WORKING TITLE: Clinical Sales Liaison
SUMMARY: Facilitate patient care coordination / referrals in the marketplace as required with balance of time spent making sales calls. As a clinical expert, educates patients, physicians, case managers and all customers regarding diseases states, infusion therapy and available BioScrip services.
To perform this job successfully, an individual must be able to perform each essential function satisfactorily, with or without reasonable accommodation.
Research and Market Intelligence
Assists in identifying patients who could benefit from home infusion services.
Identifies business expansion opportunities within existing accounts.
Assists AE in maintaining a comprehensive database of branch capabilities to inform customers during sales calls.
Informs the intake department of trends that reflect a need for additional or extended services in home care.
Account Planning and Targeting
Participates in regional and area sales management conference calls as scheduled by Regional Sales Manager.
Assists in developing territory sales forecasts.
Attends and actively participates in weekly branch sales operations meetings .
Achieves territory sales plan objectives as defined with RSM.
Participates in targeting and prioritizing business opportunities.
Meets and exceeds baseline admission / coordinations threshold as defined by management within assigned accounts.
Performs on site reviews at various institutions to assist inpatient staff with discharge process.
Trains and educates inpatient staff and community health care organizations on capabilities of BioScrip. Provides patient, physician and case manager teaching regarding therapy and supplies.
Participates in all mandatory corporate sales blitz events.
Maintains a strong knowledge base of all payer contracts to communicate to customers.
Visits customer accounts to inquire about customer satisfaction with BioScrips services; identifies and resolves customer service issues in a timely manner.
Updates AEs and RSMs on account related issues to ensure feedback is appropriately incorporated for future referrals.
Sales Contact with Intake
Communicates details of referral to intake personnel and follows up with intake personnel to determine status of referral.
Obtains necessary information from referral sources to qualify patients and assists all departments who may need more information to process claims.
Patient Need Assessment
Participates in assessment and teaching of a patients infusion therapy needs, including vein assessment, assessment of patients and caregivers potential ability to perform the required therapy, and selecting the appropriate home therapy equipment.
Ensures that an appropriate home health plan is developed.
Confers with customers (physicians, patient / family / caregivers, health care personnel, etc.) during the planning process to establish mutual goals.
Works with intake coordinators and reimbursement staff to facilitate a smooth discharge for individual patients.
Completes active liaison / case management logs on a weekly basis.
Has solid knowledge of and guarantees compliance with: state and federal regulations, accrediting body standards, BioScrip policies and procedures, and standards of performance.
Gives high priority to client satisfaction and customer needs.
Maintains a positive relationship with internal customers; listens to different viewpoints and works collaboratively with others throughout the company to resolve conflicts. Treats people with respect and dignity. Cultivates mutual trust and confidence as evidenced by peer recognition as a resource and positive leader.
Maintains high level of professionalism. Follows through on commitments to others, delivers on promises, maintains personal integrity, presents professionally at all times, is easily accessible at all times, and serves as a role model for others as evidenced by peer feedback and letters of recognition and support.
Demonstrates skill and ability in effective professional written and verbal communications.
Completes expense reports, sales reports and assigned paper work timely, accurately, and in compliance with company policy.
Completes all company required in-services and trainings as required.
Completes BioScrip Compliance trainings and updates per company policy.
Completes HIPAA trainings and updates per company policy.
Completes Self-Performance review annually.
Performs other duties as assigned.
No supervisory responsibilities.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job, with or without reasonable accommodation.
The employee is frequently required to stand, walk, sit, reach outward, and handle/finger.
The employee is occasionally required to reach above shoulder, climb, crawl, squat, kneel and bend.
The employee must be able to frequently push/pull 15lbs or less and occasionally push/pull up to 50lbs.
The employee must be able to lift/carry up to 15lbs frequently and up to 35lbs occasionally.
Specific vision abilities required by this job include close vision, distance vision, peripheral vision, and the ability to adjust focus.
The employee will occasionally spend prolonged periods sitting in airplanes, cars or other means of transportation.
Employee must be able to manipulate keyboard or otherwise access computer, telephone and hand-held devices.
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job, with or without reasonable accommodation.
Work is normally performed in a typical interior/office work environment or in a hospital setting.
Employee will have exposure to patients in a hospital setting.
May occasionally be exposed to moving mechanical parts.
The noise level in the work environment is usually quiet to moderate.
The employee is exposed to outside weather conditions when traveling.
EDUCATION, TRAINING AND EXPERIENCE REQUIREMENTS
Graduate of an accredited school of nursing required, BSN preferred. Current Registered Nurse licensure in good standing in state of practice required. CPR certification is required. CRNI preferred. A minimum of two (2) years current nursing experience in a clinical specialty involving infusion therapy required, including patient assessment skills, venous access skills and emergency patient care, with at least one (1) year of home health experience required. Unless assigned hospitals are in an area that allows employee to use public transportation at all times, must have a valid drivers license and maintain a driving record which meets companys standards and must have auto insurance in effect at all times.
KNOWLEDGE, SKILLS, AND ABILITIES REQUIRED
The requirements listed below are representative of the knowledge, skill, and/or ability required, with or without reasonable accommodation.
Solid knowledge of BioScrip policies and procedures.
Expert understanding in clinical areas of responsibility.
Solid knowledge of home infusion industry, as well as a solid knowledge of respiratory, HME and enteral lines of business.
Knowledge of local, state, federal, and other regulations applicable to clinical practice; knowledge of regulations and legal requirements governing the industry.
Knowledge of accreditation standards and requirements
Works independently; demonstrates leadership in the clinical discipline.
Ability to foster a cooperative work environment.
Strong interpersonal and communication skills and the ability to work effectively with other departments.
Knowledge of computerized information systems.
Knowledge of infusion pharmacy reimbursement: state, federal and commercial.
Ability to develop and maintain recordkeeping systems and procedures.
Knowledge of current business issues and trends.
Knowledge of marketing strategies, processes, and available resources.
Ability to develop, plan, and implement short- and long-range goals.
Excellent interpersonal and communication skills.
Ability to assume flexible work schedule. Ability to travel between locations during the business day as necessary to fulfill the job duties described herein. Ability to travel overnight occasionally.
Ability to read, analyze and interpret business information, professional journals, clinical information, technical procedures, or government regulations. Ability to write reports and business correspondence. Ability to effectively present information and respond to questions from physicians, managers, patients, employees, payors and the general public.
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, and volume. Ability to read and interpret profit and loss statements. Ability to prepare budgets and revenue projections.
Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of abstract variables.