LANECIA WILSON
McDonough,GA
Summary
Knowledgeable healthcare professional with solid foundation in rehabilitation services and patient advocacy. Proven ability to drive growth by prospecting new territories, developing business development strategies, and exceeding sales targets. Adept at streamlining processes to optimize workflow and ensure efficiency. Well-versed in utilizing clinical expertise and understanding of medical information to navigate healthcare environments effectively.
Overview
21
21
years of professional experience
1
1
Certification
Work History
Senior Rehab Liaison
ENCOMPASS HEALTH
McDonough, GA
10.2021 - Current
- Reviewed clinical documentation to identify relevant information for diagnoses, facilitating appropriate rehabilitation admissions and billing accuracy.
- Analyzed market trends and referral patterns to strategically secure new referral sources, resulting in a 26% year-over-year increase in healthcare admissions.
- Achieved a 15% increase in referral-to-admission conversion rate through effective coaching of an 8-person admission liaison team. Drove a 67% enhancement in referral response rates via targeted interdepartmental training initiatives.
- Formulated and executed targeted call plans and sales strategies, resulting in an 11% increase in admission volume through effective utilization of CRM data.
- Conducted comprehensive analysis of market data to inform targeted marketing strategies for maximizing patient engagement and revenue growth.
- Facilitated training for 20 new staff members on clinical analysis CRM and electronic medical records (EMR) systems, including Epic, Cerner, and Allscripts.
- Conducted in-depth assessments of competitive landscape, leveraging insights to develop strategic marketing plans for market expansion and competitive advantage.
- Enhanced community physician-driven referrals by 88% through strategic identification and engagement with new community physicians.
- Delivered informative sales presentations to patients, ensuring understanding of rehabilitation program options and eligibility criteria.
- Increased referral rates by establishing strong relationships with local physicians, hospitals, and other healthcare providers.
- Increased staff competency through regular training sessions and mentorship in best practices for rehabilitation care.
- Facilitated outreach activities to build community awareness.
Rehabilitation Liaison
ENCOMPASS HEALTH
Newnan, GA
10.2016 - 10.2021
- Achieved 200% growth in sales in a single territory by mentoring and coaching a team of 8 sales representatives on cultivating relationships with C-suite executives, decision-makers, and stakeholders, expanding the hospital referral network.
- Recognized as the #1 sales team in the region and top 5 company-wide by achieving 150% of quota in 2017 and 160% in 2018.
- Engaged with a cross-functional team of five, comprising medical director, program director, nurse manager, and therapy coordinator, to integrate hospital programs and clinical outcomes data into impactful sales presentations.
- Achieved sustained growth in admissions over 10 months through data analysis and strategic implementation of outreach initiatives, including networking at hospital events and targeted marketing campaigns.
- Developed and implemented comprehensive outside sales strategies and call plans on a weekly and quarterly basis to enhance sales volume and broaden referral base among healthcare professionals and organizations like the American Heart Association.
- Engaged with Director of Business Development to translate overarching company goals into actionable marketing strategies and plans.
Clinical Liaison
REGENCY HOSPITAL – SELECT MEDICAL CORPORATION
Atlanta, GA
08.2013 - 09.2016
- Utilized Salesforce for effective customer relationship management while generating 34% growth in referrals and admissions through strategic marketing initiatives.
- Cultivated and sustained strategic relationships with referral sources to drive patient admissions.
- Collaborated with marketing efforts to showcase facility strengths and attract new referral sources from local hospitals or community-based organizations.
- Acted as a liaison to ensure patients received necessary treatment coverage from insurance providers, enhancing patient care outcomes.
Clinical Liaison (continued)
REGENCY HOSPITAL – SELECT MEDICAL CORPORATION
08.2013 - 09.2016
- Established strong referral relationships while utilizing effective sales techniques to achieve census or patient admission goals within the facility; communicated program benefits to patients, families, and HCPs to foster informed decision-making.
- Implemented an on-site referral assessment process, utilizing medical records analysis to streamline patient intake and eligibility determinations for long-term acute care (LTAC) service.
- Leveraged understanding of healthcare operations, legal guidelines (e.g., Stark Laws), and market trends to optimize patient flow and navigate regulatory requirements.
- Optimized the admission process and ensured smooth patient transitions by proactively initiating insurance verifications and authorization for LTAC placements.
- Identified and eliminated barriers to LTAC admission through daily interactions with physicians, discharge planners, and community resources.
Registered Respiratory Therapist
NORTHSIDE HOSPITAL
Atlanta, GA
05.2005 - 02.2016
- Assisted a team of over 20 therapists with workload distribution and adherence to quality control standards. Collaborated with a multidisciplinary team to support patient care and enhance communication.
- Assisted in evaluating patient conditions and needs. Interpreted medical records for referral purposes. Maintained accurate coding and documentation practices.
- Conducted comprehensive monitoring of patient responses to therapy, analyzing vital signs and blood analysis for proactive healthcare management.
- Managed complex medical equipment and pharmaceutical products used in intensive care settings, including ventilators.
- Facilitated education for patients and families on respiratory health management, ensuring comprehension of home care practices.
- Monitored and modified ventilator settings in response to blood gas analysis, ensuring improved respiratory support for critically ill patients.
- Engaged with interdisciplinary teams to develop comprehensive treatment plans and improve patient outcomes.
- Contributed to formulation of clinical protocols aimed at optimizing treatment strategies for respiratory conditions.
Resource Respiratory Therapist
PIEDMONT HOSPITAL
Atlanta, GA
06.2008 - 08.2013
- Delivered respiratory therapies, including tracheostomy care, ventilator management, medication administration, tracheostomy changes, and oral care, ensuring patient comfort and well-being.
- Interpreted physician prescriptions, measured arterial blood gases, and reviewed patient information to assess status and inform treatment decisions; maintained accurate and detailed patient charts, facilitating effective care coordination.
- Educated patients and families on respiratory conditions, providing self-management techniques such as breathing exercises, medication use, and equipment operation, fostering patient engagement and improving clinical outcomes.
Education
Bachelor of Science (BS) - Respiratory Therapy
Georgia State University
Skills
- Healthcare management
- Customer Relationships Management
- Account Management
- Process Improvement & Optimization
- Data interpretation
- Project coordination
- Medical Records Documentation
- Medicare & Medicaid
- Experienced with Microsoft Office applications
- Salesforce
- Epic analysis
- Referral development
- Discharge planning
Certification
- Member | American Association of Respiratory Care
- Certified Basic Life Support (BLS) | American Heart Association
- Advanced Cardiovascular Life Support (ACLS) | American Health Association
- Lean Six Sigma Yellow Belt
Timeline
Senior Rehab Liaison
ENCOMPASS HEALTH
10.2021 - Current
Rehabilitation Liaison
ENCOMPASS HEALTH
10.2016 - 10.2021
Clinical Liaison
REGENCY HOSPITAL – SELECT MEDICAL CORPORATION
08.2013 - 09.2016
Clinical Liaison (continued)
REGENCY HOSPITAL – SELECT MEDICAL CORPORATION
08.2013 - 09.2016
Resource Respiratory Therapist
PIEDMONT HOSPITAL
06.2008 - 08.2013
Registered Respiratory Therapist
NORTHSIDE HOSPITAL
05.2005 - 02.2016
Bachelor of Science (BS) - Respiratory Therapy
Georgia State University