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Full-timeDescriptionZinnia Health is a fast-growing integrated healthcare company. We value our employees and care for our clients. Do you have unique talents that you would like to share with others? We would love to have you join our team!
- Competitive Pay
- Career Development
- Competitive Benefits & 401k
- Values: Integrity, Teamplay, 1% Better Each Day
The Senior Clinical Outreach Coordinator represents Zinnia Health in the professional and public sectors. More often than not, business development representatives are the first impression of the company. This person should always act with integrity, honesty, and professionalism equivalent to the care that Zinnia Health offers at their treatment facilities. In addition to the communication, presentation, and sales skills required to be successful in this position, this individual must be self-motivated, yet have the ability to work well with a team, be creative and execute all their activities with precision and professionalism.
Zinnia Health business development representatives must always be able to offer constructive insight, support their colleagues and business contacts while being creative, and have the ability to set themselves and the company apart. In short, business development representatives play a crucial role within the company that requires them to work well with every department internally and navigate all potential business and client relationships with the eloquence and professionalism that will garner trust and long-term relationships.
Team Focus
The Clinical Outreach Coordinator must be able to support and work cohesively with their counterparts as well as with the other departments at Zinnia Health. Business development demands a working relationship with every department at Zinnia Health.
Sales Skills
The Clinical Outreach Coordinator must be able to elicit business from professionals in a manner that is sensitive to the nature of our product while distinguishing our program as the best provider for that population. Ability to follow steps of the sales cycle:
- Prospecting leads: researching, web tools
- Qualify leads: ask pointed questions
- Setting the appointment
- Building a rapport: bring a gift, sense the tone, practice active listening skills, and make the presentation interactive
- Conducting needs analysis: ask what is most important to them, probing questions
- Making the presentation/overcoming objections: ask what programs they have referred to, what did they like about them
- Closing: ask for the business
- Follow up: send emails, and notes when relevant events or topics may be of interest to them
Creativity
The Clinical Outreach Coordinator is required to present themselves with distinction. In order to stay ahead of the competition, Clinical Outreach Coordinators must be able to utilize their creativity for individual presentations and company promotion.
- Change it up – incorporate new elements, and visual aids into your presentations
- Plan events that represent the program that is fun and create intrigue
Marketing Plan
The Clinical Outreach Coordinator must be able to create an annual marketing plan that identifies annual and quarterly goals that are achieved by clear objectives and tactics. The plan should include:
- Admission spreadsheet identifying active accounts with current admissions and projected admissions/growth for the year
- Regional obstacles
- Opportunities for growth
- Annual goals with quarterly plans to achieve goals
Self-Motivation
The Clinical Outreach Coordinator must be able to take initiative and actively seek new business leads. This department operates remotely, and each representative is responsible for cultivating their own business and thereby determining their own success.
- Must be able to initiate daily and weekly business efforts with enthusiasm
- Must be able to operate independently without prompting or reminders of deadlines
Communication
A successful business development rep has the ability to build a rapport quickly with any person they encounter. This will allow for an easier communication process.
- Success is identified through responding to active listening skills
- Keep it real – be yourself
- Smile
- Make deposits – leave the conversation making people feel energized
- Keep it brief – nail the key messages
Problem Solving/Conflict Resolution/Crisis Management
Due to the nature of Zinnia Health's business, and the role of business development representatives must have the ability to quickly assess and calmly and professionally respond to a variety of situations while acting on behalf of and protecting the company.
- Must be able to identify appropriate responses to any issue or conflict that arises
- Must be able to maintain a level head and rational thought process to arrive at a resolution
- Must be quick and efficient at resolving internal and external issues
- Must involve appropriate managers and clinical staff to resolve conflicts or provide additional support to solutions
Integrity
The Clinical Outreach Coordinator must always demonstrate and act with honesty and kindness. Business Development does not have daily supervision or necessarily daily interaction with management and is therefore expected to complete their business as expected.
- Must conduct themselves on a daily basis with honesty
- Must be able to participate in meaningful conversations without being disparaging about other programs or individuals
- Must work and complete business on a daily basis as they say they will as demonstrated by calendar entries (spot checked by supervisors)
- Must complete to the best of their ability the weekly and monthly activity quotas
- Must utilize company property appropriately and provide documentation for purchases
Time Management
The Clinical Outreach Coordinator must be efficient in scheduling their time so as to effectively and thoroughly cover their business territories while keeping up with required reporting and communication. Demonstrated by:
- Achieving monthly activity quota: 40 face-to-face meetings, 3 events, and 1 tour each month
- Efficient and effective weekly planning to achieve an average of 10 face-to-face meetings and 1 event each week
- Reports are completed and submitted on time including: (1) Salesforce data entry by Monday morning at 8 am, (2) End of month reports (credit card, mileage, reimbursements) by the 5th of every month, and (3) Quarterly strategic marketing plan due 1 day of the last month of the quarter
Salesforce Proficiency
Appropriate activity documentation including significant correspondence, marketing activity, and appropriate relationship information. Accurate entry of new business contacts including complete information:
- Name
- Key facts of business
- Specialty
- Telephone number
- Email address
- Region number
Presentation Skills
The Clinical Outreach Coordinator is required to present company information in a variety of settings including 1:1 meetings, small conferences, and large conferences. Representatives need to have the ability to disseminate company information eloquently and efficiently to small and large audiences. Successfully demonstrated by the audience demonstrating active listening skills and eventually, referrals.
- Able to assess the needs of the audience and tailor presentation appropriately
- Engage the audience as demonstrated by the presence of active listening
- Must be able to articulate company/program strengths, key messages, and history in various settings.
Face-to-Face Meeting
Individual meetings are the most effective outreach tool. The ability to establish a rapport with a clinician or program and maintain that rapport is extremely valuable.
- Set a meeting with the appropriately screened candidate
- Conduct needs analysis
- Review Zinnia Health key messages
- Bring appropriate collaterals including: (1) Business Card, (2) RTC brochures, (3) IOP brochures, and (4) Lunch, Snacks, flowers (Must bring something)
- Follow up appropriately according to their ability to refer
Event Etiquette
Events are the second most effective outreach tool. The ability to create an event that is meaningful to the referring company and representative of Zinnia Health in an intimate or appropriate way is significant in this field. An event is defined by 6 or more in attendance
- Invitations to Zinnia Health events should be sent out 8 weeks in advance
- Events can include but are not limited to: (1) Dinners and Lunches, (2) In-service presentations of CE presentations, (3) Open House, (4) Holiday Event, (5) Co-Hosted event; Co-sponsor must be an active referral source or a respected program in the community. All co-sponsors must be cleared by the supervisor/director, and (5) Tours.
- Event follow-up to occur by email or writing within 2 weeks of the event
Conferences
Identify appropriate conferences for Zinnia Health to participate in and submit to the Supervisor/Director for approval.
Minimum Qualifications
- 1-3 years of marketing experience
- Advanced skills in MS Word, PowerPoint, Outlook, and Excel.
Salary Description$60,000 - $110,000 yearly
