Sales Manager

Michael Elrod

Kingwood, TX *****

*********@*****.*** 832-***-**** Cell: 832-***-****

Sales and Operations Professional

Comprehensive experience in medical devices and diagnostics across major segments including hospitals, C-suite, doctors' offices and home healthcare. Recognized for leadership skills and proven track record achieving annual marketing plans. Adept in managing operations, field sales, customer support, and sustaining annual growth. Hands-on leader with background in recruiting and developing medical professionals for clinical sales and clinical sales leaders.

Expertise in:

Regulations / Reimbursement

Clinical Knowledge

Strategic Planning

Sales Force and Leadership Development

P&L Management

Sales Forecasting

Professional Experience

TEXAS HOME HEALTH PCS 5/2014- 3/2016

Texas Home Health is an Accent Care company

Regional Vice President, Operations and Sales PCS.

PCS is a private duty home aid service, census of greater than 7,000. Direct sales and operational oversight of 3 area vice presidents and 1 regional director of operations, providing operational and sales oversight for 16 Texas locations. Successfully maintain focus on growing the current state Medicaid book of business while developing a new sales force to expand company into the long term care, workers compensation, VA, and private pay arena.

P&L responsibility of $80M in yearly revenue from 16 locations in Texas.

Current forecasting to increase revenue $2.5 M year over year.

Developed a new sales strategy, hired and deployed 10 new sales reps in strategic markets, forecasting to increase sales rep revenue $1.5M year over year.

GENTIVA HEALTHCARE, Atlanta, GA 8/2012 – 11/2013

Gentiva is the largest provider of Home Health and Hospice in the United States.

Regional Vice President, Sales – South, West, and Texas Regions

Oversaw operational excellence, budget and P&L, organizational design, process improvement, strategic partnerships, sales training, business development and team building.

Assumed P&L responsibility of greater than $320M in yearly revenue, serving as key leader for 3 different regions within compressed timeframe.

Improved performance in all 3 regions by strategically focusing sales efforts, resulting in improved admission numbers and increased patient census.

APRIA HEALTHCARE, Lake Forest, CA 3/2009 – 8/2012

Apria Healthcare is America’s largest provider of integrated home healthcare products, services, and durable medical equipment.

Division Vice President, Sales – South Central Division 3/2011 – 8/2012

Guided, coached, and focused sales performance for over 8 states within south central division. Led 146 sales representatives and sales leaders in total. Managed P&L for greater than $210M in yearly revenue. Oversaw budget and ratio management of P&L. Managed and supported key sales opportunities within division with managed care organizations and integrated delivery networks in cooperation with field sales team and sales managers. Served as committee chairperson for field sales training development.

Led development of 11 members of sales force management team, coaching individuals to become future sales function leaders

Michael Elrod *********@*****.*** Page Two

Area Sales Manager, Houston, TX Territory 3/2009 – 3/2011

Assumed P&L and sales management responsibility for 22-direct reports. Led interviewing, hiring, training and supervision of sales representatives.

Reached #1 area sales rank out of 56 by upgrading and motivating sales talent through coaching and tactical account strategy.

PFIZER. INC., New York, NY 3/2008 –3/2009

Professional Health Care Representative

Marketed to primary care physicians and general surgeons in East Texas area.

Received "Regional Performance Fund" award, given to only 2 out of 67 sales reps in north Texas region for field performance.

LINCARE INC., Clearwater, FL 2000 – 2008

Area Operations and Sales Manager 2002 – 2008

Managed P&L and sales for 13 Lincare operating centers, with over 70 employees. Interviewed, hired, trained, and supervised quality managers and sales representatives, inclusive of 22 employees. Oversaw asset management, inventories, fixed investment, and rolling stock. Maintained working knowledge of Medicare regulations and reimbursement, including government and private insurance.

Hired, trained, coached and developed south Texas leadership team ranked in top 10% of 62 sales areas by developing sales forecasts, expense budgets, general business plans, manpower projections, capital budgets, and salary budget, and guiding and achieving sales objectives.

Increased revenues from $5M to $14M within 3 years.

Expanded coverage from 5 locations to 13 locations by leveraging DE novo strategy.

Developed and implemented one of the first CPAP strategic sales force and service center.

Center Manager 2001 – 2002

Communicated effectively with doctors, administrators, and directors of respiratory therapy departments.

Developed referral base, growing Longview center from national ranking of 526 to ranking of 14 in nation out of 550+ locations.

Sales Representative 2000 – 2001

Established and maintained relationships with referral sources in Palestine, TX market.

Achieved #1 position in country in Neb Med growth by building exceptional and trusting client relationships.

Grew Palestine market to #1 position in oxygen growth in Texas, Oklahoma, and New Mexico regions by broadening key client relationships.

Education

Bachelor of Science, Political Science, Minor in International Foreign Policy,

University of Texas

Served on both the Government Affairs and Medicare & Medicaid committees with the Texas Association of Healthcare and Hospice.

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