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Job Description Summary:
The Laboratory Services Business Development and Relationship Account Representative is responsible for facilitating laboratory services volume and revenue growth via outreach to client organizations and ensuring highly effective operation of the accounts. The incumbent will be responsible for the development and implementation of sales strategies to growth market share. They will also be responsible for identifying and cultivating new business prospects, maintaining high engagement with existing relationships, and further expanding current partnerships with an emphasis on ensuring these relationships are financially rewarding to all stakeholders. This leader will collaborate with other key stakeholders from Laboratory Services and other operating units to overseeing current business initiatives and develop new opportunities to achieve growth goals. As a key leader within Laboratory Services, this individual will be required to serve as a credible liaison and demonstrate strong working relationships with all client organizations and key system stakeholders. This individual will be responsible for establishing consistent processes for all constituencies to achieve operational goals, including facilitating implementation of services, and providing ongoing operational support for client organizations.
Responsibilities And Duties:
50% BUSINESS OPERATIONS SALES AND ONGOING SUPPORT:
Generates and maintains new accounts.
Promotes strong customer service orientation with a zero tolerance for inappropriate or suboptimal performance negatively impacting client organizations.
Leads discussions with client organization administrators, physicians, and staff to identify outreach laboratory needs in order to provide services and, therefore, gain their business.
Deploy tools i.e., marketing collateral and communication skills to compel existing and prospective clients to recognize that OhioHealth Outreach Laboratory Services are essential to their success.
Acts as liaison between OhioHealth and all client organizations, their medical directors, quality assurance teams, etc.
Take responsibility for all sales activities from lead generation through close.
Knowledge of OhioHealth's connectivity options Care Evolve, EPIC and how they can benefit the client.
Investigates specimen problems, service complaints and any delays in performance of procedures.
Give timely feedback to the client regarding any and all issues.
Demonstrates in-depth knowledge of laboratory procedures related to clinical services having the ability to make recommendations regarding OhioHealth's offerings in testing, connectivity, etc., in light of specific practice patterns.
Coordinates efforts of the laboratory team to maintain and/or implement changes in work processes to assure high quality outcomes and meet established standards regarding specimen integrity, turnaround time, etc.
Ensures all regulatory standards CAP, CLIA, ASCP are met.
Maintains working knowledge of regulatory and compliance issues, such as ABNs, Stark laws, Medicare, and secondary payers, etc., as they relate to laboratory outreach.
Assists in the development of budget and financial targets.
10% LEADERSHIP STANDARDS:
Regularly attends laboratory leadership meetings demonstrating active engagement and eliciting input from meeting members regarding areas of concern.
Demonstrates high standards of ethics and fairness while adhering to OhioHealth policy, following the system mission, vision, and values.
Identifies and is open to identified process improvements, successfully and quickly adapting to changes in assignments and role within the organization.
Thinks beyond personal and department objectives when making decisions and performing work.
Remains current with industry best practices.
Requires little or no direction in performing day-to-day responsibilities; leads by example according to OhioHealth mission, vision, and values; remains calm in crisis; addresses issues immediately.
Maintains documented evidence of progress toward stated goals strategic, department, etc.
30% CUSTOMER SERVICE:
Accurately determines client needs and what is necessary to meet client requirements.
Builds and sustains client relationships to ensure ongoing satisfaction and loyalty.
Conveys a professional image of OhioHealth and promotes OhioHealth services while out in the community.
Focuses daily activities on exceeding clients, community, and co-workers’ expectations with timely follow-up of complaints.
Takes ownership/accepts accountability without blaming others as well as providing constructive feedback to others.
Maintains effective relationship with peers; promotes good inter-employee relationships.
Maintain knowledge base including, but not limited to, what is done in the central lab vs. sent out, current ordering practices endorsed by major medical associations and the accompanying rationale, current laboratory sales knowledge.
10% QUALITY:
Cost management.
Manages both time and resources wisely, flexing resource utilization with volume.
Maintains high standards and provides excellent service to clients.
As a High Reliability Organization (HRO), responsibilities require focus on safety, quality and efficiency in performing job duties.
The job profile provides an overview of responsibilities and duties and is not intended to be an exhaustive list and is subject to change at any time
Minimum Qualifications:
Bachelor's Degree (Required)ASCP - American Society for Clinical Pathology - American Society for Clinical Pathology
Additional Job Description:
SPECIALIZED KNOWLEDGE
Detailed knowledge and understanding of lab operations.
Demonstrated project management skills and the ability to communicate complex issues and strategies.
Experience in working with multi-disciplinary teams and complex matrix relationships.
Excellent relationship and influencing skills, strategic thinking, and analytical skills.
Professional presence.
Demonstrated success in sales, forecasting, program development, and strategic development.
Minimum of 3 years laboratory experience.
Work Shift:
Day
Scheduled Weekly Hours :
40
Department
Reference Lab
Join us!
... if your passion is to work in a caring environment
... if you believe that learning is a life-long process
... if you strive for excellence and want to be among the best in the healthcare industry
Equal Employment Opportunity
OhioHealth is an equal opportunity employer and fully supports and maintains compliance with all state, federal, and local regulations. OhioHealth does not discriminate against associates or applicants because of race, color, genetic information, religion, sex, sexual orientation, gender identity or expression, age, ancestry, national origin, veteran status, military status, pregnancy, disability, marital status, familial status, or other characteristics protected by law. Equal employment is extended to all person in all aspects of the associate-employer relationship including recruitment, hiring, training, promotion, transfer, compensation, discipline, reduction in staff, termination, assignment of benefits, and any other term or condition of employment