Laura McDonald
Fleming Island,Florida
Summary
Extremely motivated Sales Representative experienced in all facets of inside sales, outside sales, customer service and training. Work history highlights steady advancement over the years which has contributed to an effective and solid leadership style. Energetic and consistently successful in relationship and team building. Customer-oriented with superior time management skills. Inspires sales teams to exceed sales goals. Looking for an opportunity to be a part of a growing sales team in an ever-changing market.
Overview
22
22
years of professional experience
Work History
Healthcare Liaison
Brookdale Atrium Way/The Fountains At Mill Cove
Jacksonville, FL
09.2017 - Current
- Works diligently as a team player to generate revenue for the post-acute rehab center while also promoting the ILF/ALF/Memory Care ALF in the community. Managing an average of 20 new referrals daily from key accounts while following up on existing referrals.
- Collaborates with the sales team to increase brand awareness and enhance business development by building and maintaining relationships with key accounts.
- Communicates daily with patients, families, discharge planners, physicians, and other professionals to complete seamless transitions to our post-acute rehabilitation centers.
- Encourages creative thinking and problem solving within the communities to assist in forecasting business development activities that will result in long term success.
Regional Business Development Consultant
The Consulting Support Services LLC
West Palm Beach, Florida
8 2013 - 7 2017
- Train and motivate Admission and Business Development Directors in Fort Walton Beach, Panama City Beach, Jacksonville, Deland, and Titusville to meet and exceed their targeted census goals.
- Provide on-going development of each team member's ability to listen to customer needs, apply our services/programs to meet their needs, and close sales resulting in an admission or move-in.
- Participate in community market development by attending events and conducting coaching calls to maintain awareness of each markets needs while providing mentoring/support of each facility's strategic plan.
- Compile and analyze referral trends to assist in generating new business while maintaining current pipe-line.
- Conduct quarterly Lasting Impressions inspections to assist the administrators with enhanced curb appeal and overall aesthetics of their post acute rehabilitation centers. Conduct monthly and quarterly assessment of admissions and marketing processes and systems.
- Coached internal and external teams to communicate, collaborate, and cooperate with bundled payment initiatives with the goal of maintaining or achieving preferred provider status.
- Supported the company when new facilities were acquired in the Northeast Division by traveling to various locations as part of the on-boarding team.
Business Development Manager
HCR Manorcare
Jacksonville, Florida
11.2007 - 09.2013
- Responsible for meeting and exceeding budgeted census and case mix goals for 357 beds in Jacksonville and Orange Park, Florida.
- Motivated Hospital/Nurse Liaisons/Admission Directors to meet weekly sales call goals while achieving conversion ratio needed to meet census goals.
- Facilitated vertical integration into assigned hospital accounts and weekly marketing meetings in order strengthen the cluster strategy to become the provider of choice in the market.
- Reported opportunities and concerns to the Manager of Market Development so that the teams could overcome barriers and seize opportunities. Assisted the MMD by providing new hire training from Atlanta, Georgia to West Palm Beach, Florida.
- Orchestrated marketing collateral design to emphasize the strengths of our facilities and leave a lasting impression after a sales call.
Care Manager
West Jacksonville Health and Rehabilitation
Jacksonville, Florida
10.1996 - 11.2007
- Led the facility to success by consistently achieving budgeted census goals year over year. Highlight was the achievement of an annual overall ADC of 118 in a 120-bed facility.
- Trained new hire Admission Directors in rapid response to customer needs and referrals. Known in the community for superior customer service and dedication to assisting potential patients in their post-acute decision making.
- Developed and executed the center's marketing plan including on-going evaluation of their strengths, weakness, opportunities and threats.
- Responsible for verifying benefits, acquiring managed care authorizations, managed care concurrent review, and providing post sub-acute authorizations to the facility's discharge planner.
Education
Bachelor of Arts - Psychology
Columbia College
1997
Skills
- Highly competitive
- Strong interpersonal skills
- Strategic account development
- Prospecting and cold calling
- Proven sales track record
- Team builder
- Exceptional customer service skills
- Empowers high-performing teams
- Excellent sales closer
- Self-motivated multi-tasker
- Tracking and trending
- Proficient in Microsoft Office
Professional Sales Training
William T. Brooks IMPACT Sales System
Outcomes Training
Volunteer Work and Personal Interests
Public Relations volunteer for the Annual Scottish Games
Timeline
Healthcare Liaison
Brookdale Atrium Way/The Fountains At Mill Cove
09.2017 - Current
Business Development Manager
HCR Manorcare
11.2007 - 09.2013
Care Manager
West Jacksonville Health and Rehabilitation
10.1996 - 11.2007
Regional Business Development Consultant
The Consulting Support Services LLC
8 2013 - 7 2017
Bachelor of Arts - Psychology
Columbia College
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