Job Description

Regional Manager, Physician Relations

Cancer care is all we do

Hope in healing

Cancer Treatment Centers of America® (CTCA®) takes a unique and integrative approach to cancer care. Our patient-centered care model is founded on a commitment to personalized medicine, tailoring a combination of treatments to the needs of each individual patient. At the same time, we support patients’ quality of life by offering therapies designed to help them manage the side effects of treatment, addressing their physical, spiritual and emotional needs, so they are better able to stay on their treatment regimens and get back to life. At the core of our whole-person approach is what we call the Mother Standard® of care, so named because it requires that we treat our patients, and one another, like we would want our loved ones to be treated. This innovative approach has earned our hospitals a Best Place to Work distinction and numerous accreditations. Each of us has a stake in the successful outcomes of every patient we treat.

Job Description:

The Regional Manager is responsible for managing the effectiveness of the field team and managing relationships to achieve the goal of growth strategy deployment and increased patient referrals from the medical community for the assigned territories/hospitals. The Regional Manager will support a team of growth field reps by evaluating, training and developing the team to achieve greater results while maintaining strategic relationships with targeted physicians. The Regional Manager will analyze volume/ referral data, identify growth/ ease of use opportunities and develop strategies, as well as innovation to implement strategy and process flow, and to positively influence relationship management and operational best practices.

The Regional Manager is accountable for developing and implementing a strategy for delivering patient referral business from medical providers that guide oncology treatment decisions with patients. The Regional Manager will be responsible for appropriate messaging and positioning of CTCA to each prospective referral group. The strategy requires the Regional Manager to partner with the Regional Director, Physician Relations and hospital leadership to ensure the appropriate infrastructure is in place to directly and accurately support referral development, including referral intake processes, clinical offerings, and clinical communications with hometown doctors.

This individual must be goal oriented with the ability to plan quotas/goals, coach, support and motivate field team to achieve results in a team environment. Additionally, this role requires excellent analytical, communication, critical thinking and problem-solving skills.

30% Field Team Management & Training:

  • Onboard, coach and motivate growth field representatives to achieve desired results
    • Responsible for staff coaching
    • Responsible for staff retention
  • Analyze and evaluate the effectiveness of sales, methods and results of growth and retention field representatives and complete training and development plans to achieve results
  • Develop, monitor and measure performance standards for Growth Field Representatives. Review reports, conduct ride-alongs and work with staff to improve sales productivity and effectiveness
  • Hold team strategy and sales planning meetings individually and as a team
  • Ensure HIPAA compliance with the sales team
  • Work with program leadership to ensure ongoing skill development to improve staff skills and product knowledge
  • Actively participate in individual one-on-one training with the Field Team
  • Provides sales call/presentation observation coaching and improvement accountabilities including clinical and non-clinical communication and sales cycle management
  • Work with service line/ strategic leaders to update the yearly clinical focus for targeting
  • Work with growth field staff to develop annual regional, territory, and plan goal
  • Work with field staff on pre-call planning
  • Manage field staff in preparation of territory sales plans with focus on:
    • Service line and/or practice/physician growth
    • Managing the sales funnel
    • Increasing number of referrals in the select service lines
    • Maximizing alternative referral development distribution channels
    • Retention strategies
  • Create transparent and clear communications/ messaging strategy to deploy external referral sources
  • Partner with physicians and clinicians to understand the motivations and unmet needs that currently create barriers to referrals and entry for prospective CTCA patients and then identifying opportunities to eliminate barriers
  • Engage CTCA physicians to better understand how to partner with the outside medical community
  • Partnering with site and enterprise leadership, ensure that CTCA is operationally ready for outlined referral growth

50% Territory Management

  • Develops and maintains relationships with physicians and medical office staff targets in assigned key markets to meet patient acquisition goals in each market. Requires travel.
  • Meets monthly and quarterly activity goals established for assigned territory for office visits, physician visits, and physician to physician visits.
  • Develop relationships and partners with physicians and clinicians to understand the motivations and unmet needs that currently create barriers to referrals and entry for prospective CTCA patients and identify opportunities to eliminate barriers.
  • Execute referral strategy through the Physician Referral Specialist, a liaison between CTCA and referring physicians
  • Maintain a portfolio of new patient referrals from targeted regions through building a network of referring physicians. 
  • Identify and attend medical conferences that align with market strategy
  • Grow and maintain relationships with leadership teams of local professional associations.
  • Partner with Regional Manager of Physician Relations to leverage current CTCA experts and make them visible in the medical community by providing CME lectures and other speaking opportunities to medical groups and associations
  • Execute transparent and clear communications with external referral sources about specific patient clinical and insurance requirements as well as CTCA’s philosophy on patient care and empowerment to provide physicians the knowledge and understanding that all patients, once accepted, receive the highest level of care.
  • Follows up on specific questions or areas of interest and/or concerns expressed by physicians. 

10% Operations

  • Prepare draft of monthly activity and quarterly results reports
  • Monitor and report market and competitor information
  • Budgetary and Funnel Management
  • Provide activity dashboards that support and promote CTCA physician engagement
  • Engage CTCA physicians to better understand how to partner with the outside medical community. 
  • Partner with site and enterprise leadership; ensure that CTCA is operationally ready for outlined referral growth.
  • Partner with leadership to ensure the appropriate infrastructure is in place to directly and accurately support referral development, including referral intake processes, clinical offerings, and clinical communications with hometown doctors

10% General Responsibilities

  •  Identify opportunities in key markets to improve new patient acquisition.
  • Partner with Business Development and Access teams to identify opportunities
  • Partner with clinical and operational teams to identify best practices and opportunities for improved efficiency.
  • Track, complete and submit expenses. 
  • Attend regular Physician Relations team meetings.
  • Assist with community events (weekend work may be required).

Skills, Education and Additional Information

  • Minimum of a BS/BA in Marketing, Business, Public Relations or a related field 
  • Must have minimum of 5 years in outside sales, business development or related experience.  Clinical sales background required.
  • 4-6 years of experience working with medical professionals and/or operational marketing required
  • Experience with a high-quality consumer brand
  • Experience with budgeting, reporting, and analysis with a strong background with Microsoft Excel
  • Proven track record of successful relationship building and nurturing
  • Excellent written, verbal, and presentation skills
  • Strong interpersonal skills and team building capability
  • Strong understanding of the healthcare industry, including economic and political influences and dynamics
  • Proven track record of success and desire to grow and assume greater responsibility
  • Demonstrated ability to successfully navigate each step within the sales cycle
  • Actively demonstrates commitment to providing excellent customer service
  • Demonstrates ability to reach decisions, takes appropriate action and follow through
  • Extremely strong communication skills (both written and verbal)
  • Results oriented
  • Ability to lead and work as part of a team to achieve common goals
  • Ability to think creatively and perform quickly
  • Excellent presentation skills
  • Proactive and organized
  • Must be proficient in Word, Excel and PowerPoint and possess ability to learn new computer applications
  • Must assure discreet and confidential handling of all business / understand HIPAA guidelines
  • Must be an exceptional listener, with the proven ability to problem-solve
  • Creative ability and take-charge, problem solving attitude are important.

We win together

Each CTCA employee is a Stakeholder, driven to make a true difference and help win the fight against cancer. Each day is a challenge, but this unique experience comes with rewards that you may never have thought possible. To ensure each team member brings his or her best self, we offer exceptional support and immersive training to encourage your personal and professional growth. If you’re ready to be part of something bigger and work with a passionate, dynamic group of care professionals, we invite you to join us. 

Visit: to begin your journey.

Application Instructions

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