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Click here or scroll down to respond to this candidateCandidate's Name
North Versailles, PA Street Address
PHONE NUMBER AVAILABLE - EMAIL AVAILABLEPROFESSIONAL SUMMARYSeasoned Sales Management professional with exceptional success in business-to-business and business-to-consumer sales within multiple industries. Proven track record in exceeding sales goals, growing business and expanding territories. Accomplished in overseeing day-to-day business operations of sales department and fostering relationships with customers and clients for sustained business growth.EMPLOYMENT HISTORYLaboratory Sales Specialist, MHS LabsMarch 2021 November 2022Responsible for the sales and support of MHS Labs high complexity clinical lab products and services. Complete understanding of clients needs of genetics testing across all therapeutic areas and points of care.Demonstrates strong leadership abilities including organization, time and territory management skills.Maintains day-to-day client relationships, service levels and on-going strategies to increase new business and upsell/educate traditional clients to the PCR product lines.Analyze assigned territory to identify new potential clients and pro-actively sell to these organizations to assist them in understanding the benefit of utilizing MHS Labs services. Completing and ensuring the execution of all new client/upsell service agreements, including maintaining a positive client relation, on-boarding and superior responsiveness to client request ensuring satisfaction of clients needs.Proficient knowledge and usage of the MHS Labs CMR, HubSpot to ensure proper documentation of productivity and client relation management.Sales Director, Mt. Vernon of South ParkDecember 2019- October 2020Conducted all external business development with outside referral partners with the goal of generating direct referrals to the personal care and memory care community.Developed strategic sales and marketing plans for the community and work closely with other department managers to ensure that such plans meet the needs of the community.Demonstrated excellent sales skills through: Establishing and maintaining client relationships, discovery of clients needs and desires with the communitys products and services, closing and post-sales activities.Completed and maintained the Five Star CRM (lead database) for all potential residents and referral contacts.Director of Business Development/Care Transition Coordinator, Comprehensive Health MGMT.September 2017 November 2019Responsible for all business development activity to support 14 skilled nursing facilities in the Pittsburgh market.oDaily contact with existing referral sources and identifying and developing relationships with new referring agencies.oPerformed pre-admission clinical assessments of all patients in assigned referring hospitals to ensure discharge to skilled facilities was seamless and all patient needs were met.oWorking knowledge of ECIN referring software. Also well versed in Medicare/Medicaid regulations, insurance/HMO regulations and how coverage is obtained.Maintained and developed relationships with referring skilled facilities, home health agencies and contracted placement agencies to support the business development and census growth of 90 bed Personal Care Community.Increased community census by 20% in 8 months.Planned, marketed and executed events held with the facilities to increase both clinical referral source and community awareness of facility services.Director of Sales and Community Services, Care UnlimitedJune 2014 October 2015Responsible for performing sales/educational calls directly to all potential and current clients while maintaining a network of referral sources to ensure public, physician and agency awareness of Care Unlimited. Increased home health referrals by 22% within one year.Assisted with the interviewing process to hire remote staff within 15 counties of Western PA. Met with educational sources and attended job fairs to gain leads for new hires.Collaborated with clinical staff to ensure the intake process met the needs of the patient, family and physician/referral source. Participated in the development, analysis and trending of consumer satisfaction information. Met with patient/family to ensure close of sale Care Unlimited became their number 1 choice for in-home care.Regional/Area Director of Sales and Marketing, West PA/MD, Consulate Management Co.April 2008 October 2013Responsible for assisting Directors of Admissions in seven (7) skilled nursing facilities and three (3) assisted living centers within Western PA and MD, to achieve facility census goals and annual budget projections. This includes the recruitment, training and coaching of the Admission Director (Sales Director) personnel positions within the facilities.Completed all weekly, monthly and annual marketing plans and reporting of production to ensure corporate census goals were being met.Developed relationships within each market area to assist in identification of current and future market needs. Developed business development relationships with upper management of main referring acute care hospitals (CEOs, CFOs, Chief Nursing Officers and Sr. Directors of Case Management).Director of Business Development, Select Specialty HospitalsFebruary 2010 November 2010Responsible for directing the overall business development strategy, budgeted census objectives and community medical education efforts for two long term acute care hospitals in the Pittsburgh market.Developed and implemented the referral and community relations education programs while maintaining strong business relationships within the referring marketplace.Developed census management strategies, market-niche programs and patient/physician payer relationships to ensure budgeted census goals are met.Managed and directed 5 Clinical Liaisons and 2 Admission Coordinators for the two assigned hospitals. This responsibility included the recruitment, training, performance evaluation, coaching and when necessary, termination of these positions.Long Term Care Account Executive, UPMC/SHHS Home HealthMay 2005 November 2006Enhanced customer contact through effective territory management. Identified new markets and service opportunities. Prepared quarterly marketing plan and updated regularly to assist with volume increase.Created sales presentations targeted to key audiences. Coordinated education opportunities with referral sources, patients and provider organizations.Contributed to the continued success of the program by exceeding sales and revenue targets. Increased territory home health admissions by 10% from 5/05-5/06.Director of Sales/Marketing, Gordon Health VenturesFebruary 2001 January 2003Consulted with seven (7) Assisted Living Centers in the hiring and discharging of Admission Directors to fulfill corporate census requirements. Hired six (6) new Admission Directors, assisting them in meeting corporate census goals. Trained, supported and motivated new representatives to meet quotas.Planned, developed, directed, evaluated and coordinated marketing initiatives, to ensure that budgetary occupancy was achieved on a consistent basis.Established new business for all corporate centers throughout Pittsburgh, Beaver and Cranberry markets. Developed financial information, policy and procedure manual, regarding MA and VA monthly financial supplements.HCR ManorCareManager, Market Development, SW RegionJuly 1999 February 2001Supported 10 skilled nursing facilities and 2 Alzheimers assisted living centers throughout the Southwest Region of Pennsylvania in the development and implementation of a comprehensive marketing plan to include external sales, census development, public relations, media and special events while working within budgetary requirements.Managed and trained admission personnel on internal sales process and both internal and external account management, increasing regional census from 90% to 92% occupancy in 7 months.Negotiated and implemented managed care and hospice contracts, increasing qualified referral sources by 10 in the region.Admission DirectorDecember 1998 July 1999Developed and implemented facilitys external marketing program by conducting marketing calls and establishing relationships with designated referral sources for ManorCares Shadyside Nursing and Rehab. Center.Performed contract negotiations with hospice and managed care organizations. Developed three (3) new referral sources while there which increased the average weekly referrals by eight (8).Performed duties of telephone and walk-in inquiries, gathering of prospective resident medical and demographic information, PPS/HMO cost-outs, admission approvals, facility tours, coordination of admissions and bed census, and orienting new residents and families to a facility policy and procedure.EDUCATIONUniversity of Pittsburgh, Bachelor of Arts in Social Work 86 |
