Lisa Whitaker Marro
North Haven,CT
Summary
Accomplished sales professional promoting 17+ years in the Homecare Industry. Delivers dynamic communication, interpersonal and management talents in fast-paced, ever-changing environments. Valuable and hardworking employee known for turning cold calls into successful selling relationships. Highly-motivated employee with desire to take on new challenges. Strong worth ethic, adaptability and exceptional interpersonal skills. Adept at working effectively unsupervised and quickly mastering new skills.
Overview
18
18
years of professional experience
Work History
Regional Vice President of Sales
Elara Caring
Northeast/Midwest, CT
04.2023 - Current
- Direct report to the Vice President of Sales. Management responsibility for 8 Area Vice Presidents across 8 states including 70+ Account Executives, Clinical Liaisons, and Area Sales Managers in CT, MA, ME, RI, IL, IN, OH and MI within the Skilled Home Health Service Line.
- Fiscal responsibilities to exceed census goals and maximize revenues.
- Achieved 16.65% episodic admission growth 2023 over 2022 in markets served. Industry standard growth is 4%.
- Communicated with industry partners including hospital systems and ACO organizations to initiate, build and maintain preferred provider relationships, delivering measurable outcomes on quarterly basis.
- Responsible for sales, specialty program and managed care contract rollout within the region.
- Analyzed demographic data to determine market share and trends, identifying opportunities for growth within existing and new markets.
- Direct involvement with the acquisitions of Assisted Daily Living in RI and American Family Home Health Services in IL.
- Identified and established KPI's to improve team efficiencies and sales strategies.
Area Vice President of Sales, CT
Elara Caring
Cromwell, CT
04.2018 - 04.2023
- Developed and implemented strategic plans for regional business growth including the initiation and execution of preferred provider agreements with 4 CT Hospital Systems.
- Improved market share in New Haven and Hartford Counties to be a top three provider of homecare services, top five provider of homecare services in Fairfield County.
- Improved payor mix from 80% undesirable payors to 80% desirable payors.
- Collaborated with marketing department on promotional campaigns targeted at specific markets within the region.
- Responsible for the hiring and management of a team of 11 Skilled Home Health Account Executives and Clinical Liaisons to ensure effective execution of company initiatives
Account Executive
Elara Caring
Cromwell, CT
09.2006 - 04.2018
- Recipient of Diamond Award for exceeding sales 100% of assigned sales goals.
- Began as one of two Account Executives in CT calling on hospital, skilled nursing, physician and assisted living facilities.
- Developed dormant accounts to justify hiring of additional sales head count growing to a team of 10.
- Assisted to recruit and train new hires, sharing sales strategies and best practices to optimize referral activity.
- Assisted in developing marketing materials and ideas to increase referrals.
- Cultivated relationships with key decision makers through regular client visits and follow-up calls.
- Organized trade shows and events to promote company products or services in the marketplace.
Education
Master of Science - Physical Therapy
Quinnipiac University
Hamden, CT05-2002
Bachelor of Science - Physical Therapy
Quinnipiac University
Hamden, CT05-1997
Skills
- Territory Management
- Sales Presentations
- Sales Coaching
- Sales and market development
- Interpersonal and written communication
References
References available upon request.
Timeline
Regional Vice President of Sales
Elara Caring
04.2023 - Current
Area Vice President of Sales, CT
Elara Caring
04.2018 - 04.2023
Account Executive
Elara Caring
09.2006 - 04.2018
Master of Science - Physical Therapy
Quinnipiac University
Bachelor of Science - Physical Therapy
Quinnipiac University