Kalista Alexander
Chelsea,AL
Summary
Directed initiatives to cultivate strong partnerships with high-value clients in hospice and post-acute care.,Led efforts to enhance client engagement and satisfaction.,Orchestrated strategies that fostered lasting relationships with key industry players.
Overview
22
22
years of professional experience
1
1
Certification
Work History
Director of Business Development
LHC Group
Birmingham, AL
08.2024 - Current
- Developed strategic partnerships to enhance market reach and drive revenue growth for 3 agencies across Central Alabama.
- Analyzed market trends to identify new business opportunities and inform decision-making.
- Led cross-functional teams in executing business development initiatives for improved efficiency.
- Established key performance indicators to measure success of business strategies and optimize outcomes.
Regional Director of Sales and Marketing
ExpectCare Hospice
Hoover, AL
03.2023 - 08.2024
- Developed and implemented regional strategies to increase market share and profitability.
- Managed a team of 4- 6 Account Executives and 2-3 Clinical Liaisons responsible for 6 counties in Alabama.
- Oversight of sales personnel to ensure performance goals were met or exceeded.
- Conducted market research to identify new business opportunities.
- Developed budget plans for marketing campaigns and promotional activities.
- Provided regular training sessions for staff on sales techniques, product knowledge and customer service standards.
- Attended trade shows, conferences and industry events to promote the company's brand image.
- Drafted creative marketing materials such as brochures, flyers and presentations.
- Negotiated contracts with facilities.
- Collaborated with other departments such as marketing, operations and finance in order to ensure successful outcomes from sales initiatives.
- Assisted in developing long-term strategic objectives for the organization's overall success.
- Reviewed competitors' activities in order to stay ahead of the competition in terms of sales strategy.
- Developed and promoted weekly, monthly and quarterly sales objectives.
- Conceptualized and executed innovative strategies to promote products in assigned territory.
- Established sales objectives by forecasting and developing annual sales quotas for regions and territories.
- Researched competitors and stayed on top of current market conditions to survey landscape and anticipate roadblocks.
- Facilitated and delivered presentations for account-specific meetings and conference calls.
- Drafted detailed and accurate sales reports for distribution to management.
- Gained market share in new sales performance through aggressive team training.
- Coordinated Field Coaching Reports FCRs) for review during one on ones.
- Created detailed reports on sales performance metrics and trends.
- Analyzed customer feedback to identify areas for improvement in services.
- Managed an led development for ExpectCare's CEU program through the ABON.
- Used change methodologies to increase referral volume by 40% within first 6 months and positively impact LOS.
Hospice Account Executive/ Territory Manager
Oasis Hospice
Birmingham, AL
10.2016 - 03.2023
- Sales and marketing within Birmingham territory
- Focus target Major hospital systems, Long term care facilities, LTACH, and Physician offices
- 300% growth of territory year one
- Maintain 120-150% to target consistently
- 2019-2020 began team lead trainer for new Account executives
- 2022 named team lead mentor for central Alabama marketing liaisons
- Multiple facets of successful leadership focus a priority in current role, as a true liaison to navigate consistent growth, training, and access during COVID pandemic.
- Developed and implemented a comprehensive sales plan to increase revenue in assigned territory.
- Cultivated relationships with key decision makers through regular client visits and follow-up calls.
- Negotiated contracts with clients to ensure profitable outcomes for the company.
- Provided timely customer service support to resolve any issues quickly and efficiently.
Hospice Account Executive /Clinical Liaison/
Gentiva Hospice
Birmingham, AL
01.2010 - 10.2016
- Leveraged nursing skills and expert knowledge of the hospice benefit into a sales and marketing liaison after one year of hospice case management
- Worked directly with Physicians and case management to identify a population of patients who only 4/10 receive benefit
- Effectively utilized relationships to promote hospice education and increase referral activity
- Maintained over 100% to target 4 consecutive years
- Currently hold at 132% to target business growth
- Extensive ongoing sales development and strategic approach to the needs based sale
- Frequent Mentor and Trainer for new Liaisons entering competitive market.
- Cultivated relationships with key decision makers through regular client visits and follow-up calls.
- Identified potential new customers through research of industry trends and competitive analysis.
- Maintained accurate records of all sales activities using CRM software systems.
- Generated weekly reports on sales performance against targets for upper management review.
- Organized trade shows and events to promote company products or services in the marketplace.
- Attended networking events to build relationships with potential customers.
- Participated in training sessions on topics related to sales techniques or industry regulations.
- Actively monitored competitor activities within assigned region and territory.
- Maintained updated knowledge of changing industry, standards and trends related to accounts.
- Utilized CRM to collect, organize and manage sales data and customer information.
- Used consultative sales strategies to effectively overcome client objections and maximize sales activity.
- Collaborated with key decision makers to identify opportunities and develop ideas to deliver sales results.
- Developed sales pipeline by cold-calling, canvassing and obtaining referrals.
Registered Nurse, Charge Nurse
Three Rivers Hospital
Waverly, Tennessee
01.2007 - 01.2010
- Developed, initiated and implemented plans of care, as well as skilled nursing interventions on acute nursing unit, skilled nursing unit, Emergency Department and Orthopaedic Clinic
- Acute care unit includes pediatrics, adult, psychiatric, geriatric-psych, geriatrics, and medical/surgical patients
- Skilled unit oversight- medical and surgical interventions with the rehabilitation process
- Provided patient care and education to patients with chronic illnesses.
- Assessed, planned, implemented and evaluated nursing care for assigned patients.
- Administered medications and treatments according to physician orders.
- Collaborated with physicians, nurses, therapists, social workers and other healthcare professionals to develop individualized treatment plans for each patient.
- Instructed patients on proper self-care techniques at home following discharge from the hospital.
- Participated in multidisciplinary team meetings to discuss patient care plans.
- Ensured compliance with standards of professional practice as well as state and federal regulations related to health care delivery services.
- Actively participated in quality improvement initiatives within the department.
- Utilized critical thinking skills to assess clinical situations quickly and accurately.
- Maintained a safe environment for all patients by adhering to infection control policies and procedures.
- Provided emotional support and comfort to families during difficult times.
- Counseled patients regarding medication side effects or lifestyle changes necessary for improved health outcomes.
- Supervised LPN's and CNA's.
Licensed Practical Nurse
Trinity Medical Center
Birmingham, Alabama
01.2005 - 01.2006
- Performed skilled nursing procedures, initiated plans of care and assisted in the rehab process
- Training includes a combination of medical-surgical, rehabilitation, geriatric-psych, and long-term patient care
- Completed Alabama requirements for intravenous catheterization insertion.
- Provided patient care in accordance with physicians' orders and nursing standards of practice.
- Administered medications and treatments according to established protocols.
- Observed changes in patient's condition and reported any significant changes to the registered nurse or physician.
- Monitored vital signs, fluid intake and output levels, glucose levels, and other medical tests results.
- Educated patients on disease prevention and management strategies for their individual conditions.
- Communicated effectively with patients, family members, healthcare team members, and other stakeholders regarding patient care plans or concerns.
- Provided emotional support to patients dealing with illness or injury related issues.
- Assisted with admissions and discharges of patients from hospital units or long-term care facilities.
- Participated in interdisciplinary team meetings for coordination of patient care plans.
- Managed emergency situations promptly according to established protocols.
Licensed Practical Nurse
Three Rivers Hospital
Waverly, Tennessee
- 01.2005
- Performed skilled and basic nursing procedures as outlined by the Tennessee Board of Nursing
- Supervised CNA's
- Completed Tennessee requirements for intravenous catheterization insertion.
- Provided patient care in accordance with physicians' orders and nursing standards of practice.
- Administered medications and treatments according to established protocols.
- Observed changes in patient's condition and reported any significant changes to the registered nurse or physician.
- Educated patients on disease prevention and management strategies for their individual conditions.
- Communicated effectively with patients, family members, healthcare team members, and other stakeholders regarding patient care plans or concerns.
- Provided emotional support to patients dealing with illness or injury related issues.
- Assisted with admissions and discharges of patients from hospital units or long-term care facilities.
Licensed Practical Nursing Clinical Training
Horizon Medical Center
Dickson, Tennessee
01.2004 - 01.2005
- Performed/ordered treatments and practical nursing skills under supervision of licensed nursing instructors and clinical site nursing staff.
Education
Associate, Nursing -
Excelsior College
02.2009
nursing -
University of South Alabama
01.2007
Tennessee Technology Center at Dickson
01.2005
Nashville State Technical Community College
01.2003
University of Alabama at Birmingham
01.2001
Skills
- Strategic Marketing
- Brand Awareness
- Employee Recruitment
- Performance reporting
- Sales Planning
- Partnership Development
- Client Relationships
- Meetings and presentations
- Staff Oversight
- Public Speaking
- Business Development
- Staff Training and Development
Accomplishments
- Honors Graduate, Excelsior College 2009
Certification
- CHAP certification Healthcare Sales
Timeline
Director of Business Development
LHC Group
08.2024 - Current
Regional Director of Sales and Marketing
ExpectCare Hospice
03.2023 - 08.2024
Hospice Account Executive/ Territory Manager
Oasis Hospice
10.2016 - 03.2023
Hospice Account Executive /Clinical Liaison/
Gentiva Hospice
01.2010 - 10.2016
Registered Nurse, Charge Nurse
Three Rivers Hospital
01.2007 - 01.2010
Licensed Practical Nurse
Trinity Medical Center
01.2005 - 01.2006
Licensed Practical Nursing Clinical Training
Horizon Medical Center
01.2004 - 01.2005
Licensed Practical Nurse
Three Rivers Hospital
- 01.2005
Associate, Nursing -
Excelsior College
nursing -
University of South Alabama
Tennessee Technology Center at Dickson
Nashville State Technical Community College
University of Alabama at Birmingham