Sales Care

Ilene Thrasher RN, BS, MS

Home: 904-***-****

Cell: 904-***-****

** ******** ****** ***

Ponte Vedra, Florida 32081

Summary:

Healthcare Professional with years of Sales experience in Post Acute

Settings, Home Health, Infusion, Compounding and Specialty Pharmacy.

Mentored, trained and developed teams of Sales Professionals in

relationship building and growing business by becoming trusted partners

to their clients.

Professional Experience

November 2013 – Present

Senior Homecare / Kindred at Home

Area Director of Sales North Florida Region

Responsible for overall sales and growth of Homecare Services in 3

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territories, including Jacksonville, Ormond Beach and Orlando

Grew Medicare starts of care in Jacksonville, Ormond Beach and Orlando

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market for 2nd and 3rd quarter by 20% increase from 55 per month from

first 2 quarters of the year.t

Support, coach, mentor and manage over 16 Account Managers

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throughout the Region

Development of Strategic Plans to support the quarterly and yearly goals

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for Senior Homecare/ Kindred at Home

Part of Management team to help develop, grow and maintain sales

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professionals to help the overall profit of the Company

June 2010 – November 2013

Barnes Healthcare Services

Valdosta Georgia

Director of Sales Infusion Specialty and Compounding Pharmacy

Responsible for sales and growth of Compounding Pharmacy business in

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Florida and Georgia

Development of Business Model, Strategic Plan and P&L.

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Sales and Marketing to Hospitals and Physicians

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Hired, trained and mentored sales team to grow Compounding and

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Specialty Infusion Pharmacy in Northern Florida, Southern Georgia and

Atlanta.

Corporate Director of Sales / Training

(Infusion, Respiratory and Durable Medical Equipment)

Trained and developed a team of Clinical Liaisons

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Clinical Liaisons were better informed and able to provide educational

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knowledge to their customers.

Strategic Architect for building and executing a sales platform to sell

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programs (LIFE) resulting in $18 million dollars in new revenue growth.

Facilitator for all support, development, and execution related to sales

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force improvement.

February 2004- June 2010

Med Star Health – Med Star Health Infusion / Visiting Nurses Association.

Maryland, Washington DC and Virginia region

Director of Sales / Business Development

• Primary responsibility for the Business Development in the Baltimore, DC

and Virginia market for Med Star Visiting Nurses Association as well as

Med Star Health Infusion selling Infusion Drugs inclusive of Specialty

Drugs.

• Building Strategic Relationships at C-Level in MedStar Hospitals.

Working with Physicians, Med Star Hospitals, Skilled Nursing Facilities,

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other Area Hospitals

• Primary area of responsibility to grow Med Star Infusion and Skilled

Nursing Services in Maryland, DC, Virginia for all Homecare therapies.

• Responsible for Managed Care contracting for Infusion business.

• Responsible for the growth and development of Med Star Infusion to

exceed 2.7 million

Special Accomplishments:

Increased revenue at Med Star Infusion from 1.4 Million to 3.6 Million

•

Developed Disease Management Programs and Clinical Pathways with

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major insurance payers for Diabetes, Asthma and Congestive Heart

Failure.

December 1988 – February 2004

Genesis Healthcare - National Long Term Care Company

Neighbor Care - 1.2 billion dollar institutional pharmacy corporation with

operations in 40 states specializing in providing services to the long-term

care marketplace.

Neighbor Care / Genesis Healthcare – 2000-2004

Corporate Director of Marketing/Program Development

• Develop marketing strategies and communicate these programs and

procedures to 25 Long Term Care Sales Managers.

• Create account management plans to retain current client base and

generate new revenue with prospective clients.

• Conduct market research to build new lines of business/services for long-

term care and pharmacy industries.

• Liaison between Corporate Office and sales consultants; translate

corporate marketing plans into effective marketing collateral.

• Establish and build effective relationships with clients. Develop and edit

corporate website.

• Compose presentations and RFP’s for prospects targeted by sales force.

• Exceeded quarterly revenue objectives 3 consecutive years while

increasing census in local long term care facilities.

• Development of Disease Management Programs and Clinical Pathways;

Diabetes, Asthma, and Congestive heart Failure with major Managed Care

Organizations.

• Conducted market research survey regarding “Lost Bed” trends; identified

opportunities to minimize lost sales and increase customer loyalty.

1998 - 2000

Genesis Healthcare

Regional Marketing Manager

Maryland, District of Columbia and Virginia

• Trained and managed 30 Managed Care Coordinators.

• Monitored referral resources to ensure compliance with Medicare.

• Created and achieved census strategies for all facilities – exceeded

national average by 7%.

• Networked with Managed Care Organizations to develop relationships to

acquire referrals and generate revenue for the admitting centers while

trying to keep the cost to the Managed Care Organization down without

jeopardizing the care.

• Worked very closely with Home Care Companies and Agencies to allow

patients to have a continuum of care after leaving the acute care

environment.

• Developed Rehab pathways for knee and hip replacement surgery

Case Manager, Managed Care Division 1995 –

1998

• Provided clinical assessment on patients.

• Negotiated rates with insurance companies for levels of care at nursing

facilities.

• Trained and mentored newly hired Case Managers.

• Worked with the admitting nursing facilities to develop metrics to track

outcomes to market to desirable referral sources.

• Assisted facilities to correlate their positive outcomes to assist in the

marketing activities to referral sources.

1993-1998

ASCO Pharmacy, Baltimore Maryland

Infusion Regional Coordinator

• Created and developed new strategies to analyze the fiscal value of

treating of IV therapy within skilled nursing centers as opposed to the

acute care setting.

• Created sales /outcomes campaigns with various physician practice

groups for the seamless transition of acute care patients to skilled nursing

facilities.

• Assisted in the writing of policies and procedures for increased clinical

capabilities within skilled nursing facilities.

• Generated methods to achieve budget.

• Set up training for IV Nurse Certification Programs in nursing centers and

implemented plans for continued education.

Prior Experience:

Nurse Consultant

Long Term and Sub Acute Care

Infusion

Presentations

Local / National Conferences:

American College of Health Care Administrators

American Health Care Association

Iowa Healthcare

West Virginia Healthcare

Health Facilities of Maryland

Mid-Atlantic Life Span

Education and Memberships:

Masters of Science, Health Systems Management, University of Baltimore, 3.8

GPA, 2003

Bachelors of Science, University of Baltimore, 3.8 GPA, 2001

Registered Nurse; Associates of Arts/Nursing, Community College of Baltimore,

American College of Healthcare Executives

Legislative Committee, HealthCare Facilities Association of Maryland

Omega Upsilon Phi Honor Society, University of Baltimore

*References available upon request

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