Business Development Home Health
Resume:
FRED TYSON
******@*******.***
Executive Director of Business Development/Sales and Marketing: responsible for the overall design, management, and implementation of Business Development/Sales and Marketing business. Designing strategic sales and marketing plans with long-range direction for multi-state, multi-service Healthcare providers, B to B, and E-commerce. 15+ Years experience as Executive Sales Leader, Manager, and corporate team member. Specialists in New Business Development, Sales and Marketing, Management in B to B, E-commerce, Hospitals, SNF, LTC, Assisted Living, Home Health, Hospice, Rehab, Behavior Health, and Contract Negotiation.
PROFESSIONAL EXPERIENCE
6/16 – TO PRESENT
HCMI-MANAGEMENT SERVICES
EXECUTIVE DIRECTOR OF BUSINESS DEVELOPMENT/SALES AND MARKETING Executive leadership providing Sales and Marketing Management to Hospitals, and LTC companies
(Acute, Sub-Acute, SNF, LTC, Assisted Living, Home Health, Hospice, Behavioral Health, Rehab, and Large Provider Groups). Serves as a key advisor to the senior management team to develop, implement and manage all sales and marketing strategies for the client. Champions the business development initiatives that advance the corporate presence and individual facility presence. Develops strategic relationships with referral sources (Acute, Sub-acute, LTACH, Rehab, Social, and Government). Create and implement advertising campaigns (Web, Social, E-Mail, Print, Ads, Video, and PR). Development systems to recruit and hire Sales and Marketing teams (Marketing, Liaisons, Community Relations Coordinators, and Admission Specialists). Recommend and implement CRM systems to track sales and marketing data. Develop new sales and Market programs when new types of business services are provided (Memory Care, Dementia, Behavioral Health, IN-Out Patient Services, Dialysis). Develop and implement educational programs to enhance the Sales and Marketing Team.
Develop and implement Customer Experience programs. Negotiate contracts with providers (ACO, Bundling, Shared Risk, Partnerships). Coordinate other services provided (Home Health, Hospice, Rehab).
Specific Highlights:
• Developed sales and marketing plan and developed sales team for 20 recently purchased SNFs across three states. Increased census from 65% to 93%.
• Negotiated a contract with a large benefit company to provide Long Term Care with a regional sub-acute provider. Increased census by 23% and profit margin by 5%.
• Re-engineered sales and marking model to include new services offered: Hospice, Home Health
• Developed sales and market process of a group of SNFs to assimilate new Memory Care and Alzheimer's program.
• Negotiated contract to allow 3rd party to manage Behavior Health in 23 SNFs, then trained the sales and marketing team in the new offerings. Decrease dependence on Medicaid by 50%.
• Negotiated contract with VA for regional SNFs.
2
• Developed sales and marketing plan for upscale Independent/Assisted Living provider with 5 facilities, achieved 100% occupancy with a waiting list.
• Designed and implemented new services for 14 SNFs in very rural areas. Negotiated with a hospital to carve out expensive procedures and cover training for specialized procedures.
• Negotiated with a major hospital for large SNF to accept and stabilized the uninsured population while finding new social programs to help rehab and pay for patients to reenter the general population.
• Designed and implemented CRM system for SNF and Assisted Living group.
• Designed and implemented a new Bonus pay system for large SNF. 1/13 – TO 6/16
ILLINOIS/MISSOURI BASED LTC
REGIONAL DIRECTOR OF BUSINESS DEVELOPMENT/SALES AND MARKETING Sales and Marketing Management responsibility for 12-32 Sub-Acute, Behavioral Health, Memory Care, CCRCs, and Long-Term Care facilities. Services include Hospital, Sub-Acute, SNF, Rehab, Home Health, Hospice, Independent Living, Assisted Living, Memory Care, Inpatient/Outpatient, Home Health, and Hospice. 5 Directors of Marketing, 10 Admission Directors/Coordinators Served as a key member of the senior management team to develop, and implement Business Development/Sales and Marketing strategies for the divisional group. Implemented several new business development programs to advance division and individual facilities. Implemented new PR procedures to develop a relationship with referring sources (Acute, Sub-Acute, LTACH, Private, Government, and non-traditional sources). Developed new advertising material for web and distribution. Developed a new sales force business plan, then hired, trained, and mentored a new sales force. Developed a new CRM system to track referral sources. Oversaw all new business development as a result of entering a new market with the purchase of additional facilities. Change the business model for admissions to define key members, trained them, and continued to monitor them.
Specific Highlights:
• Increased census from an average of 40% to an average of 85% with many facilities at 100%.
• Reorganized Sales and Marketing model to reach all referral sources resulting in a 120% increase in referrals presented to facilities.
• Increased services provided resulting in a 43% increase in revenue.
• Signed 12 contracts with 8 different payers resulting in the increased census and increased profit margin.
Education
MBA--Business Administration/Education Northern Illinois University BS--Education Northern Illinois University
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