Partnering With Physicians To Provide Best In Class Patient Care
Founded in 2002, Integrated Oncology Network is committed to helping our physicians deliver the right care, at the right time and in the right setting. We strongly believe that preserving the independent practice of medicine where patients are cared for closer to home and surrounded by our dedicated clinicians yields better outcomes. By creating a care continuum between our clinicians, patients and their support networks we deliver an unparalleled approach to the patient’s care journey.
CORE ATTRIBUTES
What You Bring to the Table
These are just some of the professional attributes that will contribute to your success as a Market Development Manager:
- Curious Learner - You ask questions, uncover insights, and dig deeper to better understand and sell appropriate services
- Connector - Always building your network; you enjoy speaking to people and do your best work when connecting with and helping others
- Trusted Consultant - You are steadfast and passionate about problem-solving, anticipating the next steps, and staying ahead of the curve. You enjoy offering your clients the best customer service
- Collaborator - You enjoy learning more about others and recommending consultative solutions to meet their specific needs
- Brand Ambassador - Strong executive presence, driving and developing relationships with all physician and community stakeholders
- Communicator - Superb communication skills, both written and verbal
- Intuitive - You understand what drives the stakeholders ‘sales decision and deliver accordingly
- Contributor - A trusted partner to fellow leadership, clients, and subordinates. You bring insight and value to every conversation
- Presenter - Presenting in front of 1 or 100, you command an audience and enjoy presenting to groups large and small
RESPONSIBILITIES
What You Can Expect Day-to-Day
Analyzing physician referral patterns to develop customer-level strategic plans, the Market Development Manager will identify opportunities and utilize market intelligence to increase volume with existing referrers and develop new referral channels for market growth. As you work closely with the Operations, Sales, and Marketing teams to drive sales and achieve revenue targets, you’ll own and execute the following core tasks, building lasting and impactful relationships with customers:
- Develop deep product, service, and competitor knowledge, and understanding of local and regional market trends
- Positively represent, develop, and maintain strong relationships with physicians and other healthcare professionals to drive referrals
- Meet and exceed sales quotas by educating prospects on the benefits of our services, utilizing effective sales strategies and tactics to exceed growth targets
- Assess strategic partnership opportunities while continuously adapting strategies and tactics to ensure optimal win/win outcomes
- Uncover, monitor, and analyze market trends, competitive activity/intel, and customer needs and feedback, including but not limited to conducting real-world market research
- Build a robust customer base by leveraging and utilizing the necessary tools and resources for customers/clinicians to facilitate SSG
- Assist the marketing team with social media content, including Facebook, etc.
- Develop and execute outreach programs designed to engage and support customer relationships and brand awareness
- Partner and collaborate with JV partners, KOLs, and customers
- Understand disease indication trends and implementations with targeted outreach initiatives such as disease-specific campaigns, facilitating lunch and learns, dinner programs, CMEs, health fairs, tumor boards, grand rounds and other events that promote brand awareness/education
REQUIREMENTS
What it takes
The most successful Market Development Managers are strategic, skilled consultative sales professionals who strive for excellence and deeply understand the customers they serve.
Minimum Required:
This role requires 80+ % local travel.
- Bachelor’s degree in business, healthcare, or a related field
- 3+ years of successful healthcare sales/physician engagement/relations (or service-based sales), preferably in imaging, oncology or urology
- Previous experience prospecting, managing territory/routing, analyzing performance, and communicating value to customers
- Self-motivated with demonstrated success/meeting sales targets in customer growth and retention with a winning “hunter” mentality
- Exceptional communication/presentation and interpersonal skills, with proven ability to interface at all levels expressing complex messages, and selling services through written and verbal communication to a variety of practice stakeholders (including physicians and administrative staff)
- Deep understanding of the healthcare market, including physician relationships applying a strategic and creative mindset with problem-solving capabilities
- Coachable with the ability to organize necessary resources, including people, tools, and time to meet deadlines and achieve desired results
- Exceptional knowledge of the healthcare industry and competitive landscape with the ability to learn, analyze, understand, and convey complex information
- Proficient with Microsoft Office and CRM tools
Top Skills
What We Do
As a nationwide leader in oncology and urology programs, ION partners directly with physicians, hospitals and other health care providers to offer the latest oncology and urology technologies to their patients. ION has a network of 49 centers in 14 states, providing a complete and integrated continuum of care – diagnostic testing, radiation oncology, medical oncology, urology and ancillary services
