Bobbie Aquino

PROMOTED THREE TIMES - Director Sales Operations (Oct 2020 - Dec 2021) - Associate Vice President/Field Relations Coach (Dec 2021-May 2022) - Associate Vice President Sales Training (May 2022-Aug 2023)

• Provide strategic leadership to the sales team, driving revenue growth and exceeding budgets
• Developed sales strategies that resulted in record setting growth across service line
• Fostered relationships with key accounts (ACO’s, Regional Level Senior Living, VA) and referral sources to drive business development opportunities
• Led the development of the Sales Training and clinical education programs, enhancing the skills and effectiveness of the sales team and creating “programs” for the clinical teams
• Collaborated with Marketing team to create impactful campaigns and promotional materials, increasing brand awareness and market penetration
• Presenting strategies and outcomes to Executive Leadership Team, Board of Directors and Sponsors
• Grew ADC from 2383 to 2547 from August to November 2023 (see attached)
• October record month of admissions 891 (622 same month in previous year)
• Decreased sales costs (as a percent of revenue) by 4% within 90 days.

• Provide strategic leadership to the sales team, during COVID lockdown
• Developed sales strategies that resulted in record relationships that still exist in that organization today
• Fostered relationships with key accounts (Mobile Medicine Providers, Hospitals, Regional Level Senior Living, VA) and referral sources to drive business development opportunities
• Led the development of the Sales Training and clinical education programs, enhancing the skills and effectiveness of the sales team and creating “programs” for the clinical teams
• Collaborated with Marketing team to create impactful campaigns and promotional materials, increasing brand awareness and market penetration
• Presenting strategies and outcomes to Executive Leadership Team, Board of Directors, and Sponsors.

• Managed a team of 22 sales representatives across state of Arizona, providing coaching and guidance to achieve sales targets
• Developed and executed sales strategies, resulting in 7% increase in market share
• Used data (Trella, BI, and Playmaker) to drive behaviors and relationships to grow admissions month over month
• Restaffed 60% of sales team in first 12 months, bringing in higher caliber performers and driving better results
• Conducted regular training sessions on product knowledge, sales messaging and techniques and compliance
• Collaborated with operations to ensure sales/ops synchronized on deliveries
• Grew 25% year over year 2017-2018.

• Manage and support a team of 24 Market Managers/Account Executives/Clinical Liaisons
• Support sales professionals in 2 different Business Lines (Home Health and Hospice) and 2 different business Brands (Gentiva – Kindred’s Granite Mountain Home Care and Hospice)
• Train, mentor and coach sales professionals based on individual needs and in all aspects of their business
• Partner with operations teams to ensure that admission and financial goals are being met
• Develop territory plans, monthly budgets and KPI’s that ensure sales success
• Performance Improvement Planning, Monitoring, and disciplinary action when appropriate
• Invited to SalesPro as a “Guest Leader” at least 3 times per year
• Stack Rank of 1, 2 or 3 in the Company multiple times during tenure in both service lines (SHH and HOS).

• Manage a region of 16 Networks in 10 States (Oregon, California, Arizona, New Mexico, Kansas, Missouri, Florida, Oklahoma, Texas and Ohio) including Operations and Marketing
• Up to 32 Direct Line reports with 100+ extended reports to include operations, clinical and marketing staff
• Manage multiple business lines (Home Health, Outpatient/Inpatient Therapy, Hospice and Private Duty Services)
• Participate in Budget committees to establish annual budgets, productivity requirements and goals
• Monitor network KPIs to maximize operational and financial performance
• Monitor Marketing Activities in the networks to ensure Conversion Ratios, Admission Goals, and Office Visit Goals
• Train and coach, all marketing staff in best practices to ensure maximum number of admissions
• Review monthly financials, reallocate costs and ensure that budgets are being met
• Perform quality review and process audits of networks
• Analyze trending, create and facilitate Action Plans to correct any non-compliant issues
• Ensure compliance of all networks with Local/State and Federal (Medicare) Regulations
• Assist/Direct networks in implementing, maintaining and improving administrative operational processes
• Proactively identify issues impacting operations and provide strategic input and leadership to correct issues
• Collaborate with local team to assist in meeting their business objectives
• Provide education and training on Company policy, administrative process and procedures to local teams in settings ranging from one on one to group facilitation
• Develop and implement appropriate support plan to meet specific, identified objectives for support activities
• Exit interview with DO to ensure understanding of POCs and Site Visit Report audits (Site Visit Reports/Audits/POCs all presented to RVPs and SVP weekly for review)
• Member of the “Personalized Living” Leadership Committee that developed P&P, completed research for licensing in individual states and established KPIs for the new business line
• Prevented post survey office shut down in West Covina, CA.

PROMOTION - Loan Officer

• Participate in budget meetings to establish annual budgets and individual sales goals
• Responsible for revenues, profits, days outstanding of accounts receivable and compliance standards for each assigned office
• Direct sales forecasting activities and set performance goals accordingly
• Direct staffing, training and performance evaluations of offices
• Created 'breakfast club” training sessions to assist Loan Officers with attaining sales and compliance goals
• Analyze and control expenditures of assigned offices to conform to budgetary requirements
• Established marketing programs to drive incoming warm leads
• Review monthly financials, reallocate costs and ensure that budgets are being met
• Perform quality review and process audits of networks
• Analyze trending, create and facilitate Action Plans to correct any non-compliant issues
• Proactively identify issues impacting operations and provide strategic input and leadership to correct issues
• Responsible for taking two offices losing over $200,000
• Per month to a profit of over $7 million per month in 9 months.

PROMOTION: Branch Manager

• Manage multiple business lines including Medical Staffing, Travelling Nurse, Physician Recruiting and Home Care in 6 offices in the State of Indiana
• Responsible for revenues, profits and days outstanding of accounts receivable for each assigned office
• Conduct weekly meetings with Business Managers to discuss office's forecast as well as revenues, profits and accounts receivable
• Develop and implement strategic sales plan to accommodate corporate goals
• Direct sales forecasting activities and sets performance goals accordingly
• Reviews market analyses to determine customer needs, price schedules, and discount rates
• Direct staffing, training and performance evaluations of offices
• Direct a variety of business lines
• Deliver presentations to key referral sources in coordination with Branch Manager or Sales Representative
• Analyze and control expenditures of assigned offices to conform to budgetary requirements
• Prepares periodic sales report showing sales volume, potential sales and are of proposed client base expansion
• Monitor and evaluate the activities and services of the competition in collaborations with each Branch Manager.