Sales Medical Device

HEATHER DESHANO

Denver, CO **************@*****.*** 720-***-****

SALES CONSULTANT

Strategic Planning Project Management System Implementation

Accomplished dynamic professional with expertise in all facets of administration, management, and technical training. Skilled in providing strategic leadership and instruction of short- and long-term goals through the use of innovative techniques in support of the organization’s mission and core values, as a means to implement positive change and enhance the performance of systems. Adept at supervising project teams and heading consistency and quality in all aspects of the job. Utilizes knowledge information technology, program design, and more.

Troubleshooting

Testing & Maintenance

Territory Management

Communication & Leadership

Negotiation

Statistical Analysis

Application Software

Consultation Services

Marketing Management

Teamwork & Collaboration

Policies & Procedures

Training & Mentoring

Professional Experience

Business Development Navigator, InnovAge 2018- 2020

●Promotes the Marketing/Sales Plan for InnovAge and achieves referral and conversion goals.

●Develop and execute the sales strategy of assigned territory for the Program of All-inclusive Care for the Elderly (PACE) program.

●Creates and conducts effective proposal presentations.

●Develops and maintains regular contact with referral sources and documents communication in regards to; type of contact, follow-through, and results for the assigned territory and business line being worked.

●Develops, manages and maintains the InnovAge CRM for qualified leads through referrals, telephone canvassing, face to face meetings, cold calling, email and networking. Prospects new leads based on research.

Clinical Liaison, Life Care Centers 2013- 2017

●Communicated patient needs to health care providers and ensure that those needs are met through periodic inspection of medical care.

●Previewed patient’s medical records and determine the facility that would best fit patients’ needs upon discharge.

●Verified health insurance coverage for patients and communicate with insurance companies to resolve any patient issues.

●Interacted with a verity of hospitals staff members from different departments regarding patients medical status and discharge plan.

●Developed positive relationships in community on behalf of the health care industry.

Admissions/Marketing Director, Sava Senior Care 2010- 2012

●Developed and executed tactics to maximize admissions of residents requiring a sub-acute level of care including hospitals, physicians, insurers, case management companies and health care agencies.

●Maintained 90% of conversion ratio from referrals to admissions for Jewell Care Center.

●Conducted admission screening of potential residents, determine level of care, equipment needs and insurance coverage as appropriate.

●Responsible for managing admissions staff and developed and maintained positive relationship with clients.

●Conducted clinical assessments in accordance with company standards to ensure facility to provide the appropriate level of care.

Medical Device Account Manager, Hill-Rom Respiratory Care 2005- 2009

●Maintained patient follow-up to provide outcomes for physicians and families regarding patient progress on The Vest Airway Clearance Therapy. Sales points included: Pulmonologist, Neurologist, Spinal Cord Clinics, Pediatrics, ICU, Respiratory, and Case Management.

●Conducted educational seminars and in-services for physicians and health care providers on the benefits and usage of The Vest Airway Clearance Therapy.

●Revised and implemented sales strategies / techniques and ensured proper training of all employees.

●Maintained Patient follow-up to provide outcomes for clinical staff

●Exemplified professionalism and proper etiquette while using all forms of communications with both clients and peers.

Medical Device Territory Manager Medical Device Sales, Huntleigh Healthcare 2001- 2005

●Sale Points included: Physicians, Wound Care Clinics, Wound Care Rn’s, Med Surgery and ICU

●Conducted education seminars for clinical staff on support surfaces within an inpatient setting

●Maintained current business as well as prospecting new accounts within Skilled Nursing, LTC, and Hospitals

●Developed and expanded territory through prospecting and lead generation, thus increasing customer base and exceeding sales quotas.

●Provided a professional and excellent level of customer service with existing and new clients.

Healthcare Consultant, Price Waterhouse Cooper 1999- 2001

●Created strong relationships with referral sources in order to effectively educate others regarding services offered by using technical selling skills and product knowledge.

●Identified the customer/referral need, matches the need to the value of services offered and then asks for the referral and/or sale based on strong listening skills and the ability to empathize with the customer.

●Participated and contributed to the development of related educational programs offered to referral sources, prospects and company employees.

●Maintained accurate records of all sales and prospecting activities including sales calls, presentations, closed sales and follow up.

●Reported on goal attainment and performance on a weekly basis.

Education & Credentials

Bachelor of Science: Health Information Management 1996

Ferris State University Big Rapids, MI, United States

accomplishments

Increased referral base by 20% for Life Care facilities from St. Joe’s Medical Center to Kaiser contracted facilities. Medicare referrals increased for Life Care facilities by 15% last year.

President’s award in 2002, top Medical Device Representative for the West Coast Territory

Outstanding Sales Achievement award in 2015

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