Health Care Executive
Seasoned healthcare sales and operations management executive with over 20 years of success building and inspiring teams and boosting performance. Innovative and collaborative leadership style with the ability to balance strategic decisions and financial discipline with a hands-on approach to leadership, resulting in strong patient, employee, and client satisfaction. Strong communicator and relationship builder with expertise in developing and implementing strategic plans, managing multi-site operations, contract negotiations, and team development.
¨ Business Acumen
¨ Budget & Fiscal Management
¨ Strategic Planning & Execution
¨ Team Building & Motivation
¨ Revenue Growth & Planning
¨ Problem Solving
¨ Culture Development & Refinement
¨ Administrative Efficiency
¨ Contract Negotiations
¨ Goal-Based KPI Improvement
¨ Inter-Departmental Collaboration
Professional Experience and Accomplishments
VITAS Healthcare, Sacramento, CA
VITAS Healthcare is the nation’s largest provider of End of Life services, with 42 locations in nineteen states, and the District of Columbia.
General Manager August 2015 – June 2018
Reported to the Vice President of Operations. Provided leadership and change management for the largest hospice provider in the Sacramento Valley. Promoted a reputation for the highest quality, innovative, and clinically sophisticated suite of services. Guided the strategic direction, managed the budget and led a top performing team of over 250 professional staff. Oversaw strategic planning, local functioning of corporate operational systems, development and expansion of revenue performance and business potential, and tactical growth. Monitored and adjusted finances to ensure compliance with budgets and CMS rules and regulations as well as private insurance mandates.
· Responsible for multi-site operations, culminating in profit margins ranging from 42 – 49%.
· Managed P&L and revenue over $50M.
Developed and directed the implementation of strategic initiatives to meet objectives including highest quality care, overall program growth, operational efficiencies, client satisfaction and employee retention.
Designed processes to improve the delivery of high quality clinical care through multiple clinical, operational, marketing and administrative leadership personnel.
Recruited hired and trained physicians.
Grew program to over 550 Average Daily Census.
Organized and led weekly Senior Leadership Meetings.
Drove down monthly medication courier expenses by 86% and overall pharmacy expenses by 19%.
Oversaw the recruitment, training, professional development, and retention of qualified staff, reducing turnover to 15%, down from 38%.
Direct supervision of nine-member Executive Leadership Team.
Developed and coordinated high acuity clinical services model and training structure for staff and community partners.
Responsible for 250 FTE indirect reports.
Utilized data and analytics to identify additional growth opportunities and competitive advantages.
Collaborated with corporate partners, medical director, and internal managers to assure readiness for any on-site survey by applicable state and federal regulatory agencies, as well as corporate governance auditing, earning 100% zero deficiency results by state auditors.
Developed and expanded one of only two pediatric programs in our service area.
Improved the value of existing relationships with referral partners through ongoing contact with partner executive leadership, educational opportunities, service recovery resolution, and refinement of patient care.
Represented the program and company in the community.
National HME Richland Hills, TX
National HME is a national provider of Durable Medical Equipment and web-based equipment management tool specific to the needs of hospice providers.
Vice President of Business Development October 2013 – August 2015
Reported to the CEO. Travelled extensively across the United States leading a team to drive new business and maintain current contracted hospice clients, effectively manage territories, cultivate new business partnerships and engage in complex contract negotiations. Identified key regional and national events including trade shows and conferences to plan and execute marketing strategies to thousands of participants.
Collaborated and consulted with hospice executive leadership to understand their operational objectives, reduce costs, better manage labor, and improve patient care.
Analyzed market trends and competitors’ offerings to create unique regional marketing plans which led to 30% growth in patient census, positioning the company for an infusion of investor capital.
Developed sales strategies to further differentiate services and drive market penetration, leading to the addition of a multi-million-dollar support center in the Midwest Region to manage regional growth.
Developed customer training regimens to facilitate technology utilization, increasing margins by 8% and reducing operational errors and service delays.
Created and managed business development budgets.
Built a successful and high functioning business development team through mentoring, coaching, and training.
Consulted with other executive staff to develop and set quarterly strategic plans.
Leveraged a collaborated approach with operations, IT support, implementation, finance, and legal to proactively design internal business development and operational efficiency procedures.
Developed and set monthly, quarterly, and annual sales goals.
Care Services, Inc. / Outcome Resources Rocklin, CA
Care Services, Inc. / Outcome Resources, Inc. serves as the Pharmacy Benefits Manager (PBM) to hospice agencies, and Long Term Care Pharmacies.
Regional Director of Business Development December 2008 – October 2013
Reported to the CEO. Directed a team of account managers to identify and develop business opportunities to deliver innovative support solutions, which reduced hospice clients’ costs, increased their efficiencies, and maintained governmental compliance.
Consulted with hospice executive leadership to gain understanding of their operations, budgets, labor and compliance programs and issues.
Negotiated a national hospice contract estimated at $15 million in annual recurring revenue.
Successfully expanded the company’s PBM business relationships through contracting with over 50 new key accounts nationwide.
Collaborated with industry leaders and affinity groups in designing multi-faceted initiatives.
Created multiple customer facing ROI, Proposal of Services and Scope of Work marketing collateral.
Evaluated competitors’ offerings and market strategies to develop strategic plans to maintain a competitive advantage and service differentiators.
Operated collaboratively within a team structure including marketing, sales, operations, finance and legal.
Initiated the rollout of multiple unique PBM pricing models based upon customer goals and requirements.
Collaborated with executive leadership to structure new service delivery options.
Worked in partnership with prospect senior executives, support staff, and internal organization to develop services and support structure unique to each organization’s needs.
Enhanced internal productivity and teamwork by standardizing processes and streamlining communication between sales, operations, finance, IT and customer service, leading to increased productivity and customer retention.
Managed RFP response process and submission.
Eureka and Vine, LLC. Rocklin, CA
Upscale wine establishment offering uniquely crafted wine by the glass, bottle, or retail. Business service solutions included wine and food pairing courses, customized educational programs to the general public, or affinity groups.
Founder/Owner May 2002 – December 2008
Designed a business plan to serve a previously undeveloped market space in the consumer wine industry by creating a wine list consisting of small production, hand crafted wine. Designed and planned the complete ground up construction, including required local, state and federal licensing.
Appiant Technologies, Inc. Pleasanton, CA
Appiant Technologies provided custom developed IP telecom, Unified Communication and integrated software driven desktop applications to end users and resellers. Served corporations, universities, government entities, call centers, and telecom operators.
Vice President of Operations February 1996 – May 2002
Reported to the CEO. Innovative division builder and manager responsible for over $100M budget, operations, sales, customer service, and vendor relations, including 4 domestic and 12 international software engineers, 3 hardware technical engineers, 6 direct sales people, and 3 administrative support staff. Dynamically increased profitability and margin by an average of 12% and 31% per year, respectively, increasing customer retention through exceeding SLAs, customized hardware and software driven solutions, native growth of existing customers through the up-sale of new value-added products and services, and acquisition of new clients from targeted sales and marketing campaigns and strategic alliances.
Master of Arts, Marriage Family and Child Counseling
Santa Clara University, Santa Clara, CA
Bachelor of Science, Public Health
University of Minnesota, Minneapolis, MN