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Click here or scroll down to respond to this candidateCandidate's Name , bc
LINKEDIN LINK AVAILABLE
MANAGEMENT PROFESSIONAL: MARKETING | SALES | BUSINESS DEVELOPMENT
Strategic Planning ~ Relationship Building ~ Market Capture
Dynamic sales professional with significant experience and success
expanding sales territories and growing revenue in diverse healthcare
sectors. Offer versatility in developing and implementing unique
winning strategies and solutions to drive high-volume sales revenue
growth in highly competitive markets - generated sales performances
that included growing sales 116% in 1st year and 146% in 2nd year.
Consistently hold top rankings in sales performance due to
relationship building and sales closing skills, evidenced by record
of saving troubled relationships with numerous referral sources by re-
establishing good will and trust, re-igniting referral relationships.
Strategic product launch specialist - introduced new pharmacy
automatic compounding mixer resulting in 90% market penetration.
CORE COMPETENCIES
* Territory Growth Management
* Major Contract Negotiations
* High-impact Sales Presentations
* New Product Launch
* Consultative Sales Process
* Medical Device Account Management
* Pharma Sales/Management
* Product Education
* Major Account/National Sales
* Medical Device Sales
* Healthcare Marketing Strategies
* Sales Rep Training/Development
* P&L Accountability
* Cold Calling/Telemarketing
CAREER HIGHLIGHTS
MANAGER BUSINESS DEVELOPMENT | ADENA HEALTH SYSTEM
* Built new Access CRM database from ground up. Mapped out all
employers in hospital service area. Launched MS Access database into
Nutshell Professional CRM and customized/optimized information in
preparation for newly launching insurance product, saving $10,000 per
year.
BUSINESS MANAGER HOME CARE | ADENA HOME CARE & HOSPICE
* Set company census record for both home health and hospice.
Organized Pickaway County Health Fair to engage general public and
build brand awareness. Created comprehensive market analysis report,
cross-referencing market shared with referral streams from individual
practices.
EDUCATION STRATEGIC SPECIALIST
FAIRHOPE HOSPICE AND PALLIATIVE CARE, INC.
* Played key role in company receiving Small Business of the Year
award from Fairfield Chamber of Commerce. Led company to record high
census of 155, achieved twice in 1 year.
ACCOUNT MANAGER | HOSPICE OF CENTRAL OHIO
* Contributed to setting Lancaster office record census record,
growing census from 17 upon hire to 48 (182% increase) in highly
competitive territory. Brought satellite office above break-even for
first time in its history.
PROFESSIONAL EXPERIENCE
STIRLING ULTRACOLD Columbus, OH * May 2023 to April 2024
Manufacturer of Ultra Low Temperature freezers for laboratories,
hospitals, research facilities and microbiology industry and first
company to earn ACT-label recognition from MyGreenLabs for its
freezers.
INSIDE SALES AGENT
Managed sales of medium and small size freezers across 23 states in
Western US, specializing in sectors ranging from medical to
agricultural applications. Conducted thorough market analysis and
data collection to identify and engage potential buyers and decision
makers. Developed strategic approaches to enter new markets,
including government health programs, medical marijuana growers, and
veterinary services. Maintained client relationships by handling and
resolving challenging situations. Utilized SalesForce in performing
role.
* Facilitated negotiations with key customers such as Pfizer,
Boehringer-Ingelheim, Merck Animal Health, USDA, US Veterans Affairs,
and VWR Avantor Sciences to enhance product visibility and adoption.
* Promoted innovative recycling programs for old freezers, enhancing
environmental credentials and aligning with My GreenLabs' ACT-Label
requirements.
* Oversaw initiatives to list products on Hospital Group Purchase
Organizations (GPOs).
* Advocated adoption of cost-effective technologies and tools,
leading to proposal to switch to more economical CRM system.
* Supported marketing and product management in design and
proofreading collateral materials and email campaigns.
ADENA HEALTH SYSTEM Chillicothe, OH * August 2018 to January 2023
Provides quality health care for more than 400,000 people in south
central and southern Ohio, serving 9 counties with 45 locations,
including 4 hospitals, 7 urgent care facilities, and primary care and
specialist offices.
MANAGER - BUSINESS DEVELOPMENT (August 2020-January 2023)
Secured new business relationships by mapping out and engaging
employers in hospital service area. Initiated contact with decision-
makers to promote occupational health services and gauge interest in
future health insurance program under development with The Ohio State
University and Nationwide Childrens Hospital. Assisted employers
with reducing lost employee work time and Workers Compensation case
filings.
* Played key role in growing occupational health services into
profitable service line, considered rare for hospital systems.
* Grew home care/hospice areas by improving communications with
nursing homes and eliminating referral barrier caused by exclusively
using company PT services.
* Negotiated contract with Amsted/Conmet for ergonomic workplace
assessments and ongoing drug testing, resulting in ongoing referral
stream for Occupational Health, while saving client company money in
preventing recordable BWC incidents.
* Secured contract with all schools in service area for sponsorships
and athletic trainer program.
* Landed contract relationships with high-profile entities such as
Fluor BWXT, YUSA, Ohio National Guard, PGW Auto Glass, Accurate
Heating and Cooling, and Atomic Credit Union.
BUSINESS MANAGER - HOME CARE (August 2018-August 2020)
Oversaw growth of 4 service lines (hospice, home health, oxygen/DME,
and home infusion). Visited nursing homes and physician offices and
hospitals to nurture referral streams through relationship building.
Forged high-trust relationships with referral sources in and out of
network. Identified opportunities for service expansion. Reported
SWOT and dashboard metrics monthly. Negotiated service contracts with
nursing homes.
* Successfully grew home care market share and maintained hospice
market share in fiercely competitive market.
* Spearheaded expansion of hospice services into Pickaway County,
contributing to record high census.
FAIRHOPE HOSPICE AND PALLIATIVE CARE, INC. Lancaster, OH
July 2015 to August 2018
Independent, not-for-profit hospice and operator of The Pickering
house, a unique 12-bed inpatient unit, with satellite office operated
in Logan, Hocking County. Company employs 125 people and serves 7
counties.
COMMUNITY EDUCATION STRATEGIC SPECIALIST
Maintain relations with referral sources such as physicians, long
term care facilities, hospitals, assisted living facilities, group
homes. Make cold calls and follow-up calls to develop referral
relationships. Educate staff on hospice eligibility during luncheons;
provide brochure information / support and educate staff in holding
conversations with families. Train staff and directors on Medicare
regulations in preparation of entering into contractual
relationships. Attend Chambers of Commerce events several times
during year. Conduct trainings on Advance Directives and schedule
continuing education (CE) with client facilities. Set up and man
booths for trade shows and fair weeks.
* Worked on project to launch CRM program and led team in selection
of company to build new web site, reducing fee from $9,000 to $2,500
(42.9% cost savings).
* Built / repaired previously strained relations with Laurels of
Athens Nursing Home, as well as nursing homes and assisted livings in
Pickaway County and Ross County. Recovered 4-year deteriorating
relationship with facility; rebuilt good will and trust, resulting in
re-establishment of referral relationship.
* Started successful healthcare network meetings with 4 different
chambers of commerce organizations throughout territory, resulting in
strengthened relations with referral sources and increased referrals.
* Orchestrated companys successful expansion into Ross County and
Vinton County.
* Successfully penetrated previously ignored developmental
disabilities group home market.
* Led task force for implementation of full-scale network-based CRM
to collect client data and history.
* Negotiated contracts with Chillicothe Veterans Administration and
Buckeye Community Services (8 group homes). Re-negotiated more
favorable contracts with several nursing homes.
* Developed exclusive relationship with Senior Center and Hospital
in Hocking County, resulting in favored status and elimination of
competition.
HOSPICE OF CENTRAL OHIO Newark, OH * June 2012 to July 2015
ACCOUNT MANAGER
Promoted hospice services to long-term care facilities, hospitals,
physician practices, and home health agencies. Succeeded in building
referral relationship with Fairfield Medical Center and area
physician practices. Contributed to company growing to record high
census of 260 patient census.
DILLER MEDICAL, INC. Bluffton, OH * January 2011 to June 2012
TERRITORY MANAGER
Managed accounts across Southern Ohio, calling on nursing homes and
group homes to fill supplies and equipment needs. Implemented
territory growth strategies to grow sales with new and existing
customers. Succeeded in recovering several fledgling accounts,
winning them back from competitors.
PERCUVISION, L.L.C. Westerville, OH * April 2010 to December 2010
SALES CONSULTANT, MEDICAL DEVICES
Introduced innovative urological invention in hospitals and
emergency rooms throughout Ohio. Provided visual product
demonstrations. Organized, managed and set up medical trade shows in
San Francisco and Las Vegas.
DYNAVOX TECHNOLOGIES Pittsburgh, PA * March 2007 to April 2010
SALES CONSULTANT
Ranked as #3 National Salesperson in 2008. Grew sales 116% in 1st
year and 146% in 2nd year.
DERMARITE INDUSTRIES, L.L.C. Patterson, NJ
March 2002 to March 2007
REGIONAL MANAGER FOR OHIO
Grew annual sales to nearly $1 million in 5 years; doubled projected
sales for year inside of 6 months, resulting in hiring of additional
sales representative.
EDUCATION | PROFESSIONAL DEVELOPMENT
bc (Bachelors in Commercial Economics),
Marketing, Economics and Management
University of Applied Science Utrecht, The Netherlands
Thesis: Multinational Marketing Introduction and Product Launch Plan
for New Pharmaceutical Product
Degree compares to masters level education in United States
Adena Health Leadership Development Program
Professional Selling Skills, Achieve Global
Adena Health Leadership Development Program; Leadership Core
TECHNICAL SKILLS | LANGUAGE SKILLS
MS 365 | MyDataBase | Nutshell | Systoc | Sugar CRM | Deyta |
Suncoast | WebEx | SalesForce | Oracle APEX
Dutch (Native language) | English (Fluent) | German (Fluent) |
French (Basic) | Spanish (Basic)
PROFESSIONAL ASSOCIATIONS | VOLUNTEERING/COMMUNITY SERVICE
Adena Health Annual Golf Fundraiser
Board Member, Chillicothe Ross Chamber of Commerce
Ambassador, Hocking Hills Chamber of Commerce
Started health network meeting with Chambers of Commerce in Ross
County, Athens County, and Pickaway County.
Co-Chair, Older Adult Network, Lancaster Fairfield County, 2016-2017
Keywords:
Sales Manager, Marketing Manager, Business Development Manager |
