Ann Marie McDermott ac0wvp@r.postjobfree.com

**** *. *********** *****, *******, FL 32738 Phone: 570-***-****

SUMMARY PROFILE

Senior business development and healthcare sales manager. Consistent results-oriented account executive, having achieved several national sales awards. Team player with exceptional written and oral communications. Experience in managing sales employees and admissions staff, multiple complex accounts and relationships with executive-level personnel in skilled nursing homes, hospitals, health systems, hospital associations, managed care organizations, pharmaceutical industries, medical manufacturers, physician groups, and government agencies.

CORE COMPETENCIES

Sales Management & Training State & Federal Regulations Solid Sales Performance for Decades

Long-Term, Post-Acute Care Author of Contracts & RFPs Accountable Care Organizations

Rehabilitation Operations Clinical Performance Guidelines Clinical Data Outcomes

Contract Negotiation Skills Strategic Planning Fiscal Operations

EXPERIENCE

April 2013 – January 2016 Marden Rehabilitation Services

Regional contract rehabilitation company serving hospitals and the long term care industry.

SALES MANAGER – FL, KY, OH, PA & WV

Demonstrated regional and state-wide operations, planning and lead-generation ability. Present complex clinical and financial information to senior-level executives involving revenue, reimbursement, and cost. Completed all phases of negotiations; prepared and defended all components of corporate contracts; assisted employee selection and training. Support and train facility admissions personnel in their marketing efforts to increase referrals and census sales. Teach the use facility data with ACO’s, hospitals and referral sources. Assist in positive public relation events and speaking opportunities. Active member of State for profit and not-for-profit Associations and participated in national and regional conferences.

November 2010 – December 2012 HealthDrive

A healthcare organization providing audiology, dental, optometry and podiatry services in LTC facilities.

DIRECTOR OF CLINICAL SOLUTIONS (General Sales Manager) – PA & NJ

Responsible physician provider selection and management of their services. Managed 3 Directors of Business Development, created sales presentations, trained them in contract negotiations and supervised cold calls for new business in PA and NJ skilled nursing centers, personal care homes and CCRCs. Developed strategic marketing plan for the region, completed financial analyses relative to revenue vs. cost. Regional contact at all State meetings and conferences. Managed 3 enrollment employees, two account managers and one sales support assistant.

January 2006 - November 2010 MobilexUSA

Digital Diagnostics Company serving the long term care industry.

SALES REPRESENTATIVE PA & NJ (2009 Top Sales Award Over Quota)

Responsibilities included new business development in skilled nursing centers throughout PA. & MD. Developed state marketing plan and leads generation for new business opportunities. Created PowerPoint presentation to meet the individual needs of the facility, completed financial rate analyses, negotiated all contracts and RFPs. Head Liaison, managed other employees at 18 state, regional and local conferences.

December 2005 – December 2006 HCR Manor Care

MARKETING & ADMISSIONS DIRECTOR (Administrator in Training Program) Williamsport, PA

Department Head for 2 SNFS, while participating in AIT Program under one mentor administrator. Responsibilities included the oversight and management of the admissions process, sales training and mentoring of 3 admissions employees. Implemented regional and campus marketing endeavors and ad campaigns; in collaboration with news media, radio and various advertising organizations. Assisted in census sales, referral source enhancement opportunities, and trained admissions staff on public relations endeavors, educational symposium in multiple counties and maximizing tour opportunities.

January 2002 – December 2005 Genesis Rehabilitation Services

DIRECTOR OF BUSINESS DEVELOPMENT - NJ, PA & WV

Handled market analysis, strategic planning, generated leads through cold calls, direct mail correspondence, and professional relationship networking. Secured new rehabilitation contracts with independently owned, veteran and county nursing home facilities. Provided assistance with start-up coordination for all new business with Operations Department. Supported marketing efforts to increase referrals, census, facility CMI, and maintained positive public relations through participation in local, regional, and state conferences and trade shows.

2005: Top Sales multiyear new contracts: $1.8M+ in 1st year.

Assisted in training of other New Business Development Directors

January 1998– December 2002 Curative Health Services

National leader in disease management in field of chronic wounds partnering with hospitals in outpatient settings.

BUSINESS DEVELOPMENT MANAGER (7 States)

Developed new business in hospitals and health systems to establish wound management programs. Demonstrated strategic planning and lead-generation ability. Presented complex clinical, financial, and marketing information to senior-level hospital executives and physicians involving revenue, reimbursement, and cost implications, streamlining operations involvement. Completed all phases of negotiations; prepared and all components of corporate contracts; assisted in new model development, employee selection, and training of sales team.

1999: Top National Sales Business Development Manager: multiyear contracts = $8M.

1998: Top 5% National Sales Performer exceeded sales projection and budget by 110%.

March1996 – November 1998 IMS America

National Research Company providing sales information to pharmaceutical companies and medical/surgical manufacturers.

SENIOR NATIONAL ACCOUNT MANAGER (1997)

Introduced new service models for new business development in integrated healthcare networks and managed care arenas. Managed accounts of key national medical/surgical manufacturers, contract negotiations, and research raining. Trained all new account executives and service associates and managed 4 Account Managers.

1996: Top Sales Award multiyear contracts = $2.5M+.

1996: IMS Star Award Winner for Sales performance (August)

December 1987 – December 1995 FisonsPharmaceuticals

Pharmaceutical manufacturer of allergy and asthma products for pediatric patients.

MANAGED CARE SPECIALIST

Developed business relationships with managed care organizations throughout PA. Handled formulary acceptance of products, utilized disease management protocols, planned and coordinated professional symposium.

SENIOR HOSPITAL REPRESENTATIVE

Managed accounts of 34 of PA’s largest teaching institutions. Assisted in supervision of 8 hospital sales representatives; assisted in supported product sales presentations; facilitated all patient, physician, clinical, and pharmacy education programs; gained formulary acceptance of products.

SALES REPRESENTATIVE

Managed 18-county sales territory in north-central PA. Gave product sales presentations to physicians and other clinical staff; facilitated all community hospital and pharmacy educational programs and symposium.

Top rank of company for sales revenues in highly competitive market.

Assisted employee selection and training throughout career with Fisons.

EDUCATION

Lock Haven University Lock Haven, PA

Courses toward Bachelor of Science

Pennsylvania College of Technology Williamsport, PA

Penn State Affiliate

Courses toward Bachelor of Science – Technology Management

Williamsport Area Community College Williamsport, PA

Associate Degree – Applied Science w/Business

HONORS AND RECOGNITION

Who’s Who Among Junior College Students

Dean’s List each semester

Who’s Who Among American High School Students

National American Business Women’s Award

National Honor Society

2012 - 2013 National Who’s Who Among American Business Women

REFERENCES

Cynthia Bowersox-Thiel, VP Sales & Marketing Marden Rehabilitation Services 614-***-****

ac0wvp@r.postjobfree.com

Teresa Breuner-Forney, Executive Director, Thornwald Home, UCC Homes 717-***-****

ac0wvp@r.postjobfree.com

Robbin Reichert, Sr. Vice President, National Sales, MobilexUSA – Trident 267-***-****

ac0wvp@r.postjobfree.com

Mike Harvey, Sr. Vice President of Respiratory Services, Select Medical 304-***-****

ac0wvp@r.postjobfree.com

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