Sales Management

Karina I. Santos

Cell #: 949-***-**** ** Verdin Lane, Aliso Viejo, CA 92656 ******@*****.***

Dental Practice Management Consultant/ Certified Software Trainer

OBJECTIVE: Utilize strong leadership, organization, and people management abilities in corporate operations. Establish efficient and productive operational standards to produce positive impact on overall performance of the organization.

CAREER SUMMARY: Over twenty-five years impressive success in consulting, training and converting private practices, group practices, university hospital institutions, and federally qualified healthcare centers in the high tech electronic healthcare records sector. Accomplished in running company-wide operational functions and leading large scale projects from inception to successful completion, while executing sound strategic decisions.

PROFESSIONAL HISTORY:

Innovative Consulting Unlimited, New York, NY & Aliso Viejo, CA 10/96 – Current

Founder/ Digital Practice Management Consultant

Analyze & transform Healthcare Practices & Institutions into a computerized Patient Charting System with efficient work flow processes.

Design Standards of Operation, Workflow Systems and Procedural Manuals for Dental Practices, Group Practices, University Hospital Institutions, and Federally Qualified Healthcare Centers using their electronic healthcare records and practice management software systems.

Lead and train Healthcare Executives, Dental Clinicians, Finance and Administrative Staff on how to successfully manage and run a dental practice, corporation or institution.

Facilitate Federally Qualified Healthcare facilities with their attestation for “Meaningful Use” compliance.

Speaker at Dental Associations and Dental Conferences about “The Positive Effects of being ‘Chart-less” and “Importance of Continuing Education on Technology and the Business of your Dental Practice”.

Founded “Revitalize Your Practice” Management Workshops to aide Private Practice Owners & Practice Managers in developing management skillset to run their private practices efficiently and be profitable.

Responsible for increasing Dental Practice’s Productivity, Efficiencies, and Collections by 95%.

Contributes to the increase of sales for Dentrix Core, Dentrix Enterprise, Easy Dental Software Systems, and Henry Schein Practice Solutions Products.

Maintains successful relationships with Vendors, Healthcare Executives, Dental Clinicians and Staff nationally.

Henry Schein Practice Solutions/ Dentrix Dental Systems, LLC, American Fork, UT 11/96 - Current

National Certified Software Trainer & Instructor

Certified Software Trainer for Dentrix Core, Dentrix Enterprise, and Easy Dental Software.

Instructor for Dentrix’s National “Business of Dentistry” User Conference since 2002.

Conducts “Work Flow Analysis” for Henry Schein Practice Solutions to recommend training and sales of Dentrix Core & Dentrix Enterprise Products.

Prepares training agendas and leads team projects for the training and implementation of Dentrix Core & Dentrix Enterprise Training.

Prepares Training Documentation and Custom Operational Tip Sheets for Dentrix Core & Dentrix Enterprise Clients.

Aides in the Dentrix product sales for Henry Schein Sales Representatives nationally.

Pioneered & leads the Northeast Dentrix Enterprise Super User Group Meeting in the Northeast Territory in 2010.

Assists in the independent training and certification of candidates to become Certified Dentrix Core or Certified Dentrix Enterprise Trainers from inception.

Trains Dentrix Core & Dentrix Enterprise Software to Henry Schein Sales Representatives.

Retains successful relationships with Henry Schein Field Sales Consultants, Henry Schein Equipment & Technology Specialists, HSPS Managers/ Directors, fellow Certified Software Trainers, and Vendor Partners with the Dentrix & Dentrix Enterprise products.

Ranked one of the top “seasoned” Software Trainers nationally.

Recipient of the “Spirit of Dentrix Award” in 1997.

Pioneered the Dentrix Core User “Study Clubs” for the San Diego and Orange County, CA territories in 2002.

Pacific Digital Dental Systems, Orange County, CA 03/07 – 04/08

Independent Dentrix Sales Sub-Representative

Responsible for the sales of Dentrix Core Dental Systems Software & DDO Image Software in the South Orange County, CA territory under the territory Independent Sales Representative.

Responsible for transitioning 95% of Dentists that I have consulted that have not used Dentrix to purchase Dentrix products.

100% responsible for the sales of Core, Enterprise, & DDO Dentrix Software Training and Consulting.

Straumann, USA, Andover, MA 04/06 – 03/07

South Orange County Territory Manager

Responsible for the sales of Straumann Dental Implant Products in the South Orange County territory.

Organized Educational Seminars and Study Clubs for the Oral Surgeons and Periodontists that purchased Straumann Products.

Acted as a liaison between the General Dentists and the Straumann Oral Surgeons & Periodontists and facilitated the sales of dental implant cases in the General Dentist practices in South Orange County.

DDS Partners, LLC, New York, NY 11/97 – 10/01

MIS Director/ Training Manager

Managed and implemented the company’s Information Technology Systems for 16 Dental Practices.

Designed, customized, and standardized the operational structure of the company’s Dentrix Core Software System by Dental Specialty to fit the company’s mission.

Created and standardized the policy and procedures of managing a dental practice for all 16 Dental Practices with the Corporate Management Team.

Assisted in the creation of the Standard Operation and Procedural Manual for the corporation.

Created and implemented a computer training program and practice management training program for the corporation.

Hired, contracted, and coordinated an internal Training Team and IT Networking Team.

Increased practice’s revenue by 80%.

Transformed 16 practices into a computerized charting and billing system.

Increased practice’s efficiencies by 90%.

Increased company’s Human Resource by 30%.

Hoag Memorial Hospital Presbyterian, Newport Beach, CA 07/94 – 08/96

Managed Care Coordinator/ Front Office Manager

Supervised all Front Office medical business operations for the pilot practice for Hoag Hospital’s new Practice Management Department.

Assisted in the development and implementation of policies and procedures within the office.

Assisted in the creation of the Standard Operation and Procedure Manual to be used for all upcoming Hoag Hospital Health Centers.

Conducted employee performance evaluations and reviews.

Resolved patient complaints and interpersonal employee issues.

Coordinated practice audits with insurance companies.

Coordinated and credentialed physician/provider applications and contracts with medical insurance carriers.

Managed authorizations for medical services for patients with managed care medical insurance.

Educated and trained office staff regarding medical insurance updates, office protocols, and computer system training.

Liaison between the Greater Newport Physicians IPA and Newport Internal Medicine Associates.

Educated patients on managed care medical insurance.

Built successful relationships with Physicians, Patients, Insurance Carriers, and Staff.

Cedars Sinai Medical Care Foundation, Inc., Los Angeles, CA 02/93 – 07/94

Medical Office Supervisor – Urgent Care

Managed all Front Office personnel on business operations and medical billing procedures for a primarily HMO medical facility.

Supervised patient and vendor flow between Front Office and Back Office.

Managed employees’ schedules and payroll.

Liaison between Physicians and Medical Group Administration.

Resolved patient complaints and interpersonal employee issues.

Educated Front Office personnel on the growing changes of Medical Insurance Carrier’s coverage and benefits.

Decreased practice’s Accounts Receivables by 85%.

Elite Management Consultants, Inc., Los Angeles, CA 01/92 – 07/94

Junior Consultant

Trained dental staff on patient communication, sales of treatment plans, collection management, and insurance management.

Assisted in transforming dental practices out of bankruptcy and increasing profitability.

Assisted in creating work flow efficiencies in practice and patient management.

Assisted in the creation of Policy and Protocol in a Dental Practice.

Assisted in the creation of a dental practice’s Standards of Operations Manuals.

Administrative Assistant to President 07/89 – 01/92

Assisted in writing, editing, and typesetting office policy and procedural manuals for Dentists.

Receptionist to President.

Coordinated practice management seminars for the President.

Bookkeeping and Accounting

Bruce M. Kaplan, D.M.D., Westlake Village, CA 07/91 – 02/93

Treatment Coordinator/ Assistant to the Office Administrator

Assisted with the transformation of the practice from bankruptcy.

Decreased their Accounts Receivable by 90%.

Increased doctor’s profitability by 100% through insurance billing and patient collections.

Presented and sold patient treatment plans.

Patient Education on TMJ and treatment.

Financial Arrangements with Patients.

Insurance and Patient Billing

F. Isaac Hakim, D.M.D., Beverly Hills, CA 02/87 – 11/89

Assistant Office Manager/ Dental Assistant

Managed a high profile Orthodontic practice.

Scheduled patient appointments, processed insurance billing, and conducted patient collections.

Assisted with the creation of the Standard Policy & Procedure Manual.

Assisted the Dentist as a Dental Assistant in placing braces on patients.

Responsible for ordering and inventory of dental supplies.

EDUCATION

University of California Los Angeles – Los Angeles, CA

School of Letters and Science – June, 1991

Bachelor of Arts Degree in Psychology

Landmark Education, Inc. – Los Angeles, CA & New York, NY

Seminars in Communication, Leadership, and Public Relations

1995 - 2001

Tony Robbins Mastery Programs – Los Angeles, CA

Seminars in Personal Development

2008 - 2010

ADDITIONAL

Secret Angel Foundation – CA & NY 2000 – Current

Founder / President

Leadership Tomorrow – Chamber of Commerce, Newport Beach, CA 2001 – 2002

Participant

* Letters of Recommendations available upon request.

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