Sales Manager
Resume:
KATHLEEN MARIE KOCH
MCKEES ROCKS, PA 15136
************@*****.***
OBJECTIVE:
My Goal is to obtain a challenging position using my extensive experience in business
development/sales/marketing with a company that shares my passion and offers opportunity for growth
and advancement.
SUMMARY:
• Over 18 years successful experience in a Management/Leadership role.
• Over 20 years successful experience in Business Development.
• Over 15 years successful experience in the Healthcare business arena.
• Over 20 years successful experience in Sales & Marketing.
• Over 20 years successful experience in Training Management.
• Dedicated professional with a “can do” attitude.
• Proven ability to adapt to change and work well under pressure.
• Awarded various Performance Excellence awards.
• Accomplished fundraiser for numerous charity organizations including Alzheimer’s Association.
EMPLOYMENT EXPERIENCE:
INDEPENDENT HEALTHCARE BUSINESS DEVELOPMENT CONSULTANT
Marketing/Branding, Independent Consultant, February, 2012 – Present
Responsibilities:
Temporary consulting contracts helping new companies with new business development, development of branding, creation of marketing
materials, creation and placement of marketing plans, competitive market analysis, training, advertising, website development, internet
marketing, presentation development, and event planning.
HORIZONS HOSPICE
Community Education Representative, May, 2010 – October, 2010 and October, 2012 – January, 2013
Responsibilities:
• Provide on-site clinical assessment service to referring providers.
• Assess and relay all patient’s needs for DME and supplies.
• Assist referral sources with identification of appropriate patients and educate regarding admissions criteria.
• Communicate admission, clinical and financial information to appropriate facility staff members, to ensure they are prepared for
admissions.
• Obtain necessary information (medical and financial) to provide information relevant to the completion of the admission process.
• Manage relationships with referral sources.
• Conduct regular visits to assigned hospitals and SNF’s to build and maintain relationships with Discharge Planners, Case Managers,
Physicians and work to ensure that the agency is responding promptly and is meeting their needs.
• Maintain regular visits that serve educational opportunities for the referring facility staff
• MEET BUDGETED NUMBER ADMISSIONS
SUNRISE SENIOR LIVING OF FOX CHAPEL
Director of Community Relations, October, 2004 – July, 2011
Responsibilities:
• Set, track and accomplish goals on a timely basis for completed calls, mailings, lead generation, setting appointments, presentations and
closing.
• Sales, Marketing & Networking including Trade Shows, Exhibits and personally executed events.
• Resident Admission/Discharge Process.
• Responsible for writing Quarterly Marketing Plans/Competitor Tracking Tools
• Show leadership through providing daily coaching and support to team using the Sunrise Way.
• Develop and implement effective marketing plans, competitor tracking tools, schedules including advertising, special events, networking,
and public relations.
• Submit on a timely basis requested information and reports.
• Hire, train, and supervise new employees.
• Preparation of new community openings (USC & McCandless Locations).
• Training Leader.
• Mentor to other Directors of Community Relations.
• Cleaned up and maintained Lead Base.
• Met & Exceeded Census and Budgets for majority of last 6+ years.
• Pittsburgh Area Marketing Person for Alzheimer’s Association Memory Walk - 5 years.
• Assisted at other communities with Sales and Marketing – (Monroeville and Upper St. Clair locations).
• One of Highest Individual Fundraisers for Alzheimer’s Walk due to very successful planning of Community Events.
• Built and maintained relationships with referral sources which resulted in increased move-ins/admissions.
• Recruited new Physicians to take on residents in community.
• Score of “A” on QSR for 7 years.
• Assisted Community with excellent State Surveys.
• Have been back-up Reminiscence Coordinator, Executive Director at times of absence, completed state reportable incidents, assisted in PA
State Inspections.
EPEOPLE HEALTHCARE, SEWICKLEY, PA
Director of Business Development. June, 2004 – October, 2004
Responsibilities:
• Coordinate Sales and Marketing efforts for Western Pennsylvania.
• Develop new business opportunities for Healthcare Staffing Division.
• Contract Negotiation.
• Make appointment calls to potential clients, prepare proposals, RFP’s, etc.
• Recruiting and placement of medical personnel.
• Back-up Scheduling.
LIKEN HEALTH CARE, PITTSBURGH, PA
Manager of Sales and Marketing, March 2003 – June, 2004
Responsibilities:
• To coordinate the Sales and Marketing efforts for Western Pennsylvania.
• To develop new business opportunities and increase current client opportunities for all three divisions: Private Duty, Staffing and
Allied Health Care placement.
• Work closely with the General Manager of each division to create sales and marketing plan.
• Research key business organizations to broaden base of networking and partnering opportunities.
• Develop individual sales plan for each targeted “Ideal Client” and implement to open as a new account.
• Organize and prioritize clients and prospects according to account potential, geographical location and type of service needed.
• Make appointment calls to suspects and schedule visits. Prepare and present Company Proposals to high-level executives.
• Create and implement Company newsletter for distribution to current and potential clients.
• Manage and on-going training to Allied Health Care Division and Staffing Division.
CHOICE MANAGEMENT SOLUTIONS, PITTSBURGH, PA
Health Information Management Consultant, October, 2001 – March, 2003
Responsibilities
• Provided Consulting of medical record systems to area hospitals, doctor’s offices, clinics and other health care facilities.
• Performed time studies and prepared Proposals for presentation.
• Presented proposals to prospective clients.
• Implemented special projects including record purges, chart analization, loose sheet file management, etc.
• Sales and Marketing to all types of healthcare facilities.
• Provided installation of computer software systems and provided training to existing staff.
• Streamlined existing processes for existing systems.
DELTA-T GROUP – CARNEGIE, PA
Affiliate Administrator (Branch Manager) May, 2000 – October 2001
Responsibilities:
• Manage Affiliate office for national Mental/Behavioral Interim Staffing Agency (At time 14 branch offices).
• Maintaining solid customer database for Western Pennsylvania Branch.
• All Sales and Marketing to insure growth of existing clients and consistently bringing in new business.
• Oversee all operations of branch.
• Preparing/maintaining budget.
• Manage staff, internal and field employees.
• Oversee all recruiting efforts.
• Hiring of internal and field employees.
• Payroll, meet weekly/monthly projected billable hours.
• Negotiations of pay and bill rates.
Major Accomplishments:
• Doubled hours compared to previous year
• Recipient of Key Employee Award
• 100% Staff Retention
• Consistently successfully recruited new clientele
NOVACARE/NOVAPRO TEMP SERVICES – CRANBERRY TOWNSHIP, PA
Business Development Manager (May, 1997 – May 2000)
Responsibilities:
• Maintain solid customer base in assigned territory.
• Promote services and product lines to existing/potential clients.
• Research, Development and implementation of all new product lines.
• Manage, Recruit, hire and placement of employees.
• Manage recruiting expenses; ensure reporting requirements are accurately met on a timely basis; pay and bill reports; payroll
summaries; weekly activity reports.
• All Sales and Marketing for territory to hospitals, skilled nursing facilities, pharmacies, outpatient clinics, home health companies, etc.
• Implementation of creative solutions in problem solving.
• Negotiate bill and pay rates per client and employee.
SOCIETY OF AUTOMOTIVE ENGINEERS – WARRENDALE, PA
Exhibit Services and Customer Satisfaction Assistant (October, 1994 – May, 1997)
Responsibilities:
• Provided administrative/sales/marketing services to 4 show managers in a matrix managed department
• Simultaneously handled 8 multi-faceted trade shows.
• Assisted in the sales of exhibit space.
• Coordinated Exhibit arrangements.
• Supported the show manager in preparing revenue and expense budgets (budgets varied from $10,000 to $5,000,000 in annual
revenue).
• Implemented marketing techniques and advertising sponsorships to reduce company costs.
• Wrote Proposals that were submitted to senior executives at other organizations to manage shows outside of SAE.
EDUCATION/ TRAINING
Adult, Child, Infant CPR/AED Certified, Current.
First Aid Certification, Current.
University of Phoenix: Present (Health Care Administration)
Excellent Computer Skills
Notary Public, State of Pennsylvania
Career Growth Enterprises, Inc. Licensed Real Estate, 1989
Dale Carnegie Sales/Marketing Training, Sept., 2000; Dale Carnegie Management Training, Feb., 2001
Penn State Continuing Education, 1992
Principles of Management, Assertive Management, Office Organization and Management
Community College of Allegheny County
Pre-nursing, 1982-1984
South Park High School, graduated, 1982
REFERENCES AVAILABLE UPON REQUEST
Contact this candidate