CHRISTY MARTINEZ DE ESCOBAR
Austin,TX
Summary
Distinguished 20+ year career introducing strategies to drive growth within intensively competitive markets - expert in creating vision, identifying opportunities, building lasting vendor/ACO partnerships, delivering strong revenues and profits, positioning start-up and existing businesses for sustainable market growth.
Enterprising Hospice Regional Director of Operations offering demonstrated success in team leadership, organizational problem-solving and business development engagement. Successful at overseeing team performance and allocating resources to meet workflow and demand. Excellent conflict resolution skills with proven ability to defuse high-stress situations. Led the clinical teams to drive census growth through the development & dedication to the growth agenda in conjunction with motivational internal sales promotion engagement.
Previously as an Hospice Administrator, led Silverado Hospice of Greater Chicago to more than triple their ADC in less than a year while successfully navigating dual roles of Administrator & Director of Business Development - the first Administrator in Silverado history to achieve this accolade. Seasoned Consultant knowledgeable about Hospice industry operations and offering top-notch project management: accreditation process, state & Medicare certification, team leadership development and problem-solving abilities. Ingenious in maximizing resources to meet challenging demands to set up or improve a hospice business. Adept at leveraging in-depth hospice knowledge of industry trends and shifts to offer valuable insights for new business formation or expansion of existing hospice.
Overview
26
26
years of professional experience
1
1
Certification
Work History
Regional Director of Operations - Hospice
HarmonyCares Hospice
Houston, TX
10.2020 - Current
- Rebuilt the Region of 7 states during a pandemic leading to 42% increase in hospice census for 2023. Led De novo’s in Virginia Beach, Chicago, Houston, San Antionio & Austin. Launched the Growth Agenda organization wide, trained the BD/Clinical teams to partner together to drive census growth.
- In 2024 pivotted regional territory to focus on TX expansion. Year to date have led the region to 36% above budgeted census targets.
- Changed the direction of the organization to embody a growth mindset versus a punitive culture and sole focus on quality.
- Launched the "Growth Agenda" with all Business development staff & clinical teams nationwide fostering partnership in growth at the site level.
- Company side trainer in the "Art of the conversation", improving they way we present hospice services and meet patients & families where they are at.
- Led weekly Business development classes for Administrators and their teams when appropriate to drive rapid growth in short promotions such as 30 for 30 or 90 in 60 census growth.
- Rebuilt relationship with HarmonyCares Medical group to increase referrals from our internal partners, some markets achieved as high at 80% obtainment of the Medical Group's hospice referrals.
- Product manager for nVoq mobile voice dictation, led to 43% improvement in documentation time
- Implemented MUSE to maximize SIA payouts and improve end of life experience for patients and families.
- Quality measures improved in all sites, 6 sites are 5 star agencies, 2 sites in top 5% SHP quality scores nationwide.
- Worked with management team to develop operational goals aligned with business strategy.
- Recognized employees for demonstrating excellent service resulting in increased company morale.
- Fostered a culture of partnership - all clinical leaders became multi-state licensed under my tenure so we could support teams with new growth or staffing challenges.
- Created effective business plans to focus strategic decisions on long-term objectives.
- Decreased ELOS by 42% for the Region
- Multiple surveys completed with minimal or no tags
- Planned Quarterly operational strategies, including bonus creation with obtainable and stretch goals to improve staff retention for all staff.
- Motivated top region leaders to outstanding performance, repurposed leaders in the wrong role, trimmed the poor talent.
- Analyzed strategic, core and support processes and recommended improvements to streamline processes which were adopted throughout the organization.
- Met operational objectives by establishing qualified staff in the optimum role for their talent, implemented community business development (Market mix) and ELOS reduction via "Train the trainer" to neutralize CAP liability.
Hospice Administrator
Silverado Hospice Of Greater Chicago
Des Plaines, IL
07.2019 - 10.2020
- More than tripled the Average daily census in less than 1 year, first Silverado Administrator to achieve that accolade.
- Recruited & hired our Medical Director, Dr. Kathleen Papazian, facilitating alignment for her to become the Palliative physician for Gottlieb, Thorek & Loretto Hospital systems creating a sales funnel and solidifying hospital partnerships.
- Neutralized CAP in 2 months and created a cushion before 10/19. Ended 2020 CAP year with a cushion of 68.
- Exceeded sales & ADC quotas every quarter since hiring, achieved full bonus potential quarterly on all metrics.
- Rebuilt an entire interdisciplinary team while fostering a positive team spirit with balanced culturally diverse backgrounds to support the lives we were blessed to serve.
- Execution of on-time and under-budget project management on complex issues for senior leadership.
- Evaluate employee's job performance and motivat staff to improve productivity.
- Consistently meet operational objectives by establishing qualified staff, promoting adherence to hospice CMS regulations and providing outstanding customer service.
- Develop and implement successful sales strategies leading to the team exceeding monthly sales goals for admissions and our budgeted ADC requirements.
- Boost profit opportunities, conducting cost, schedule, contract performance, variance and risk analysis procedures for corrective action.
- Evaluate financial statements and invoices to monitor PPD performance on DME, pharmacy & medical supplies to devise solutions for improvement and cost reduction.
- Empower staff members to contribute to continuous improvement, quality and growth of company by consistent CAHPS training and maximizing SIA reimbursement.
- Conduct staff evaluations and determine promotions and realignments or reductions in workforce.
- Introduced complete onboarding and training programs, surpassing established team sales targets and employee retention goals.
- Directed successful turnaround by eliminating over $500K in debt within one quarter.
- Mitigate financial discrepancies by accurately scrutinizing itemized invoices in Yardi, A/P and A/R.
- Successfully navigated an old UPIC Medicare audit and identified all missing documentation negating the required 3 million plus dollar repayment to Medicare.
- Received the highest score of all Silverado Agencies and Communities with a 92% satisfaction rate in our annual Great Place To Work Survey in August 2020, far exceeded the company's scores overall.
Director of Palliative Care - Loyola Medicine
LOYOLA HOME CARE & HOSPICE - TRINITY HEALTH AT HOME, Loyola Medicine
Chicago, IL
02.2018 - 07.2019
- Spear headed launch of Loyola's Community based Palliative Care Program from initial concept, established framework and defined the team's roles.
- Responsible for recruiting top Medical Director's & Palliative ANP's.
- Designed training for hospital liaisons and sale's representatives to increase sales, brand recognition & the art of the palliative conversation.
- Collaborated with various parties involved in the program to evaluate successes and failures as well as develop new partnerships and make proactive changes.
- First year of the pilot we not only met our hospice and palliative goals, we specifically exceeded them by 58% on hospice conversions & 66% on palliative admissions.
- Successfully raised hospice daily census first year from 27 to 69.
- Established Loyola as new partner on UIC's preferred Palliative vendor list as well as their Geriatric visiting physician group & established partnership with CEO Ned Budd of Thorek Hospital to incorporate Loyola Hospice & Palliative as partner of choice for their palliative & hospice patients.
- Dynamic speaker - Palliative education for Loyola School of Medicine and throughout the Loyola Medicine community.
- The only agency in all of Trinity Health to finish first year pilot exceeding budgeted numbers in all areas, hospice active daily census and admissions, palliative admissions and active
- Collaborated with multi-disciplinary staff to improve overall patient care and response times.
Hospice Care Consultant
CURO HEALTH SERVICES
Chicago, IL
05.2016 - 02.2018
- Top Performing Admission liaison with a 96% conversion rate.
- Responsible for nearly all growth in the Chicagoland market in a start-up market.
- Dual role 50% admission liaison & 50% business development.
- Account manager for national account with Aspire palliative care partner.
- Skilled at navigating successfully the most challenging admissions in the market.
- Responsible for creating national partnership with MPAC to provide palliative care in skilled nursing facilities.
- Recruited 2 top referring hospice physicians that continue to grow the Avalon brand.
- Negotiated a multitude of contracts in both area hospitals and Skilled nursing facilities.
Sales Representative & Admission RN Trainer
VITAS HOSPICE
Chicago, IL
12.2014 - 04.2016
- Top performer for 2015, ranked #1 in Midwest Region at 120% attainment.
- Established preferred provider contract at 2 area hospitals at CEO level.
- Established key contacts with 2 area ACO's, and 2 MD's to hire for Vitas.
- Recognized as the Top Performer in National Sales Training in 2015.
- Successfully trained all new sales representatives and Admission RN's to increase conversion rate.
CEO – Owner & Sales/Operations Manager
M.E.G.A. INSURANCE & SERVICES CO
Chicago, IL
01.1999 - 12.2014
- Built new insurance agency by driving sales from 0 to 3 million in < four years, more than 6 million in 6 years.
- Developed and executed marketing campaigns and general business account management solutions resulting in increased company exposure, customer traffic and sales.
- Established lasting relationships guaranteeing higher commissions and community support.
- Successfully recruited and coached a dynamic sales team of 16 direct reports.
- Grew to 8 Chicagoland locations that operated from 1999-2013 until sale was made to online insurance mogul 6/2013.
- All employees left better educated and with more prestigious resumes that propelled their careers forward.
Education
MBA - Business Administration And Management
University of Illinois - Chicago
Chicago, ILBachelor of Science - Pre-Medicine
Emory University
Atlanta, GASkills
- Strategy, Execution & Operational Management talent
- Master of EMR systems - HCHB, pointcare, Epic & Cerner
- Top-rated sales performance
- ACO contract negotiation expert
- Leadership Development
- Talent acquisition expertise
- Excellent presentation skills
- Yardi, SHP, Data Serv & CRM proficiency
- Bilingual - English/Spanish
- Profitability and revenue generation
- Operations oversight
- Cost analysis and savings
- Mergers and Acquisitions
- Market trends and analysis
- Process Optimization/Improvements
- Trend Identification and Forecasting
- Management Team Building
- Performance Evaluation and Monitoring
Languages
Bilingual - English/Spanish
Certification
- CHAP Certified Healthcare Sales Professional© (CHSP©)
References
References available upon request.
Timeline
Regional Director of Operations - Hospice
HarmonyCares Hospice
10.2020 - Current
Hospice Administrator
Silverado Hospice Of Greater Chicago
07.2019 - 10.2020
Director of Palliative Care - Loyola Medicine
LOYOLA HOME CARE & HOSPICE - TRINITY HEALTH AT HOME, Loyola Medicine
02.2018 - 07.2019
Hospice Care Consultant
CURO HEALTH SERVICES
05.2016 - 02.2018
Sales Representative & Admission RN Trainer
VITAS HOSPICE
12.2014 - 04.2016
CEO – Owner & Sales/Operations Manager
M.E.G.A. INSURANCE & SERVICES CO
01.1999 - 12.2014
MBA - Business Administration And Management
University of Illinois - Chicago
Bachelor of Science - Pre-Medicine
Emory University