OBJECTIVE: Karyn Katz

**** *.*. **** **.

EXPERIENCE: Lighthouse Point, FL 33064

Home: 954-***-**** Cell: 954-***-****

To obtain a challenging opportunity with an innovative company, fully utilizing my sales, leasing

marketing, training, and management experience.

Manager of Business Development

HEARTLAND HOSPICE October 2013 – Present

• Hired to lead the Business Development for Heartland Hospice in the Dade County Branch. To collaborate with Regional

Dir. Of Operations, Administrator and Corporate Dir. of Market Development to stay abreast of all. Corporate and

Regional sales/marketing programs. To develop and implement local sales plans and to coordinate with operational and

clinical leadership to ensure customer service and fulfill Heartland promises.

• Responsible for interviewing, hiring, training, mentoring, coaching, managing and discipline of the sales team for assigned

location.

• Responsible to lead, train, set expectations, motivate and hold accountable a staff of 3 within the Business Development

Team.

• Managed the Business Development department to meet and/or exceed the global organization goals

related to ADC, CAP, Referrals, Admissions and revenue.

• IMPACT sales training. On-going sales training utilizing the IMPACT Sales Techniques

• Develop and implement new business strategies to expand all marketing efforts, outreach activities and

referral networks. Research and develop business opportunities and proactively identify opportunities to

improve business process. Analyze market conditions and competition.

• Lead weekly Business Development meetings to pro- actively review territories for trends, provide on-going education, a

review of all the referrals and admissions for the week and any Corporate or regional updates.

• Work closely with Clinical and Operations team members and Management .

• Evaluate internal and external concerns and responded, to the concerns in a timely matter .

• Ensure timeliness of performance appraisals and reviews for any employee needing improvement.

• Provided weekly and monthly reports for administration with pertinent data for all Departments included

but not limited to: Referrals, Admissions and its affiliated data points. Tracking, trending and outcome

reports

• Obtain optimal performance through role modeling business behavior and acumen while team building .

• Ensures that the sales staff document sales activity per corporate standards including pre-call plans, schedules, account

profiles, weekly mileage and action plans.

• Review data from data base system to ensure accurate territory reporting, and bonus calculations

• Increased the ADC in Oct. 2013 of 82 to an ADC in Feb. 2014 of 98. Increased average conversion ratio of referrals to

admissions from an average of 58% in 2013 to an average of 83% in 2014.

• Q1 2014, exceeded budgeted operating revenue by 115%. Q 1 2014, exceeded Budgeted Starts of Care by 129%.

Regional Sales Manager

Legend Senior Living, Ft. Worth, Texas

October 2012 - June 2013

• Oversee and direct the sales efforts for multiple newly acquired communities in FL, Alabama and Oklahoma.

• Manage the development and monitoring of Market ing Plans and budgets. ($1.8Million marketing budget)

• Responsible for approving all collateral, direct mail, advertising including print, radio and TV.

• Actively involved in the recruitment, hiring, training, coaching, evaluating and disciplining of sales

positions.

• Monitor marketing and sales performance expectations. Assess the skills and abilities of all sales

associates and coach, train, and motivate as appropriate to achieve success. Review and analyze weekly

and monthly sales and marketing reports to ensure accuracy of information and to make recommendations

for necessary changes

• Develop and implement key processes and procedures to track productivity, accountability and outcomes

• Review and analyze weekly and monthly sales rental occupancy and marketing reports to ensure

accuracy of information and to make recommendations for necessary changes to promote

increased occupancy and NOI. These include leases, rent roll reports, lost revenue reports as well as

move-in-move-out reports

• Active role in the Sales and Customer Service Training for the Sales Associates, Executive Directors, and Concierge staff,

which included, on-going training.

• Active role in the interviewing and the decision making process for hiring in-house Home Health and

Therapy Organizations.

• Responsible for ensuring efficient operation of the properties with over- site of concierge, maintenance, housekeeping,

and dining services.

• Responsible for over site of implementing a new CRM system. Maintain a comprehensive knowledge of the

CRM-Lead tracking/management system, trouble shooting and training.

• Develop and implement strategic programs, policies and procedures for this Senior Living Organization

• Primary member of the Acquisition and Transition Team.

• Increased overall occupancy from 85% - 88% within 9 months.

Business Development Manager

HOSPICE OF BROWARD COUNTY, Ft. Lauderdale, FL June 2011 - May 2012

• Hired to lead the business development department for this start-up Not-For-Profit Hospice organization.

• Responsible for brand recognition of Hospice of Broward County as the provider of choice and front runner

in the minds of physicians, hospital case managers, Skilled Nursing Facilities, Assisted Living

Communities, Home Health Companies and others in the healthcare industry.

• Develop and implement new business strategies to expand all marketing efforts, outreach activities and

referral networks. Research and develop business opportunities and proactively identify opportunities to

improve business process. Analyze market conditions and competition.

• Responsible to lead, train, set expectations, motivate and hold accountable a staff of 8 within the Business

Development Team.

• Responsible for the department expenses and payroll

• Managed the Business Development department to meet and/or exceed the global organization goals

related to ADC, LOS, Referrals, Mix and Admissions while operating within budget

• Obtain optimal performance through role modeling business behavior and acumen while team building .

Performed field rides and provided coaching feedback

• Oversaw the Electronic Medical Record conversion, training, testing and implementation for business

development and acted as the point person for training, issues and concerns. Worked closely with

Admissions, Nursing and other departments.

• Provided weekly and monthly reports for administration with pertinent data for all Departments included

but not limited to: Referrals, Admissions and its affiliated data points. Tracking, trending and outcome

reports

• Responsible for recruiting, hiring and training new Business Development Representatives. Provided Sales Training to

all Business Development Team Members.

• Worked closely with the Business Development Reps and the Contract Specialist on developing and

managing new contract proposals with Home Health Agencies, Hospitalists, and Skilled Nursing Facilities.

• Evaluated internal and external concerns and responded, to the concerns in a timely matter . Ensured staff

counseling and discipline was appropriate. Ensured timeliness of performance appraisals and reviews for

any employee needing improvement.

• Lead monthly Business Development meetings to pro- actively review territories for trends.

• Worked closely with Clinical and Operations team members and Management .

• Worked closely with the Director of Marketing to ensure effic ient and effective marketing, advertising, and

promotional planning. Worked closely with the Director of Marketing on the development of collateral .

• Exceeded budgeted census.

Independent Consultant Jan. 2009 - May 2011

A Senior Living Organization based in CO

• Sales and Marketing Consultant for a privately held Assisted Living, Independent Living, CCRC

organization located in Colorado.

A REIT based in OH

• Assist this REIT in assessing the "right markets" for Senior Housing and determine the appropriate

Operators. Includes IL, AL, Memory Care, CCRC's, and SNF's. Review, assess and make

recommendations to this REIT regarding Operator or Developer pro forma, budgets, pricing,

attrition schedule/fill schedule, staffing, salaries, preliminary land/site analysis, demographics, business

models, physical plant review, review conceptual design, marketing plan, and clinical programs including

monitoring and guidelines.

• Internal consulting to the REIT team members: Sharing my operations, sales, marketing, and

medical expertise with team members to help them be more effective and to build credibi lity with our

Business partners. To create benchmarking for this REIT to help create standardization within the

organization and to provide optimal tracking of our assets. To consult with the Origination Team, the

Underwriting Team, the Asset Management Team, and the Development/Construction Team.

• External consulting to Operators: Improve results for underperforming or struggling projects. Sharing my

expertise with the Senior Living Operators. Partner with the Operators on process improvement to enhance

productivity, enhance quality of care, enhance customer service, increase occupancy, increase revenue,

decrease expenses, enhance safety and reduce cost, and assist them on their path to positive systemic

change. Work with Operators corporate, regional and site leadership and multi-functional teams to

identify, develop, execute and complete selected improvement projects. Act as a change agent to promote

operational excellence. Utilize my re-engineering, process improvement, strategy development, and TQM

experience within the Senior Living Industry to assist Operators. Assist the Operator in making a

successful, transformation of processes resulting in significant and sustainable results.

A Wall Covering Industry Leader based in FL

• Assisted this leader in the Wall Covering Industry, in developing their Seniors Housing

Division. Actively involved in developing their Sales and Market ing strategy. As a result, Roos

International was awarded contracts with several Seniors Housing Operators and Developers.

Corporate Director of Sales and Marketing

SENIOR HEALTH MANAGEMENT, St. Petersburg, FL 2008 to 2008

• Directed the sales, marketing and admissions efforts for 59 Skilled Nursing and Assisted Living Facilities

spanning 3 states, Florida, Mass., and P A., for this privately held Management Company.

• Management responsibilities for 6 Regional Marketing Directors, with accountability for meeting and

exceeding occupancy and premium mix goals

• Responsible for recruiting, interviewing, hiring, and training of all Sales and Marketing Personnel .

• Lead all training initiatives. Develop and oversee sales training for all Sales and Marketing Associates

• Development and implemented a strategic marketing plan which included developing partnerships with

Hospitals, Managed Care Organizations and Physicians, Home Health Agencies and Hospice.

• Oversaw the use of marketing budgetary dollars to assure optimal exposure and maximum efficiencies.

• Developed and implemented key processes and procedures to track productivity, accountability and

outcomes

• Over site of all contracted services including Home Health, Hospice and Therapy Organizations

• Established performance goals for department employees and monitored performance on a continual basis.

• Significantly contributed to the overall increase in occupancy and premium mix within 8 months.

Sales and Marketing Manager, Condo Full Service and Condo for Life Florida 2007-2008

SUNRISE SENIOR LIVING, McLean, V A

• Responsible for overseeing and directing the sales and marketing efforts for 2 Florida Condo Communities

within the development stage/pre-sale.

• Responsible for recruiting, interviewing, hiring, and training of all sales and marketing staff.

• Responsible for meeting and exceeding Pre- Sales goals while monitoring sales and marketing

performance

• Responsible for on-going Sales Training for Sales Associates.

• Created and coached the Sales and Marketing team on effective networking and presentation skills.

• Oversaw and completed the marketing plans to assure optimal exposure and maximum efficiencies,

• Actively involved in the development and implementation of marketing and advertising materials.

• Responsible for training the staff on the Lead /Sales tracking management tool, as well as tracking all

reports.

• Exceeded pre-sale deposits each quarter.

District Director of Sales and Marketing

BROOKDALE LIVING COMMUNITIES, Chicago, III 2003 to 2007

• Responsible for overseeing and directing the marketing and sales efforts for up to 13 properties spanning 6 states,

including Florida. Properties include IL, AL, SNF, and CCRC's

• Responsible and accountable for meeting and exceeding the occupancy goals and supporting the operation

policies within my assigned District.

• Responsible for overseeing use of marketing budgetary dollars to assure optimal exposure and maximum

efficiencies. Analyze trends and opportunities.

• Assist in interviewing, hiring and training all sales and marketing staff.

• Oversee and/or complete the marketing plan and budgetary process for the District.

• Monitor marketing and sales performance expectations. Management of Sales performance.

• Actively involved in new Community acquisitions for Brookdale.

• Assisted Brookdale with implementing their Home Health Agency in FL, P A, and VA.

• Worked with Brookdale's Home Health Agency to deliver marketing programs and promotions, as well as

to generate awareness and interest with targeted market segments.

• Corporate Sales Trainer. On-going Sales Training for Sales Associates. Customer service training.

• Responsible for managing and auditing all sales/marketing reports, policies and procedures. Data analysis.

• Active in Brookdale's QA/QI program.

• Additional responsibilities included over site of concierge, maintenance, and housekeeping, to ensure efficient

operations of the Properties.

• Increased District Budgeted Occupancy from 96 to 102. In 2006, obtained 103 of budgeted revenue.

• Worked closely with IT, as a corporate trainer, to help develop train and implement sales tracking/new lead

patient admission software programs. Partnered with other departments on integration.

Regional Sales Manager

CLASSIC RESIDENCE BY HYATT, Chicago, III 2000 - 2003

• Provided sales and marketing management support for Hyatt's Lifecare /CCRC Communities,

Skilled Nursing Centers, as well as their Independent and Assisted Living Communities in FL

• Acted as a resource to the marketing departments by focusing on projects, which contributed to

the achievement of the sales and occupancy goals.

• Managed the Sales and Marketing staff within the region. Provided new employee orientation to the

marketing and sales policies, procedures, and reports. Helped develop sales training program, as well as,

provide ongoing Sales Training for the sales staff.

• Provide consultative services, such as intradepartmental management, lead Management, the development

of marketing plans, and the development of property budgets.

• Responsible for the development and approval of all advertisements and other marketing collateral .

• Worked closely with Hyatt's Home Health Agency with joint marketing efforts.

• Increased the overall occupancy from 82% to 90%

1995-1999

Group Sales and Marketing Manager

BEVERYLY ENTERPRISES, INC., Atlanta, GA

• Group Sales and Marketing Manager for Nursing/Rehab Facilities, Assisted

Living Independent Living Communities within the state of GA.

• Primary responsibilities were to hire, train, and manage the sales and marketing team,

utilizing programs, tools and, consultative services to enhance the sales and marketing efforts

marketing efforts. On-going Sales Training to all Sales Associates. Corp. Sales Trainer.

• Worked closely with the operations management team and facility staff to determ ine

budgets, business goals, business opportunities, sales strategies, and the development

of new services/programs, based on marketplace potential and ROI.

• Actively involved in the project to consolidate the individual business units within

Beverly Enterprises, including Home Health and Hospice.

• Consistently maintained an average occupancy rate above 94

Account Executive

BEVERLY ENTERPRISES, INC., Ft. Lauderdale, FL

• Primary responsibility was to assist the facilities in meeting and exceeding census and

Payer mix goals.

• Objectives were met by creating new relationships and servicing existing relationships

with Insurance Professionals, Hospital Case Managers, Physicians, Hospital Case Managers, Physicians,

other health care employees, as well as, other community-based referral sources.

• Intermediary between Beverly Facilities and referral sources, to identify potential

Candidates, perform patient assessments, and help facilitate the admission.

• Also responsible for monitoring and addressing the changes and needs in the local

Healthcare environment.

• Consistently ranked as the #1 Account Executive for Beverly Enterprises.

TRAINING: Corporate Sales Trainer for Brookdale Living Communities

Xerox Professional Sales Training

Corporate Sales Trainer for Beverly Enterprises - ExSell Sales Training

Corporate Sales Trainer for Hyatt - Sales Excellence

"Slow Down Sell Faster" - Kevin Davis sales training course.

Bill Brooks - IMPACT -Sales Techniques

EDUCATION: A.S. Degree from Hahnemann Medical University, Philadelphia, PA

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