TROY DYE ab9lpc@r.postjobfree.com

**** * ****** ****** **., Carrollton, TX 75007 972-***-****

VICE-PRESIDENT OF SALES ● SALES DIRECTOR ● DIRECTOR OF SALES ADMINISTRATION

Results-oriented sales executive experienced in leadership and development of a sales organization

in a rapidly growing medical services company. Excels at analyzing market trends and working closely

with company executives to develop and implement successful growth strategies. Experienced in

creating organizational efficiencies using technology, analytical tools and processes. Exhibits strong

collaborative business relationship skills with health care leaders within the organization and in the

business sector. An effective communicator, trainer and program developer experienced in building

and motivating high performance business development teams. Specific strengths include:

Strategic Planning Acquisition Integration

Sales Forecasting Technology Integration

Field Sales Coaching and Training Corporate Event Planning & Production

Sales Training and Training Program Creation, Implementation and

Development Evaluation of Employee Reward and

Recognition Programs

Sales Management Training

SELECT ACCOMPLISHMENTS

Key member of sales management team during 11 years of rapid company growth and

expansion, both organically and through acquisition. Texas Senior Care consisted of 4 home

health agency locations within Texas in 2002 with a patient census of about 800. Now known as

Encompass Home Health, the company now operates over 100 locations in 10 states serving over

12,000 patients.

Developed many marketing concepts that have become the foundation of the company’s

mission statement and philosophy. Created concepts and phrases such as “Circle of Care”,

“Customized Care Plan” and “A Better Way to Care” during the initial development of the sales

training program which were adopted and are now commonly used throughout the organization. The

“Circle of Care” concept was the genesis of the eventual new corporate name of “Encompass Home

Health”, and “A Better Way to Care” was adopted as the company’s mission statement shortly

afterward.

Pioneered bottom-up sales budgeting model employed over the past 6 years. W orked closely

with the Vice-President of Sales, developed forecasting/budgeting tools for field sales personnel to

project territory growth and for field sales management to effectively plan the timing of new hires in

their areas. Compiled forecasted budget data from all field sales personnel to create a master forecast

template and worked with management to fine-tune the consolidated budget to meet executive

management and board growth goals.

Contributed to Creation and Continued Development of Sales Organization Management

Structure. Rapid growth required adaptation of sales organization to balance a lean organizational

structure with effective and efficient management of field sales employees.

Developed and implemented company’s first sales training program. The development of a

home office sales training program led to the expansion of the concept and to the development of an

employee orientation program which is now offered to all full-time employees including clinical,

operations and sales personnel.

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Reduced turnover in sales organization. Turnover among sales staff exceeded 40% before 2006.

Worked with Vice-President of Sales to develop strategies to reduce sales turnover with a target of

20-25% annually including improved candidate screening, interviewing and training processes. Sales

personnel turnover has held in the 25% range over the past 3 years due to a focused effort in

recruiting, training, development of defined career ladder and implementation of reward and

recognition programs.

CAREER HISTORY

Advanced Homecare Management, dba Encompass Home Health and Hospice

Parent company of over 100 Medicare certified home health and hospice agencies based in Dallas,

Texas with locations in Texas, Colorado, Idaho, Kansas, Massachusetts, Oklahoma, New Mexico,

Utah and Virginia. Encompass agencies are driven to provide high-quality home health and hospice

services to patients in the senior adult and pediatric sectors, currently serving over 12,000 patients.

2007 – 2013

Director of Sales and Sales Administration

Promoted to newly created position at the corporate office and responsible for:

Strategic planning, budgeting, forecasting

Development of sales training programs

Sales tracking and trend analysis

Development of sales programs and initiatives

Consultation on development of marketing collateral and promotional items

Oversee time, bonus payment and expense reimbursement process for 200-person

sales organization.

Initiate and consult on development of new proprietary expense management

application.

Manage directory advertising across the organization including a focused effort to

reduce directory advertising costs resulting in significant annual savings.

2002 – 2007

Vice President of Sales / Division Manager

Initially hired as Vice President of Sales for Texas Senior Care to direct sales efforts of sales

teams in three Dallas/Fort Worth and Northeast Texas offices. Eventually added

responsibilities of implementation and technical liaison for new CRM software across the

organization. Trained and mentored sales managers of newly acquired agencies. Recruited,

hired, trained and supervised sales teams from 6-15 individuals at various times. Led sales

team that grew patient census in Commerce, TX office over 40% from 350 patients to over 500

in 2007. Year over year census growth in managed locations ranged between 15-20% from

2002 until promotion to corporate position in 2007.

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Compuware Corporation, Professional Services Division (formerly Leardata/DPRC)

Compuware Corporation acquired Leardata/DPRC in 1999 to expand their presence in the technical

staffing sector. Leardata/DPRC provided specialty project management and technical staffing

services with a primary focus in high-speed fault-tolerant computer systems including the Tandem

NonStop and Himalaya platforms. Tandem was later acquired by Compaq and eventually Hewlett-

Packard.

1998 – 2002

Account Manager

Sold technical staffing and project management services to major clients including

Exxon/Mobil, Shell Oil, Capital One, FedEx, Microsoft, Bank of America and AIG. Grew

staffing levels with existing clients up to 50% and created business opportunities with new

clients in new business sectors.

EmCare, Account Manager and Physician Recruiter 1995-1998

Preston Road Church of Christ, Youth Minister 1992-1994

Jackson & Coker, Physician Recruiter 1990-1992

Franklin Federal Bancorp, Financial Analyst 1987-1990

EDUCATION

Bachelor of Business Administration, Abilene Christian University, Abilene, TX

TECHNICAL EXPERTISE AND COMPETENCIES

HomecareHomebase – Homecare and hospice enterprise software solution. Was part of the very

first client implementation project in 2003.

ProClarity and Tableau – visual analytics, business intelligence, data warehouse, data modeling

tools.

Microsoft Office – Advanced user of Excel, Outlook, PowerPoint and W ord. Also experienced with

Publisher.

Photo and Video Editing – Adobe Photoshop; Canon Photo Manager; MS Picture Manager; MS

Movie Maker; PICASA

Sendero - financial modeling application

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