Sr. Medical, Healthcare, Business Acceleration Expert

JoAnn Pellegrino

**** ******** *****

Palm Beach Gardens, FL 33410

Mobile Phone: 412/906-0096

*******@***.***

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SUMMARY

Senior Level Sales Executive with an extensive background in healthcare, sales and management with a focus on contracted practice management, diagnostic imaging PACS/RIS, bedside monitoring, skilled nursing, and profit and non-profit business development. With education at the University of Pittsburgh, and Wilson Learning, devoted to consultative sales with a particular expertise in building territories, client retention, and customer service. A proven ability to develop highly profitable territories, and attract and retain highly talented employees. “An inspirational leader who thrives on difficult challenges and motivating people to improve performance, increasing sales, and managing teams through change”. Participated in planning for two company’s IPOs.

CORE COMPETENCIES

Strategic Business Planning, Marketing Acceleration, Account Penetration, Exceeding Goals

and Sales Quotas, Customer Service and Retention, Territory Management, Clinical/TechnicalSelling Skills, Consultative Sales, Developing Solutions, High Level Presentations, Motivating Salespeople, Organizational Leadership, Cross Functional Collaboration, and Gaining and Retaining Client Confidence, Fundraising, and Finance.

Accomplishments

• Built and developed client confidence and rapport to share critical and confidential budgetary and personnel information for all projects

Solution sales for surgical facilities to reduce financial burden in anesthesia departments, Removing malpractice, HR accreditation process, vacation and benefit expense from facility budget.

• Territory development and customer retention as well as business acceleration by vertically marketing new opportunities.

Ability to on all levels within hospital and physician practice Director, C Level Finance, and Clinical Personnel etc.

• By systematically calling previous customers with open RFP’s, and leads from past conferences I was able to provide over $2Min business opportunities that will contribute to the January 2010 revenues.

• Assembled a sales forecast containing all potential business opportunities Excellent to Fair probability of closing for first and second quarter 2009 for approximately $770,000 in revenues and add 7 new contracts. One was part of the UPMC/Mercy Hospital Merger and one was the Overflow contract with Jupiter Medical Center.

• Developed and implemented systems for account management, sales tracking, sales training, and sales

incentives by combining off-the-shelf programs like ACT and Excel© with personal experience.\

EXPERIENCE

Current: Huntington Healthcare, LLC - Independent Contractor June 2006 to present

A medical financial consulting organization that provides marketing support, re-capitalization of assets, lease buy back, rehab and build to suit turn-key medical and dental practices. My responsibilities include referral base development, identification of project opportunities, hospital and physician recruitment, demographic analysis, insurance provider agreements, and marketing materials. Extraneous Experience: Office Management, EMR, Coding and Medical Billing, Regulatory Affairs, and Medicare, Medicaid Compliance, Budget Planning, and P&L Management.

SOME OF OUR PROJECTS

HealthDrive September 2008-Present-Business Development Manager/Director

Venture capital funding, contracted to rehabilitate agreements with Skilled, Assisted, and Long Term Care Nursing facilities for the placement of Medical, Dental, Audiology, Podiatry, Behavioral Health, and Optometry Practices with in the facilities. Physician Recruitment, licensure, credentialing, background checks, contract negotiations. Work with Corporate Level Management, Administrators, and Executive Directors and DNS.

Wellington Imaging Services, Medical and Dental Products- Project Dates- Ongoing Regional Accounts Manager: Mobile Imaging - medical, dental, and contracted radiology referral network and customer service; In South Florida, Western Pennsylvania, West Virginia, Maryland.

Liberator Medical- Project Dates March to July 2008 to September 2008

Business Development Specialist Developed first outside marketing team in Florida Market, for new product which led to a 7M dollar investment project. Project completed successfully.

Fresenius Dialysis Group – Project Dates- March 2008 to July 2008

Business Development Specialist - Huntington is contracted to build to suit 124 centers for dialysis. First turn-key project Pittsburgh, PA . I was given 90 days to define and market referral base, recruit physicians, work with design teams for EMR, and Billing Systems. Project completed successfully.

Wellmont Healthcare System – Project Dates -January 2008 to March 2008

Hospital Physician Relations Specialist - CEO and COO were previous clients of Huntington Healthcare and contracted company to provide outpatient surgery groups for Oral Surgery, Orthopedics, Plastic Surgery, and Gastroenterology. Provide Mobile, and Fixed Sight, Diagnostic Imaging, Cardiac Telemetry Services, Contracted Radiation Oncology Suite, Critical Access Anesthesiologist replacing all CRNA group, and Contracted Pharmacy. For 12 newly acquired hospital facilities. Worked closely with HR, IT, and CFO. Project completed successfully.

Anthem Associates – Project Dates - August 2007 – January 2008

Sales/Business development and medical professional recruitment for Practice Management Contract services on behalf of physician, & CRNA recruitment firm. My responsibilities: Lead marketing representation to CEO, CFO, and COO for contracted Anesthesia in Hospital OR, Pain Management, Ambulatory Surgery, and Out Patient Surgery Centers. Assisting in physician and CRNA recruitment.

Braden Partners in Healthcare. - Project Ongoing Business Development – Regional Account Director Working to develop more comprehensive Mobile MRI, CT/PET referral network in Pennsylvania, Ohio, and Florida markets. Extensive territory management, customer service and retention, by working extremely efficiently and effectively calling on hospitals, physicians, long-term care, assisted living, skilled living, and rehabilitation facilities. Contracted to renew existing contracts that were due to be renewed for 2008. Most original contracts I initiated through Millennium Diagnostic Services which total over 1 Million dollars in business a year. Insight a Braden company purchased the assets of Millennium in December 2004.

OrthoRehab/Otto Bock Client Service Representative-December 2004-June 2006

(Non-compete agreement in place 18 months when Millennium Diagnostic Services was sold), OR, and Post-OP Rehabilitation Services and devices. I was able to triple territory revenues which were at $7,000 per month to $52,000 in 18 months attained 117% of quota 3 quarters consecutively. (Documented via commission and sales reports)

CPM, Neuro-Muscular Simulators, Bone Growth Stimulators, Orthotics and Custom Braces.

Reorganized territory and management of existing client contracts.

Built existing business in outpatient therapy and surgery areas.

Developed 50% more new commercial hospital accounts.

Grew physician and physical therapy referral base by 70%.

Millennium Diagnostics Services & Body Scan Imaging - Sales/Customer Service Mgr/Director. ( E. Coast) April 1995 – December 2004

Sales and Customer Service Mgr/Director. ( East Coast Region)

Company went public and sold Dec. 2004 had 18 month Imaging sales, non-compete in FL and PA.

Increased revenue and referral base for the region by closing 22 major hospital contracts in PA, OH, and FL for Mobile Imaging. Led team of 6 Area Sales Managers, Imaging Nuclear Medicine, and Cardiac Diagnostic Specialists with a focus on traditional cardiac monitoring and management via (Raytel, Medtronics, & Card Guard) as well as imaging by GE, CTE, and Siemens.

Started as Sales Representative promoted to Regional Sales Mgr October 1998.

Enhanced sales management visibility in the field with more ride-alongs and branch presentations.

Increased sales by 28% in 1999 and 2000 on base of $20M in net revenue.

Developed Physician referral base through consistency in messaging and calling practices.

Physician education relative to new high-tech modalities and procedures.

Direct participation in development and marketing of Electronic Medical Record Systems and Office Practice

Management to provide electronic records and image management to clients. (Bizmatics).

Led sales effort for new $30M specialty radiological pharmaceuticals distribution company, pharmacy benefits management, drug utilization review.

Created and managed a 10-person sales team with a line structure and a strong matrix to operations.

Led and organized team for two new product introductions PAC and DUR forecast by 89% and 50% respectively.

Gained the approval of all 3 company Presidents to implement a program for all Clinical Laboratory protocols for delivery and compliance. A first for the organization and a key driver of the growth we experienced.

Initiated, gained approval, and implemented a President’s Club program for sales team—another first to be adopted by the company and a major motivator and morale booster for the salespeople.

Managed $500K budget for charitable contributions and developed high-level relationships with key thought leaders that retained 95% of our business through the ownership and name changes.

Personally made visits to top referring physicians and national payors that resulted in increased sales and new contracts for the company.

Cardiotel Cardiac Diagnostic Services, Inc. Regional Sales Manager from Sales Representative -Northeast Central Region, July 1989 to April 1995

Launched sales in region by initiating a marketing paradigm of accelerated calls and mandated greater accountability.

Started as an Area Sales Representative and was promoted to Regional Sales Manager in 120 days. .Responsible for sales quota for bedside and ambulatory monitors in 5 states.

communicating expectations in writing.

Increased accountability by managing activity levels, leading by example, working closely with operations, and Increased sales 50% to $116 million while expanding size of sales team by 30% in early 1990.

Increased regional by 30% in 1991. Initiated and developed a national agreement with Agilent Technologies to set up monitoring devices 1992. Utilized exceptional public speaking skills to present our service model to payors and C- level customers.

Americare Area Sales Representative— Pennsylvania, January 1978 to July 1989

Additional Training and Experience

Cardio Vascular Technician Certification - ICU, CCU Monitor Tech Per Diem – St. Francis Medical Center/Jefferson Outpatient Surgery Center

REFERENCES AVAILABLE UPON REQUEST

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