physician community and earns a reputation for effectively listening and leading facility change efforts that build physician loyalty and enhance the patient experience.
Effective in achieving and promoting a collaborative approach to problem resolution.
Cultivates and develops relationships with local employers (e.g. Health Promotion, Managed Care).
Leads in development and implementation of facility business strategy & market position (e.g. analyzes market dynamics and market share, tracks product line performance, gathers competitive intelligence).
Assesses market and questions current business development strategy as appropriate to lead to generation of innovative ideas to improve current business plan and achieve results.
Builds targeted sales and marketing lists that identifies and targets new opportunities for market and revenue growth.
Plans, organizes and directs strategies that develop physician relationships and physician manpower plans consistent with internal development plans and external community need.
Identifies, vets and secures commitment to new inpatient and outpatient services and programs that deliver measurable business growth.
Effectively leads, partners and advises CEO in the development and execution of short and long term business growth strategies.
CANDIDATE EXPERIENCE, ATTRIBUTES AND EDUCATION REQUIREMENTS: At least seven years of experience in a related field such as physician relations, network development, medically-related sales or a similar role in a hospital or other healthcare setting, preferably from Tenet or a company with a robust ethics and compliance program.
Possess and demonstrate excellent organizational, interpersonal, facilitation, oral and written communication skills.
Ability to work independently with minimal supervision.
Significant track record of success in creating growth in the healthcare sector and as a driver of new products and services. The successful candidate will have had a career of progression and increasing level of responsibilities across multiple businesses.
Able to point to clear wins in anticipating and responding to market changes and in opening new markets through the development of service lines and/or strategic partnerships. This experience may have been gained through consulting or industry expertise.
Successful leadership experiences utilizing an influential and collaborative management style in a matrix environment.
Significant knowledge of healthcare administration, government and healthcare fiscal regulations and reporting requirements and, specifically, clinic practice operating procedures, along with credentials in financial management and computer systems, programs and applications sufficient to be an equal-at-the-table with colleagues.
Able to demonstrate robust business and operational acumen. Financial management and computer systems, programs and applications knowledge must be sufficient to be an equal-at-the-table with colleagues.
Professional and Personal Attributes
Excellent leadership abilities that are easily recognized internally through a natural affinity toward motivating by example.
Exceptional time management, communication, decision making, presentation, and organizational skills combined with a sense of urgency to get things done quickly.
The analytical and quantitative skills to think through the implications of new program, quality, service and partnering initiatives from both a revenue and profitability standpoint.
The specific style that will succeed in this role will be balanced to include good listening skills, a mature demeanor, able to manage ï¿½upï¿½ and ï¿½downï¿½ with grace, tact, diplomacy and authority, and a sound, fact-based business perspective.
The ability to successfully articulate and position business strategy at the executive level.
Able to foster a collaborative team, and capable of empowering, developing and exciting people and helping them achieve personal and company goals.
A high degree of integrity and honesty combined with a direct and open manner.
Education/Certifications A Bachelorï¿½s degree in Marketing/Sales or a related field or equivalent combination of education, training and/or experience. A Masterï¿½s degree in Business or Healthcare is highly preferred.
Compensation A competitive compensation program will be tailored to the selected candidate. Base salary will be supplemented by a performance bonus and comprehensive, well-rounded benefits program, which includes relocation assistance.
Travel Approximately 25 percent.
Job: Executive Search
Primary Location: Placentia, California
Facility: Tenet Executive Search
Employment practices will not be influenced or affected by an applicantâ��s or employeeâ��s race, color, religion, sex (including pregnancy), national origin, age, disability, genetic information, sexual orientation, gender identity or expression, veteran status or any other legally protected status. Tenet will make reasonable accommodations for qualified individuals with disabilities unless doing so would result in an undue hardship.
Internal Number: 1905049450
About Tenet Executive Search
“Tenet Healthcare Corporation is a diversified healthcare services company with 115,000 employees united around a common mission: to help people live happier, healthier lives. Through its subsidiaries, partnerships and joint ventures, including United Surgical Partners International, the Company operates general acute care and specialty hospitals, ambulatory surgery centers, urgent care centers and other outpatient facilities. Tenet's Conifer Health Solutions subsidiary provides technology-enabled performance improvement and health management solutions to hospitals, health systems, integrated delivery networks, physician groups, self-insured organizations and health plans.