MELISSA HILL
LYNNWOOD,WA
Summary
A service-oriented, motivational senior executive with 17+ years of experience who can easily work in and navigate a dynamic and ambiguous environment. Committed to customer satisfaction with the ability to effectively manage stressful situations and adapt processes and people to ensure success.
Overview
18
18
years of professional experience
Work History
Regional Vice President of Sales
Capio
02.2022 - Current
- Responsible for New Logo Business and company growth in Western US (WA, AK, HI, CA, OR, NM, AZ and West TX)
- Built, maintained, and managed a robust pipeline of qualified prospects and opportunities, and moved these opportunities efficiently through defined sales processes and progressions to revenue creation
- Led all business presentations and client meetings, managed the entire sales process from lead generation, prospecting, and engagement, through closing
- Performed monthly/quarterly sales forecasting
- Surpassed sales goals and service targets within first 6 months in role worth $128M in aged receivables
- Responsible for selling debt purchasing services to C-Suite level and VP Level prospects of large health systems, hospitals, and physician groups
- Develop strategic industry relationships and expand personal network and the Capio brand by engaging/attending local and regional professional organization events (i.e. Becker's, HFMA, EDPMA, AAHAM, etc.)
- 200% Sales quota achieved in first year
- Monitor demand generation activities of BDEs
- Update, maintain, and utilize HubSpot CRM
- Researched sales opportunities and possible leads to exceed sales goals and increase profits
- Increased revenue by implementing effective sales strategies in the sales cycle process from prospecting leads through close
Regional Vice President of Operations
Resource Corporation of America (RCA)
06.2015 - 02.2022
- Spearheaded the successful implementation of new client programs and projects across the United States, ensuring seamless start-up processes and client satisfaction
- Cultivated a culture lead by positivity and open communication by personally hiring, developing, and motivating a high-performing team of 155 professionals
- Oversaw the daily operations of the Western US Region, which included direct reporting of one Assistant Vice President, six Regional Directors of Operations, and one Assistant Director of Operations
- Achieved substantial improvements in operational Key Performance Indicators (KPIs), driving operational excellence and efficiency (Client Satisfaction, People and sales)
- Directed, developed and created standard operating procedures, training programs, policies, service standards, and other operational tools in order to build a solid foundation for future growth
- Managed RFPs and identified, onboarded, and operationalized new client partners
- Achieved and maintained the highest levels of employee, client, and vendor retention in the company for eight consecutive years, underscoring a commitment to building lasting relationships
- Collaborated with executive-level leaders at more than 25 client facilities spanning six states, fostering strong client partnerships and ensuring alignment with client objectives
- Maintained responsibility for the oversight of $80M+ in client receivables and inventory at any given time, showcasing exceptional financial acumen
- Ensured 100% client partner satisfaction through the consistent delivery of high-quality service and the conduct of regular monthly and quarterly meetings with partner CFOs and VPs to manage and fulfill facility goals and objectives
- Managed the budget, including revenue forecasts, workload distribution, staffing, and new business development, aligning resources with top business priorities and providing monthly P&L reporting
- Implemented regulatory and business requirements into workflows and processes, including operations performance goals and measurement systems, resource allocation, policy and practice development, and organizational structure establishment
- Led, developed, and executed marketing and sales strategies that generated new business worth over $12.5M in revenue
- Assumed responsibility for aligning with new vendor and client strategies and executing strategic sales plans, while meticulously updating opportunity and sales account progression in Salesforce
- Managed all aspects of staffing, including recruiting, hiring, onboarding, new hire training, retention initiatives, ongoing training, performance reviews, corrective action, and termination procedures
- Spearheaded all contract negotiations and the preparation of comprehensive contracts, demonstrating proficiency in end-to-end vendor and client management
- Demonstrated exceptional interpersonal competencies, including problem-solving, negotiation, and conflict management, to foster positive outcomes and resolve complex issues.
Director of Operations
Resource Corporation of America
04.2010 - 06.2015
- In conjunction with the HR department, responsible for interviewing and hiring process to fill open positions, as requested/needed by assigned facilities
- Including, finalizing all hiring decisions and offers with Regional Vice-President
- Responsible for all internal quality assurance reports ensuring all actions are taken timely and accurately to minimize A/R days
- Complete monthly account and billing audits to ensure timely billing
- Demonstrate successful professional relationships with client/hospital personnel
- Respond to inquiries and requests as the first point of contact coordinating with Regional Vice-President as appropriate
- Identified business development opportunities with existing clients
- Medicaid, Crime Victims Social Security patient enrollment
- Schedule and organize monthly/quarterly meetings with assigned facilities and identify agenda items
- Proven ability to establish a partnership approach with customers/clients/co-workers to accomplish goals and establishing a cohesive work environment and exceed performance goals
- Implemented new processes for Expanded Medicaid and Health Insurance Exchange programs
- Employee payroll and time clock management
- Complete annual Employee Performance Evaluations
- Responsible for encouraging and developing staff for career advancement
- Demonstrated strong interpersonal competencies such as problem-solving negotiation and conflict management
- Complete home and government agency visits as needed
- Knowledge of all state and federal Medicaid rules and regulations in 50 states, Social Security Administration, and other commercial payer plans
- Oversaw successful implementation of operational strategies and policies to drive organizational growth and productivity
PFS Specialist II, Commercial Billing, and Collections Unit
University of Washington Medical Center
06.2009 - 04.2010
- Review patient financial information to verify third-party payer requirements have been met and financial coding is accurate
- Prepare and input allowances and adjustments to patient accounts according to third party payer requirements and department procedures
- Prepare correspondence for accounts with discrepancies
- Resolve credit balances through allowances, adjustments, and/or refunds to patients of third-party payers
- Access major payer's file systems online to obtain eligibility and claims processing information
- Reviewed UW and Harborview contracts to ensure claims were billed and paid at correct DRG rates.
FEP Refunds Adjuster
Premera Blue Cross
10.2005 - 11.2009
- Review member claims for appropriate price scheduling
- Adjudicate medical claims by claim processing guidelines
- Code claims to ensure correct billing methods
- Coordinated benefits while applying applicable deductibles, co-insurance, and out of pocket costs
- HIPAA compliant
- Translate data into acceptable information into claims processing system which include follow-up on pended claims
- Prepare claims for return to Provider or Subscriber when additional information is needed
- Participated in Rapid Process Improvement Workshop to develop more efficient processes for daily operations
- Update member eligibility information into member databases
- Review MEDCO (Prescription Drug) online systems to determine appropriate prescription drug eligibility
- Contact other insurance providers, members, and clinics via phone, email, and other means of correspondence for notification of over/underpayment
- Prevented delays and claim denials by correcting information prior to submission
Skills
- Multi-Site Operations Management experience, proven ability to excel in a fast-paced environment
- Cross-Functional Collaboration
- Business, Project & Program Management Including new Client and Project Implementation
- Passion for creating positive Customer and Employee experiences
- Proficient in Microsoft Office Suite Expert in Salesforce, Hubspot CRM, Smartsheet, Asana, EPIC, Meditech, Paragon
- Client & Account Management
- Medicaid, Medicare, SSI/SSDI, ACA and Commercial Health Plan expert
- Cost-Benefit analysis
- Front, Mid, and Back-End Revenue Cycle Management
- Staff Management
- Account Management
- P & L Reporting experience
- Ability to interact confidently and professionally with senior leaders
- B2B SaaS
- Business Development and Planning
Education Certifications
EDMONDS COMMUNITY COLLEGE, Lynnwood, WA, Associate in Applied Science- Business Management
CHAM – Certified Healthcare Access Manager (Leadership and Revenue cycle-related certification)
Affiliations
HFMA WA/AK Chapter 2015 – Present
- 2020-2021 Presidents award winner
- Two Year Term Voted Board Member
- Vice President of Networking and Social Events
- Early Careerist Mentor
Additional Information
www.linkedin.com/in/melissalhill812
Timeline
Regional Vice President of Sales
Capio
02.2022 - Current
Regional Vice President of Operations
Resource Corporation of America (RCA)
06.2015 - 02.2022
Director of Operations
Resource Corporation of America
04.2010 - 06.2015
PFS Specialist II, Commercial Billing, and Collections Unit
University of Washington Medical Center
06.2009 - 04.2010
FEP Refunds Adjuster
Premera Blue Cross
10.2005 - 11.2009