Customer Service Regional Sales

LORI FARINA, MHC

Middletown, NY 845-***-**** adrdcm@r.postjobfree.com

Professional Summary

Seasoned Business Development Director and Sales Executive with over 20 years of experience providing organizational and business development leadership in healthcare with a focus on long-term care. Extensive experience in all aspects of driving revenue including strategic planning, territory alignment, team leadership and development, partnership creation, and return on investment. Continually exceeds expectations by building valuable relationships and works well with people at all levels of an organization including stakeholders, executive management, team members, and clients. Skills

• Local & Regional Sales Management

• Market Share Analysis & Expansion

• B2B Sales & New Business Development

• Sales Team Leadership & Development

• Operations Management & Sales Administration

• Managed & Long-Term Care & Contracting

• Account Penetration & Customer Retention

• Account Management & Customer Value Plans

• Consultative & Relationship-Based Sales

• Strategic Partnerships & Vendor Relationships

• Competitor Analysis & Return on Time Investment

• Proposals, Contracts & Negotiations

• Proactive & Responsive Client Service

• Excellent Verbal & Written Communication

Work History

Regional Director of Business Development, Admissions & Marketing – Allaire Health Services 2021 to Present

• Serving as part of the Acquisitions team - installing culture, staff and developing each of our 8 facilities.

• Ensuring each execution is within established budget

• Program development according to clinical staff and facility culture/offerings/specialty

• Community Outreach and support for each surrounding community

• Host CEU and support to referral sources and community Regional Director of Business Development – Sapphire Care Group 2019 to 2021

• Managing 5 direct reports while overseeing marketing, admissions, business development for 4 facilities.

• Overseeing day-to-day management of key accounts including major regional hospitals to grow revenue by 17% YoY.

• Liaising between client stakeholders and sales teams to increase the census by 20% within 3 months of hire.

• Developing the local market from $1.5M to $3.5M in 2 years and exceeding FY2020 sales quotas at 115%.

• Engaging in selected strategic initiatives to retain or expand current client relationships with hospital decision makers.

• Cultivating new prospects aligned to the corporate and business unit strategy by building strong relationships.

• Working closely with the Sales VP, Operations VP, and CFO to coordinate and strategize the overall sales process.

• Exceeding revenue goals by over 21% YTD by leading all regional business development efforts in quota attainment.

• Personally generating $1.3M in annual sales with direct reports generating $1.7M annually.

• Partnering with group homes for clients with disabilities and creating partnerships with adult assisted living facilities.

• Developing comprehensive territory plans for the region and segment focus and creating action plans and schedules.

• Identifying targets to reach new business development goals and objectives by proactively reaching out to prospects. Regional Sales Director – Centers Health Care – Bronx, NY 2013 to 2018

• Oversaw 10 skilled nursing facilities with 1200 beds and assisted living enriched housing with 20 beds.

• Increased census by 30% in first building and improved quality payer mix by 25% within 4-months of startup.

• Achieved consistent regional census of 96% occupancy and increased quality payer mix from 43% to 74%.

• Reversed poor reputation with hospitals and healthcare professionals in challenged communities in Adirondack Region.

• Recruited, hired, and structured a team of 7 marketers and admissions directors to support sales and customer service.

• Trained sales team to exceed monthly admissions goals and hosted weekly sales calls to support enhanced census.

• Grew admissions through strategic business development efforts to all hospitals and professionals.

• Conducted monthly key metrics meetings to strategize better results for community outreach and prospecting.

• Strategized, created, and executed the 2016 to 2018 marketing business plan for the Adirondack Region.

• Coordinated large professional Continue Education to partner with physicians, healthcare professionals, and hospitals. Regional Sales Director – CareOne – Fort Lee, New Jersey, NJ 2010 to 2013

• Improved, maintained, and created new referral sources to increase census by 12% for 3 facilities with 365 beds.

• Successfully launched marketing campaigns as well as managed and motivated a successful sales team.

• Hosted Continuing Education Units and conducted open houses to showcase facilities and change community perception Generated substantial referral opportunities to achieve 25% year-over-year growth by adding new clinical partners.

• Provided educational in-services to referral sources as well as developed cardiac and dialysis programs.

• Drove $40M in sales revenue for services throughout the region while leading 2 Regional Sales Managers.

• Recruited, trained, and coordinated all marketing activities for the sales team as well as provided ongoing coaching.

• Created, monitored, or adjusted annualized budgets for admissions and initiated a weekly tracking program for referrals.

• Planned and executed innovative multi-channel marketing plans such as directing the sales process of new partners.

• Implemented regional sales plans and coordinated with operational leadership to ensure extraordinary customer service.

• Fostered and maintained strong relationships with key clients and channel partners in existing or new vertical markets. Previous Work History

Regional Sales Director, New York and Pennsylvania – Global Healthcare, New York, NY – 2004 to 2010 Director of Marketing – River Valley, Poughkeepsie, NY – 2002 to 2004 Director of Admissions – Wingate Ulster/Beacon, Fishkill, NY – 1998 to 2002 Technical Skills

Microsoft Office Suite: Word, Excel, Outlook, PowerPoint Community Service & Involvement

• Certified Lecturer – Weight Watchers

• Bariatric Motivational Speaker

• Fundraiser – Lake George Women in Need

• Chamber of Commerce

Licenses & Certifications

IMPACT Sales Training Certification – Brooks – 2018 Education

New School - Master’s in Healthcare

Binghamton University, School of Management - Bachelor of Arts in Business Administration

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