KellyAnn Hughes-Cascio

Self Employed contractor completing projects for private medical practices, RCM companies and small businesses:

* Technology & SaaS: POS, EMR, Medical Billing, HRIS/HRMS/Payroll software consulting, implementation, data conversions, training, workflow assessments, ROI analysis, and change/project management.

* Staffing & HR: Recruitment and separations; Job description and employee review audits and updates; P&P, SOPs and employee handbook audits, updates and development

* Billing & Collections: Revenue recovery and analysis; litigation and PIP Arbitrations; Appeals, small claims and special civil court

Developed marketing, territory and sales strategies, as well as product development/road-map planning for a new EMR SaaS start-up company in outpatient PT space. Sold first client contracts.

Responsible for EHR sales in Adult & Pediatric ABA, SLP, OT, PT private practices, outpatient hospital, and rehab facilities.

* Exceeded Annual Quota: 900K ARR software, 250K ARR RCM services

* Lead sales rep for 2023: Most contracts signed in 2023 (27); quota attainment by 6/2023

* First year ARR contract value 1.3M software, 325K RCM services, 250K OTF

* President's Club Award

Responsible for developing new client relationships to introduce a new SaaS product in an expanded market segment as the first Account Executive in Optima's Outpatient EMR and RCM Service team. Colaboration with executive leadership team to advance Net Health's presence in the private practice and outpatient therapy space. Expanded role into 9 different products and services spanning the continuum of care with territory across the country. Settings and specialties included: Hospital (in & outpatient), SNF, HHA & Hospice, ALF and private practice in PT, OT, SLP, BH, TA, NP, and Wound Care

* Effective subject matter expert and solutions specialist

* Develop strategies and manage the progress of new client success beyond the sales process through implementation, training, and on-going workflow optimization to delight and support our clients

* Create and execute sales strategies by providing competitive intelligence; educational webinars for both clients, prospects and internal teams; subject matter expertise on discovery calls and product demonstrations; relevant industry content for white papers and blogs, market research, and targeting new and existing clients for successful partnerships

* Collaborate with product development teams to create solutions in addressing client and prospect pain points as well as prioritize roadmap for updates and new features

* Develop and follow prospecting plans that included cold-calling, email and Viseo campaigns, leveraging professional network, and marketing team generated leads

* Exceed product team sales goals with more than double ARR of the closest counterpart and surpassing quotas

* Extensive national travel to clients, tradeshows, and prospects to perform product/service troubleshooting and problem-solving, workflow assessments and ROI analysis, product demonstrations and educational workshops

*Script writer and team trainer for software demonstrations

* In 2021 & 2022, responsible for providing monthly webinars and weekly deminars to expand prospect reach, build team pipeline, strengthen current client relationships and ensure successful software feature utilization.

* 2019 AE Rookie of the Year

* 2020 Achieved 155% Quota, President's Club

* 2021 Achieved 256% Quota, President's Club

Perform as a key member of the sales department helping Clinicient’s clients and prospects realize the value of the EMR application suite and revenue cycle management services. Conduct business dealings in a way that created a superior prospect and client experience to set the stage for successful new sales oportunities as well as future add-on product sales. Client-facing role which required extensive nation-wide travel, work on both strategic long-term and short-term sales projects, and building strong relationships with prospects and clients.

* Maintain, leverage, and develop new relationships with industry organizations and influencers to generate leads, build pipeline, and close sales

* Perform networking, prospecting and cold calls/drop-ins

* Provide regional workshops, seminars, lunch-and-learns for prospects and clients to educate and generate referrals and leads

* Effective Subject Matter Expert

* Provide product demonstrations in webinars, at conferences, and on-site

* Collaborate with marketing to create expert industry content for white papers, blog, and tip sheets

* Attend healthcare industry seminars and conventions, including but not limited to, CSM (Combined Sections Meeting), APTA conference, AOTA conference, Women in PT Summit

* Hit 80% of target sales goals first year, 150% of opportunity - pipeline creation goals

* Obtained the largest client contract, $515k, in the company's history

* Develop formulas and templates for Workflow Assessments/ROI Analysis as well as complete onsite assessments with prospects

* Leverage strong knowledge of competitor products to assist the sales and marketing teams develop winning strategies

As a member of the Executive Leadership Team, oversaw all aspects of the out patient practice operations - Business Development; Patient Services Management; Hospital Partner, Physician and Attorney Liaison; Human Capital Management; Compliance Officer; Revenue Cycle Management; - to prepare and successfully grow the practice from 2 clinic locations to 17 clinic locations.

* Liaison with hospital executives, clinical and administrative directors, finance managers as well as front line staff at 4 of Trinity Healthcare System hospitals and several physician practices to ensure optimum productivity, revenue performance, close working relationships between hospital-PT practice staff, and address changing industry needs

* Liaison with reffering physicians, attorneys and business associates to develop rapport and provide Strive PT services education to increase patient refferals and visits; ie: lunch & learns, workshops, dinner and office meetings, networking events/industry conferences

* Achieved customer and patient services revenue objectives for visit rates as well as increased referral conversions, mix, and base through developing and implementing strategic action plans, identifying service trends and process improvements, conducting NPS/CS surveys, forming focus groups, and benchmarking best practices to drive growth

* Met 90-110% of top & bottom line bonus metrics annually, including, FPP Rate > 98%, A/R Days 90%, Copay & Patient Balance Collection Rate > 95%, Cancellation/No Show Rate < 10%, as well as staff rentention rates, budget surpluses, YOY practice growth, increased referral sources, and patient visits

* Conducted employee orientations and on-going training for EMR, Medical Billing, and HRIS-Payroll Software, patient services and healthcare fundamentals

* Collaborated with Controller in HRIS/HRMS/Payroll software search and implementation

* Led the transition from an outsourced billing service to an in-house department for successful account receivables outcomes involving all areas of the practice

* Oversaw the company EMR/Billing software search and implementation

* Developed, wrote, implemented, and maintained company P&P, employee handbook, job descriptions, employee evaluations, and core values to support Strive’s mission

* Created a work environment that fostered personal and professional growth to develop a highly trained and motivated team

* Responsible for all staff recruitment, promotions, and separation

* Managed FMLA, ADA, and compliance with all applicable federal, state, and local laws, ordinances, and rules

* Processed and approved staff schedules, payroll, PTO management, and benefits administration ensuring within allocated budgets

* Direct supervision of 60 Patient Services staff, 17 Patient Services Team Leads, Director of Patient Services, 8 Billing Specialists, and Billing Manager

Responsible for the management of non-clinical aspects of 3 24/7 Crisis locations:

* Collaborated with other practice departments, hospital staff, and EMR sales-implementation-operations teams to develop workflow process, crosswalks, and train the trainers on EMR and Billing software implementation ensuring smooth tranisition from manual paper processes and inefficeint server based billing software

* Researched, Implemented and Trained Crisis Directors and staff on Employee Scheduling web-based software to reduce management time from 20+ hours a week to 2 hours a week to maintain the state clinical staff requirements

* Completed required daily Crisis patient treatment and linked services reporting to State and County Officials

* Supervised Crisis support staff

* Coordinated Crisis services data, coding, and other reporting requirements with the practice billing department