Job Location: Calgary AB
Job Type: Full Time Permanent, Hybrid
Schedule: Monday to Friday, Occasional Evenings and Weekends as Needed
JOB PURPOSE:
Reporting to the General Manager and serving as a member of the Medicentres' Senior Team, the Senior Manager, Occupational Health and Commercial Services is responsible for growing and managing the Occupational Health division, and driving new commercial opportunities across the Medicentres network.
Within Occupational Health, they will be responsible for the day-to-day management of the Occupational Health business (including P&L responsibility and people management). They will also be tasked with identifying and actioning opportunities for organic and inorganic growth, which could include in-market business development (new clients and expanded business with existing clients), developing new services, opportunities for geographical expansion (including integration and growth of new and existing businesses in Ontario and Quebec), and partnerships/acquisitions. They will work collaboratively to create synergies with the primary and specialty care divisions, both from a staffing and operational point of view, as well as identifying opportunities to leverage ELNA's physical network of primary and specialty care clinics.
In addition, they will be responsible for working with ELNA's Vice President, Business Development to develop and bring to market other commercial opportunities within Medicentres' primary and specialty care division, which could include new commercial partnerships, opportunities for non-physician led services, and/or the introduction of new revenue-generating services for Medicentres' physicians.
JOB DIMENSIONS:
Direct Reports:Manage a team of up to six (6) direct reports and up to forty (40) indirect reports.
Financial:Responsible for the financial performance of the Occupational Health division, including revenue and EBITDA goals. Responsible for additional revenue targets related to non-Occupational Health commercial activites.
Operational:Responsible for the operations of the Occupational Health business, including the four clinics, any outsourced or onsite services, and/or any operations provided by third-party administrators (TPAs). This includes staff management, physician management, customer service, complaints, and client management. Work with Finance, Human Resources, Information Technology, and Privacy resources to oversee those functions, as well. Support growth and other national (including non-Occupational Health) initiatives across the organization.
Organizational Leadership:Serve as a member of the Medicentres Senior Team. Participate in strategy, budgeting, and performance management processes for Medicentres and ELNA Medical. Liaise and work collaboratively with colleagues across Canada.
Other:
Business Development, Recruitment of Occupational Health Physicians
PRINCIPAL RESPONSIBILITIES:
Occupational Health:

• Lead the Occupational Health Division at Medicentres / ELNA Medical
  • Responsible for overall management, including management of the P&L, staffing, and operations (in coordination with the Regional Operations Managers (ROMs) in the Primary and Specialty Care Division)
  • Responsible for building and maintaining relationships with the physicians that support the Occupational Health division
  • Responsible for client management, growth strategy, and continued development of the division
  • Responsible for the integration of any existing or new occupational health clinics within ELNA
• Lead the sales effort for Occupational Health services within Canada, identifying local, regional, and national opportunities for growth, including organic and inorganic opportunities
  • Prospect for additional Occupational Health clients via networking with potential client corporations through Conventions, applicable Business Associations, social media platforms, and cold calls
  • Respond to RFPs and other inquiries from prospective clients
• Grow the Occupational Injury Service (OIS) business at Medicentres in Alberta, and identify opportunities to work with Workers' Compensation organizations across Canada
• Identify opportunities to deliver services across ELNA's primary and specialty care network of clinics and points of care
• Performance manage the team and take responsibility for integration into Medicentres and team / individual development
• Manage all relationships and partnerships with TPAs
• Manage and achieve Occupational Health KPIs as set by the company

Commercial Services:

• Working with the leadership of the primary and specialty care division, identify and develop new opportunities for growth in the network (either through physician-led or non-physician led services)
• Example opportunities could include:
  • Introduction of non-insured services (aesthetics, non-insured testing, wellness, allied health, immigration, etc.)
  • Introduction of new insured services (phlebotomy, monitoring or diagnostics, etc.)
  • Establishment of partnerships with other health system stakeholders

KNOWLEDGE, SKILLS AND EXPERIENCE:

• 5+ years experience working in Occupational Health (either internally with an organization, or with an external provider), and a demonstrated knowledge of customer needs and trends.
• 5-7 years in a similar leadership/ business development role.
• Experience in healthcare sales and demonstrated ability to develop and execute on sales plans and to meet aggressive sales targets.
• Experience in managing strategic client relationships and in developing new revenue streams from those existing relationships.
• Experience working with/for private/public healthcare/clinics.
• Experiencing managing a team, ideally distributed across several geographies (including performance management and development).
• Demonstrated ability to promote the company's services through effective market engagement including cold calling, emailing, and contributing to sales pitches and introduction calls.
• Experience managing a P&L and ability to understand financial statements.
• Demonstrated critical thinking to analyze new business opportunities and create a business case while evaluating ROI.
• Demonstrated ability to analyze new business opportunities and present to the CEO / Senior team for review.
• Superior skills working with Microsoft Office Suite: Word, Excel, PowerPoint.
• Demonstrated ability to work in Cross-Functional Team Environments.
• Demonstrated ability to manage Projects to bring them to fruition within designated timelines.
• Demonstrated exceptional attention to detail and quality control.
• Ability to work in a fast-paced environment and manage multiple tasks and changing priorities.
• Ability to work independently and take full ownership of activities.

Education/ Certifications

• Bachelor's Degree in a relevant field an asset, but no formal education requirement

CONTEXT AND ENVIRONMENT:
Works to grow Medicentres Occupational Health business. Ability to work flexible hours including evenings to accommodate the business (customers). Fast paced environment and set objectives and KPIs to achieve.
Must be able to travel regionally and nationally as required (up to 25% regionally and/or up to 25% nationally)
INTERNAL COMMUNICATIONS:

• All levels/departments of Medicentres
• Occupational Health Team
• Physicians
• Clinic Support Office (IT, Finance, HR)

EXTERNAL COMMUNICATIONS:

• Occupational Health Customers and Potential Customers
• Third Party Providers/ Industry Partners
• Trade Associations
• Legal Counsel
• Vendors
• Suppliers
• Health System Stakeholders (government and private sector)

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