Gabriela Villafranco
Arroyo Grande,CA
Summary
Results-driven healthcare sales professional with over eight years of experience in ophthalmology, diagnostics, and hospital systems. Proven success in developing physician relationships, expanding strategic accounts, and leading territory initiatives to enhance revenue and customer partnerships. Expertise in consultative selling, market analysis, and provider engagement, effectively collaborating with cross-functional teams to elevate clinical and operational outcomes.
Overview
2
2
Languages
9
9
years of professional experience
Work History
Laboratory Sales Representative
Pacific Diagnostic Laboratories (PDL)
Santa Barbara, California
02.2025 - Current
- Manage a multi-county healthcare sales territory serving physician practices, specialty clinics, hospitals, and independent providers throughout California's Central Coast.
- Build long-term partnerships with physicians, office managers, practice administrators, and clinical staff while serving as the primary field representative throughout the territory.
- Analyze utilization trends, reimbursement challenges, provider ordering behavior, payer dynamics, and competitive activity to identify strategic growth opportunities.
- Successfully convert competitive laboratory accounts through consultative relationship management, workflow optimization, and exceptional provider support.
- Lead provider onboarding, workflow optimization, EMR interface coordination, billing education, and implementation initiatives for new and existing accounts.
- Conduct in-office educational discussions with physicians and clinical staff regarding diagnostic testing, payer requirements, documentation, and laboratory best practices.
- Collaborate with billing, operations, logistics, client services, and executive leadership to resolve complex customer issues while improving the overall provider experience.
- Independently manage territory strategy, account prioritization, business planning, and daily field activities while maintaining long-term customer relationships.
Market Development Rep - Strategic Planning
CommonSpirit Health / Dignity Health
Santa Maria, California
04.2024 - 02.2025
- Managed physician relationships across Neurosurgery, Cardiology, Cardiothoracic Surgery, Orthopedics, OB/GYN, and ENT service lines.
- Developed strategic partnerships with physicians, referral coordinators, practice administrators, and hospital leadership to increase patient access and drive service-line growth.
- Conducted physician outreach to strengthen referral relationships and increase market share across multiple specialties.
- Evaluated referral trends, physician utilization, market conditions, and competitor activity to identify new business opportunities.
- Presented market intelligence and strategic recommendations directly to physician and executive leadership.
- Collaborated across hospital departments to improve provider engagement, referral development, and patient access.
Physician Liaison & Surgical Counselor
ADV Vision
Santa Maria, CA
08.2020 - 03.2024
- Built and maintained referral relationships with ophthalmologists and optometrists throughout San Luis Obispo and Santa Barbara Counties.
- Conducted face-to-face physician outreach to strengthen provider partnerships, generate referrals, and expand market share.
- Prospected new referring optometrists through cold calling, relationship development, and in-person office visits.
- Executed the complete consultative sales cycle from physician outreach through patient conversion.
- Consistently exceeded monthly sales goals while expanding referral relationships and increasing surgical volume.
- Educated optometrists, clinical staff, and patients on cataract surgery, glaucoma procedures, LASIK, premium intraocular lenses (IOLs), refractive technologies, and evolving treatment options.
- Partnered directly with ophthalmologists and optometrists to improve patient education, increase surgical acceptance, and optimize continuity of care throughout the treatment journey.
- Developed trusted relationships with referring optometrists by providing ongoing education regarding surgical technologies, premium IOL options, glaucoma procedures, and patient selection.
- Recommended treatment plans while confidently addressing physician and patient questions regarding procedures, outcomes, and available treatment options.
- Collaborated with surgeons, ambulatory surgery centers, and multidisciplinary clinical teams supporting high-volume ophthalmic surgical programs.
- Mentored and trained newly hired Surgical Counselors on patient education, workflow, physician engagement, and consultative sales techniques.
Ophthalmology Surgical Counselor
ADV Vision
Santa Maria, CA
12.2017 - 01.2020
- Guided patients through cataract surgery, LASIK, glaucoma procedures, and refractive surgery treatment decisions while providing individualized education and support.
- Educated patients regarding premium intraocular lenses (IOLs), surgical procedures, financing options, and post-operative expectations.
- Coordinated communication between surgeons, referring optometrists, surgery centers, and patients to ensure seamless continuity of care.
- Managed complex surgical schedules while supporting high-volume ophthalmology practices.
- Worked closely with physicians and clinical staff to optimize the patient experience throughout the surgical process.
- Built strong patient relationships while improving treatment acceptance and surgical readiness.
Ophthalmology Surgical Coordinator
ADV Vision
Santa Maria, CA
12.2017 - 07.2018
- Coordinated more than 100 cataract surgeries per month across multiple surgeons and ambulatory surgery centers.
- Managed surgical scheduling, insurance authorizations, pre-operative documentation, and patient communications.
- Coordinated communication among surgeons, anesthesiologists, surgery centers, referring providers, and patients to ensure efficient surgical workflows.
- Scheduled pre-operative and post-operative appointments while maintaining accurate clinical documentation.
- Supported high-volume ophthalmic surgical programs through exceptional organization, communication, and attention to detail.
Education
Some College (No Degree) -
Allan Hancock College
Santa Maria, CASkills
- Territory Management
- Business Development
- Strategic Account Management
- Consultative Selling
- Physician Relations
- Clinical Education
- Ophthalmology
- Cataract Surgery
- Premium IOLs
- Refractive Surgery (LASIK/PRK)
- Referral Development
- Practice Development
- CRM Systems
- Bilingual (English & Spanish)
Languages
English
Native/ Bilingual
Spanish
Native/ Bilingual
Timeline
Laboratory Sales Representative
Pacific Diagnostic Laboratories (PDL)
02.2025 - Current
Market Development Rep - Strategic Planning
CommonSpirit Health / Dignity Health
04.2024 - 02.2025
Physician Liaison & Surgical Counselor
ADV Vision
08.2020 - 03.2024
Ophthalmology Surgical Counselor
ADV Vision
12.2017 - 01.2020
Ophthalmology Surgical Coordinator
ADV Vision
12.2017 - 07.2018
Some College (No Degree) -
Allan Hancock College