Practice Growth Specialist

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Practice Growth Specialist

The Practice Growth Specialist is a key driver of growth, responsible for expanding referral networks through targeted outreach, relationship-building, and data-driven market strategies. Acting as a strategic connector between US Oncology Network practices and referring providers, this role integrates referral development with comprehensive outreach initiatives to enhance visibility, patient acquisition, and long-term growth.

This position spans multiple oncology practices (Shenandoah Oncology, Regional Cancer Care Associates - NJCC, NorthMain Radiation Oncology) and regions (Virginia, New Jersey, Rhode Island) and requires frequent travel and a strong, consistent presence in the field. Candidates should expect a highly mobile role involving regular on-site visits, in-person meetings, and active engagement across diverse locations to build relationships and execute strategies effectively. Flexibility and comfort with travel are essential for success.

The ideal candidate is an energetic, collaborative professional who leverages internal and market data to develop and execute growth strategies aligned with practice objectives. This individual will cultivate a robust patient referral network by building and strengthening relationships with physicians and their staff. Success demands a self-motivated, detail-oriented, and goal-driven individual who thrives in fast-paced, matrixed environments. Strong project management skills, intellectual curiosity, and the ability to manage multiple priorities with composure are critical.

Key Responsibilities:

Referral Development & Relationship Management

• Cultivate and maintain strong relationships with referring physicians and their staff through regular in-person and virtual engagement. Maintain a dynamic presence through a balanced mix of onsite practice visits, field activities, and virtual touchpoints to ensure consistent relationship-building and accessibility.

• Serve as a strategic liaison between US Oncology Network practices, healthcare professionals, and referring providers by analyzing referral patterns and market data to identify growth opportunities and execute targeted outreach strategies.

• Conduct scheduled provider visits (in-person and virtual), participate in local meetings, and attend community events to maintain visibility and strengthen partnerships.

• Establish and sustain ongoing communication with referring physicians and office staff through in-person peer-to-peer interactions, follow-up visits, emails, and phone calls.

• Act as the US Oncology practice's "eyes and ears," gathering market intelligence and sharing referral feedback to inform strategic decisions.

• Adapt engagement strategies based on practice, referring provider preferences and market needs, leveraging in-person interactions for deeper connections and virtual platforms for timely follow-up and broader reach.

• Support practice growth initiatives by attending tumor boards, community events, and collaborating across practice departments.

Strategic Outreach & Market Analysis

• Utilize CRM and analytics platforms (e.g., Salesforce, DIG, CIRCA) to track referral trends, identify leakage, and deliver actionable insights to practice leadership and Network physicians.

• Manage relationships across multiple practices and regions, maintaining a deep understanding of each area's unique dynamics, referral patterns, and growth opportunities.

• Document all provider interactions and activities in Salesforce within required timeframes to ensure accurate reporting and compliance.

• Collaborate in strategic planning sessions and performance reviews to align outreach initiatives with practice growth objectives.

• Prepare and present regular reports detailing liaison activities, referral outcomes, and market intelligence.

• Conduct competitor analysis using SWOT and other tools to anticipate market shifts and inform proactive strategies.

Strategic Practice Support & Cross-Functional Partnership

• Collaborate with operational leaders, Network physicians, site managers, and practice staff, and Practice Growth & Marketing team members to assess business needs and execute sales strategies aligned with practice goals; recognized as a subject matter expert in oncology liaison new patient referral development.

• Build strong relationships with assigned practices to understand market dynamics, identify barriers, and uncover growth opportunities.

• Apply strategic thinking and organizational objectives to resolve complex issues and ensure timely communication and follow-up on feedback.

• Partner with marketing teams to create outreach materials, leverage content libraries, and support reputation management initiatives.

• Deliver consistent, high-impact messaging to referring providers and community stakeholders.

• Manage administrative responsibilities, including budget oversight, travel expense tracking, and timely completion of expense reports.

Minimum Requirement

Degree or equivalent and typically requires 4+ years of relevant experience.

Education

4-year undergraduate degree required, preferably with an emphasis in Sales and Marketing, Business, General management.

Specialized Knowledge/Skills -

• Relationship Builder - Establish trust and adapt to diverse practices, people, and situations.

• Analytical Mindset - Make fact-based decisions using data, trends, and market analytics.

• Strategic Leadership - Develop and lead execution of cohesive, results-oriented strategies.

• Program & Project Leadership - Proven success in managing complex initiatives.

• Field-Sales Expertise - Deep understanding of best-in-class strategies, tactics, and performance measurement to drive growth and strengthen referring physician relationships.

• Communication Excellence - Exceptional written, verbal, and presentation skills.

• Adaptability & Problem-Solving - Navigate changing market conditions and resolve complex issues using data-driven decisions.

• Business Acumen - Strategic thinker with a strong focus on profitable growth.

• Self-Starter - Proactive, resourceful, and able to operate autonomously.

• Detail-Oriented & Accountable - Strong organizational and follow-through skills.

• Collaborative Approach - Effective in matrixed environments and cross-functional teams.

• Professional Presence - Represents the organization effectively in diverse settings.

• Technical Proficiency - Skilled in Excel, PowerPoint, CRM tools; familiarity with community oncology market preferred.

• Advanced Analytics (Preferred) - Experience with data visualization and reporting tools (Power BI, Tableau) and Salesforce.

Working Conditions:

Environment

• Hybrid role with a mix of general office, remote work, and frequent travel.

• Requires flexibility to work in varied settings, including physician offices, community events, and professional meetings.

Travel Requirements

• Up to 80% travel by automobile, plane, or train.

• Must be able to work effectively outside the office and adapt to changing schedules and environments.

Physical Requirements

• Ability to perform computer-based work for extended periods.

• Comfortable with frequent travel and associated physical demands (e.g., carrying materials, navigating airports, different markets, events).

We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations. In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered. For more information regarding benefits at McKesson, pleaseclick here.

Our Base Pay Range for this position

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McKesson provides equal employment opportunities to applicants and employees, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other legally protected category. For additional information on McKesson's full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

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