Lanya Marchetti
Cranston,USA
Summary
Offering definitive strengths in marketing, product-line representation, company advocacy, business development, and relationship management while driving revenue growth. Consistent record of success in the achievement of market-penetration objectives within competitive business arenas.
Experienced sales professional with proven ability to drive revenue growth and build lasting client relationships. Strong focus on team collaboration and achieving results, adapting seamlessly to changing needs. Expertise in strategic account management, client negotiations, and market analysis. Renowned for reliability, communication skills, and results-driven mindset.
Overview
19
19
years of professional experience
Work History
Account Executive
AccentCare Home Health & Hospice
01.2020 - Current
- Drove market expansion initiative in Bristol County, generating new revenue by $1.2M annually.
- Spearheaded the expansion of orthopedic markets, establishing strategic partnerships with University Orthopedics, Care New England, Sturdy Orthopedics and Miriam Joint Center.
- Monitor market trends and competitive activities to identify opportunities and adapt sales strategies.
- Expertise within the home health industry, health care regulations, reimbursement models and common patient conditions.
- Strong understanding of medical conditions, treatment protocols and patient care principles.
- Selected Accomplishments
- Managed and developed a portfolio of orthopedic business resulting in a 25% increase in annual referrals.
- Increased client base by 75% through targeted outreach and referral partnerships within the acute and subacute marketplace.
Director of Business Development
Bright Star Home Care
01.2017 - 01.2020
- Established new business development partnerships with Milford Regional Medical Center, UMass Memorial-UMass ACO, and Milford Regional Physician Group.
- Grew market share by 50% by identifying new business opportunities with long-term skilled nursing facilities.
- Led expansion into a new geographic area, increased market coverage and generated new patient referrals by 20%.
- Performed competitive analysis to position across vertical markets.
- Collaborated with the director of nursing and schedulers to coordinate services across all operational functions and effectively drive strategic business growth.
- Selected Accomplishments
- Exceeded business development expectations after growing agency staffing service levels by 10%, private duty nursing service levels by 15%, and infusion service levels by 10%.
- Increased weekly revenue by 25% by identifying vertical markets that evolved into key business drivers.
Provider Relations Manager
AmeriCares Hospice
01.2015 - 01.2017
- Delivered presentations that differentiated the company’s clinical services improving competitive positioning in Worcester, Middlesex, and Norfolk Counties.
- Grew patient census by 50% through the cultivation of relationships with physicians, hospitals, skilled nursing facilities, assisted living facilities, and other long-term care providers to generate patient referrals.
- Educated physicians, patients, and family members on hospice eligibility criteria and Medicare benefits.
- Served as a liaison between the company and health-care facilities to ensure regulatory compliance and continuous alignment with communication protocols and service standards.
- Collaborated with interdisciplinary team members, with the goal of ensuring the continuity and quality of care delivered to patients.
- Manage CRM & Home Health Platforms: Salesforce, HCHB, RSL.
- Proficient in managing Well Sky, Ensocare, and Allscripts portal management platforms.
- Selected Accomplishments
- Increased market share by 25% by gaining new market share with UMASS Memorial.
- Increase in new contract business with long-term care facilities and hospitals, including general inpatient (GIP) contracts by 20%.
- Managed the search campaign to recruit a new medical director who exceeded performance expectations in improving operational continuity.
- Created a local advisory board comprising key business leaders to gain access to foundation funds.
Director of Sales and Marketing
Brookdale Senior Living
01.2014 - 01.2015
- Hired to implement the sales/marketing strategy to increase occupancy levels for this 130-unit senior community offering assisted living and memory care services.
- Collaborated with ACO organizations to align with home health services with value-based care models leading to a 35% increase in patient referrals.
- Conducted competitive analyses and implemented strategic sales/marketing plans that were responsive to rapidly evolving market conditions.
- Capitalized on professional networking opportunities and participated in industry-related educational/community events to generate referrals.
- Tracked essential data across key performance metrics and managed business communications utilizing SIMS and ALMSA customer relationship management (CRM) software platforms.
- Selected Accomplishments
- Increased referral sources by 50%; expanded sales revenue generated within a previously untapped demographic; identified prior permanent discount incentives totaling $1 million over a running 12-month period; and implemented strategic marketing plans that improved profit performance by reducing permanent discount incentive amounts from $83,000 to $54,000 (35% overall reduction).
Sales Representative
Abbott Laboratories, Inc.
01.2007 - 01.2010
- Recruited by this global health-care company to influence the prescribing patterns of physicians and capture market share while representing a suite of cardiovascular medications in Rhode Island and southeastern Massachusetts.
- Selected Accomplishments
- Exceeded market-penetration metrics by effectively integrating pharmacology and disease-state knowledge to position represented products against competitive agents.
- Drove revenue growth by cultivating and solidifying professional relationships within the medical community that were responsive to physicians’ patient demographics, prescribing trends, and preferred treatment paths.
- Interfaced collaboratively with colleagues while serving as team coordinator, with efforts centered on sharing tactical sales methodologies and determining best practices for achieving high-growth objectives.
- Won recognition from the Corporate Brand Team for exemplary performance while serving as a peer advisor on the Triclinic 2009 Sales Force Advisory Panel that was convened to provide field intelligence to corporate executives.
- Launched Trilipix by planning and implementing sales campaigns that effectively highlighted the product’s efficacy and new safety indication.
- Chosen by the district manager to serve as the 2009 team coordinator, with responsibility for establishing priorities and strategically directing the workflow of a six-member sales force to respond to constantly evolving market trends.
- Earned distinction as the recipient of the 2009 “District Leadership” award in recognition of outstanding performance in meeting corporate-defined goals.
Sales Representative
Novartis Pharmaceuticals/inVentiv Health
01.2006 - 01.2007
- Hired to drive revenue growth for cardiovascular medications in a territory covering Rhode Island and southeastern Massachusetts for this pharmaceutical company.
- Exceeded sales performance expectations and met the challenge to expand Diovan/HCT brand awareness by delivering a market share increase of 5.26% within 12 months.
- Leveraged a $60,000 annual budget to execute strategically designed targeted marketing campaigns that incorporated formal educational presentations on pertinent issues, including pharmacology and managed health care.
- Overcame the challenges of a managed-care marketplace while successfully launching the cardiovascular products Exforge and Tekturna. Educated physicians on the step-therapy edit, prior authorization, and “brand name necessary” protocols required to achieve prescribing objectives.
- Selected Accomplishments
- Achieved number one district and regional ranking while driving Diovan/HCT market share to an above-benchmark level of 40 % within the overall cardiovascular marketplace.
- Delivered outstanding territorial sales growth for Exforge to win the “Rising Star” award in 2007.
Education
Bachelor of Science Degree - Political Science
Providence College
Providence, Rhode Island01.1993
Skills
- Building professional relationships
- Budget planning and strategy
- Data-driven sales forecasting
- Strategic positioning techniques
- Product launch management
- Strategic development
Timeline
Account Executive
AccentCare Home Health & Hospice
01.2020 - Current
Director of Business Development
Bright Star Home Care
01.2017 - 01.2020
Provider Relations Manager
AmeriCares Hospice
01.2015 - 01.2017
Director of Sales and Marketing
Brookdale Senior Living
01.2014 - 01.2015
Sales Representative
Abbott Laboratories, Inc.
01.2007 - 01.2010
Sales Representative
Novartis Pharmaceuticals/inVentiv Health
01.2006 - 01.2007
Bachelor of Science Degree - Political Science
Providence College
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