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Sales Marketing

Location:
Bluffton, SC
Posted:
February 24, 2020

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Resume:

Lisa S. Detweiler

adbypr@r.postjobfree.com ** Pine Lane (temporary)

503-***-**** Highlands, NC 27841

PROFESSIONAL SUMMARY

Seasoned Sales and Marketing Executive with a 15-year record of achievement in progressive sales management, developing, mentoring, promoting from within, team-building, account management and market development. A driven leader who is known for delivering results in highly competitive markets as well as exceeding corporate and client short-term and long-term goals. Polished professional who fosters respect and motivation among any workforce by infusing efforts with utmost integrity.

Areas of Expertise

Management & Mentorship

Account & Territory Management

Sales Forecasting & Reporting

Strategic Business Planning

Process Redesign

Training Delivery

Client Relations & Satisfaction

Product Branding & Marketing

Trend Analysis

Standards Development

Performance Metrics

Retention

Market Analysis

Professional Experience

PUGENT SOUND HOME HEALTH

AREA DIRECTOR OF BUSINESS DEVELOPMENT MAY 2018 - PRESENT

·Manage and mentor team of (4) Account Managers

·Actively recruiting via traditional methods while keeping a keen eye out for outstanding customer service skills and authentic engagement in any business setting. Interviewing for additional 3-4 Account Managers due to rapid growth

·Growing your book of physicians by 10% in last six months

·Record referral growth in last two consecutive months with overall conversion of premium referrals at 74% on a goal of 70%.

·Create, present and implement quarterly sales training, techniques and strategy

·Weekly 1:1 strategy sessions and weekly sales training with focus on adding value thru providing resources and knowledge to referral partners.

LDC Collaborative Consulting, Portland OR JAN 2017- PRESENT Sales & Marketing Consulting - Senior Living industry.

CHARTER COLLEGE

REGIONAL DIRECTOR OF ADMISSIONS SEP 2017 – MAR 2018

https://www.linkedin.com/company/80219/

Concepts in Community Living, Inc., Clackamas, OR JULY 2014 - APR 2017

Vice President of Sales & Marketing

·Responsible for sales & marketing strategies and growth for portfolio of (18) AL, MC, and IL communities

·Starting overall occupancy 89%—— ending overall occupancy 93%

·Managed and mentor team of 8 - 10 Community Outreach Specialists

·Increased occupancy in private pay only community from 87% to 100% in both AL & Memory Care.

·Increased overall occupancy in collective portfolio by 4% in small market AL’s thru marketing strategies created for specific markets and thru coaching for consistent execution of plans.

·Consultant for startup and expansion projects. Create and set up all marketing materials, web sites, social media, strategic planning and outreach campaigns, market feasibility studies, grand openings and pre-sales.

Holiday Retirement JULY 2013 - JULY 2014

Regional Sales Manager- Oregon & Washington

·Managed and mentor team of 12 sales managers.

·Steadily Increased census in assigned region(s) with overall growth of 3%.

·Met and/or exceeded revenue goals monthly at 100% or higher.

·Responsible for driving sales process thru coaching and sales mentoring and extensive use of sales metrics.

·Coached and mentored sales professionals within our organization on better strategies for handling objections, closing, listening, demonstration skills, and managing one’s sales team.

·Collaborated and coached 12-24 Community Managers/ED’s in the execution of sales strategies and execution of said strategies.

·Conducted cross regional corporate training clinics, weekly webinar sales training and presentations and individual one to one training and coaching.

https://www.linkedin.com/company/80219/

Assisted Living Concepts DEC 2012 - JULY 2013

Regional Director of Sales & Marketing

Managing and mentoring of Community Outreach Specialist(s) within the region while maintaining and growing referrals and achieving occupancy goals through education and training. Hiring and on-boarding all sales staff within the region as well as participation in divisional team training for all new management staff as it pertains to sales and marketing.

·Increased occupancy by approximately 15% within overall portfolio within 6 months time.

·Managed and mentored team of (7) Community Outreach Specialists.

·Direct staff, training and performance evaluations to develop and control sales initiative.

·Develops strategies and acts as resource for sales team in developing opportunities, closing sales and focusing ideas on meeting sales objectives.

·Review, analyze conversion ratios for all communities and offers up strategies/solutions as needed. Analyzes and controls expenditures for region budget.

·Prepares and presents sales plans and reports to analyze sales volume and potential sales.

·Responsible for goal setting and objectives for all sales managers while monitoring progress.

·Identifying industry trends and regional developments that affect market.

·Develop and maintain long and short range sales and marketing plans.

·Train and coach Residence Directors (Operators) in marking skills, strategies and techniques with focus on sales and closing skills. Conduct regional sales training and power point presentations.

Girl Power 2 Cure MAY 2012 - SEPT 2012

Consultant

Created content and flow for fundraising website, Garden of Hope. Constructed and began execution of sales & marketing plan for

partnership with targeted organizations throughout the nation.

A Place for Mom AUG 2009 – May 2012

(The national leader in Senior Housing Referral Services $44 million revenue - over 500 employees)

Regional Market Manager

Responsible for generating over $4.5 million in annual revenue through leadership, managing, mentoring & motivating a regional sales team throughout 5 states. Lead team (22 to 37 people) of home office based staff on all aspects of sales process and corporate P&P, along with standards compliance. Maintained and grew relationships with C level executives. Worked closely with partners at the Regional and VP level to present trends, analyze, educate, strategize and provide solutions when necessary. Focus on customer service and satisfaction via conference calls, 1:1 calls and in person meetings throughout (5) states. Sales teams had straight commissioned compensation plan with focus on metrics driven data to achieve high performance, along with individualized 1:1 coaching plans.

Captured healthy account growth despite recession by creating and seizing strategic opportunities to collaborate with key customer accounts on maximizing relationships and lead base at the community level.

•Individual customer account management at the Executive level and two-part client satisfaction through leading my local teams to set and achieve strategic objectives.

•Engaged directly with Area and Regional VP’s of Sales as well as Regional Directors of Sales & Marketing, Administrator & Regional Directors for key partner accounts by conducting weekly conference calls, face to face meetings while developing specific, strategic plans to increase moves for each corporate customer in their area which involved community visits and walk thru, mystery shops, standards development and trend analysis.

•Met/or exceeded quarterly goals on a consistent basis for the duration of my role which has resulted in maximum bonus achievement for all quarters of employment.

•Corporate trainer/on-boarding specialist for ALL new sales reps. Created and conducted standards development, policy and procedures while providing 3 day orientation training twice a month for all new hires in addition to my daily responsibilities. Class sizes ranged from 15-50 people per class.

Extendicare Health Services MAY 2005 - AUG 2009

Regional Director of Sales & Marketing (Jan 2008 – Aug 2009):

Provided key leadership in the development of sales team. Worked closely with RDO for assigned region. Assisted in execution of regional sales and marketing strategies to meet and exceed occupancy and revenue goals. Executed co-sales calls while providing coaching and training with focus on improving the sales skill sets of each team member. Provided on-going sales training to sales team(s). Assessed region’s progress utilizing a variety of metric driven data, on-site visits, walk thru and analysis and execution of marketing plans. Created team environment by expressing empathy and compassion while establishing trust and respect. Met and exceeded quarterly private and Medicare targets on average for entire region. Directly responsible for growth in region census through motivational coaching and management of sales force.

Director of Provider Relations (Promoted)

Primary liaison for area hospitals with focus on conduction of in-person visits to all new inquiries and existing patients. Responsible for relationship establishment with all referral sources and appropriate decision makers. Utilized “Rainmaker” philosophy (sales strategy tool). Implementation of individual center(s) strategic marketing plans. Generated consistent admissions into designated center(s) to meet their budgeted census goals with appropriate payor mix.

Referral Manager (Promoted) Bainbridge Island & Bremerton WA (2005 – 2007): Responsible for developing and implementing quarterly strategic marketing plans which identified short and long term sales strategies and marketing tactics in order to grow census. Established and maintained positive community relationships through responsive, earnest follow up and consistency despite repeated stop-placement issues with one particular community which allowed for consistent growth in population. Facilitated weekly marketing meetings and identified marketing team by zeroing in on their various skill sets which lead to positive team building. Identified market trends to help drive census.

Education & Training

Business Administration

Bay De Noc Community College, Escanaba, MI

DePaul University, Chicago, IL

Certified Travel Agent - Carlson Travel Academy

Rainmaker Strategic Sales Training - Steelcase Sales Training - Teepa Snow’s GEMS

Volunteer work: Alzheimer’s Association ~ Girl Power 2 Cure ~ International Rett Syndrome Foundation ~ Muscular Dystrophy Association



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