Clinical Territory Manager - Indianapolis

This job is no longer active. View similar jobs.

POST DATE 9/7/2016
END DATE 1/21/2017

Mary Free Bed Rehabilitation Indianapolis, IN

Indianapolis, IN
AJE Ref #
Job Classification
Full Time
Job Type
Company Ref #
Mid-Career (2 - 15 years)
Bachelors Degree


We have the great privilege of helping patients and families re-build their lives. It's extraordinarily meaningful work and the reason we greet the day with optimism and anticipation. When patients \\"Ask for Mary,\\" they experience a culture that has been sculpted for more than a century. Our hallmark is to carefully listen to patients and innovatively serve them. This is true of every employee, from support staff and leadership, to clinicians and care providers.

Mary Free Bed is a not-for-profit, nationally accredited rehabilitation hospital serving thousands of children and adults each year through inpatient, outpatient and home and community programs. With the most comprehensive rehabilitation services in Michigan and an exclusive focus on rehabilitation, Mary Free Bed physicians, nurses and therapists help our patients achieve outstanding clinical outcomes.


Responsible for coordinating the referral and admissions process from assigned referral sites, clinical sales. Also responsible for screening patients for appropriate level of post acute care within Mary Free Bed Network. The Clinical Territory Manager will also develop relationships with referral sources involved with catastrophic cases throughout the assigned territory to better serve this population in rehabilitative services. Works closely with the Admissions Team and Business/Network Development Teams.

Essential Job Responsibilities:

Business Development

* Analyzes referral patterns of physicians and prioritizes time appropriately to increase business.

* Works with Mary Free Bed marketing department to determine needs of patients and referral sources to capitalize on education opportunities through new collateral materials and presentations.

* Develops relationships with current and potential referral sources including insurance case managers and payer sources through education of services offered at Mary Free Bed.

* With collaboration from Mary Free Bed Business Development Team, develops strategic initiatives for market penetration into trauma centers in assigned territory.

* Follows catastrophic cases throughout the assigned territory by rounding on appropriate call points with goal of incremental referral development.

* As a member of the Business Development team, coordinates meetings and calls on key referring physicians to drive census growth.

* Targets and builds relationships with catastrophic case managers.

* Provides reporting trends and activity to Business Development Team.


* For those referrals that are appropriate for admission to Mary Free Bed: In collaboration with the acute care hospital staff, collects appropriate patient information and completes the Mary Free Bed documentation that is required for admission. Provides patient and family education related to inpatient rehabilitation at Mary Free Bed. Collaborates with the referring hospital staff, Mary Free Bed inpatient staff and admitting physician to determine an admission plan, and to set a date and time that is appropriate for the patient and meets the needs of the referring hospital.

* Completes the pre-admission screen and assures that appropriate physician review is completed prior to admission.

* Develops and maintains effective working relationships with all referrals sources. Facilitates professional communication with each employee of the referring hospital.

* Encourages, coaches, and monitors teamwork and direct communication with co-workers.

* Monitors customer satisfaction and facilitates problem solving with the admitting physicians, patients and families, and referral sources. Encourages a culture of personal accountability, solution-seeking behavior, mutual respect, open communication, openness to change, enthusiasm, and pride.

* Maintains a high level of current knowledge about each referral hospital and the associated patient populations.

* Develops and maintains excellent working relationship with Network Partners and their admissions team.

* Maintains appropriate credentialing certification at all required facilities.

* Works with Admissions secretaries to ensure efficient processing of information.

Other Job Responsibilities:

* Maintains a high level of current knowledge about each referral source and the associated patient populations.

Customer Service Responsibilities:

Demonstrates excellent customer service behaviors consistent with organizational and departmental standards. Consistently promotes teamwork and direct communication with co-workers. Deals discreetly and sensitively with confidential information. Communicates admission decisions to discharge planners, case managers, patients and families, in a clear and positive manner.

Essential Job Qualifications (Knowledge, Education, and Training Requirements):

* Bachelor's degree in clinical field with at least 5 years experience.

* Certified, registered, or licensed in a clinical field.

* Territory management experience with high degree of autonomy.

* Experience in target marketing and business development with history of success.

* Valid driver's license with no restrictions.

* Physical Demands: Able to exert up to 10 pounds of force occasionally (up to 1/3 of the time); to lift, carry, push, pull, up to 10 pounds occasionally; to sit for the majority of the time, but may involve brief periods of time involving walking or standing; to use keyboard frequently (1/3 to 2/3 of the time)

Other Preferred Job Qualifications:

* Bachelor's degree in clinical field with at least 5 years experience.

* Able to respond to highly variable workload demands.