Michele Diedrichs
Poplar Grove,IL
Summary
Dynamic business development leader with a proven track record at UW Health Rehabilitation Hospital, driving revenue growth and enhancing patient satisfaction. Expert in strategic planning and team collaboration, achieving 100% compliance in regulatory standards while coaching high-performing teams. Skilled in data analysis and relationship building, consistently exceeding organizational goals.
Overview
22
22
years of professional experience
Work History
Director Business Development
UW Health Rehabilitation Hospital
01.2022 - Current
- Lead & Coach Clinical Liaison Team, Goal Setting, Sales Trainer within Hospital, Sales Leader & Decision Maker, Business Development, Management of Admissions, Advertising, Strategic Planning, Community Development, Branding of Expertise of acute rehab and Hospital, Senior Leadership for the Hospital, Involvement in Clinical Improvement Opportunities (QI), Patient Satisfaction, Active with Stroke Team, TBI Development Team, to name a few responsibilities and activities
Associate Director Business Development
The Joint Commission
Oak Brook, USA
01.2021 - 12.2021
- Company Overview: Largest accreditor in the hospital market out of 4,300 accredited U.S
- Hospitals
- Represent the organization at national, regional, and local levels as a content expert and business leader
- Deliver annual initial application and revenue targets for all hospital and critical access programs
- Develop a strategic business plan identifying growth opportunities and product performance drivers and allocating available resources
- Implement strategies to support and nurture Hospital Accreditation and drive customer retention
- Largest accreditor in the hospital market out of 4,300 accredited U.S
- Hospitals
Business Development Director, Rehabilitation Center
Van Matre Encompass Health Corporation
Rockford, USA
01.2014 - 12.2020
- Led a team of 15 direct reports and built strategic plans to achieve growth strategies, for the organization
- Monitored and measured daily census volume, case mix growth, CMS 13 percentages, payer mix percentages and functional outcome of patients to ensure quality care and to meet federal regulatory compliance guidelines
- Consistently achieved 100% compliance YOY of signed pre-screens and admitting paperwork into EMR
- Created yearly and quarterly strategic plans to drive revenue growth through referral sources (80%) from acute care hospitals, and (20%) from home health agencies, and physician groups
- Reviewed, evaluated, and monitored critical numbers, taking action to reverse negative admission and discharge volume trends, and implemented plans to ensure revenue growth
- Hired, trained, coached, and developed sales team on sales techniques, utilizing CRM and helped each team member understand the opportunities reflected in the data provided to generate sales
- Assessed talent and re-aligned roles and responsibilities of the team to bring out the best in each team member, to improve performance and to achieve revenue goals
- Provided weekly education to develop sales team including bedside sales, using the tools effectively, overview of hospital outcomes, creating pre-screen to help tell the patient story
- Monitored payer turnaround time from receipt of the referral to insurance authorization and educated team as well as the referral sources on how to reduce wait time which resulted in a 23% reduction in stay for the referring hospital, and captured business that would have been lost increasing revenue to the Rehab Center
- Identified opportunity to reduce the referral date to admission date from 7.6 days to 4.8 days which reduced the Length of Stay by 37%
- Analyzed financial data and operational indicators from CRM, Dickson Hughes as well as Illinois Comp Data to identify opportunities to increase physician referrals of patients with targeted diagnosis, including stroke, brain injury, spinal cord, amputee and hip fractures and communicated opportunities and threats to CEO, Medical Director and business development team
- Based upon data, re-assessed and realigned strategy to capture key diagnosis referrals
- Monitored readmission rates, length of stay within Acute Care and quality outcomes for clients to drive revenue growth
- Exceeded quality outcomes - return home goal from 80% to 84%, decreased referrals to SNF by 2% and decreased readmittance goal by 2%
- Exceeded the Federal Regulations requirements by 19% YOY
- Reviewed reports and identified changes in physician referrals and followed up to regain confidence of the referral source
- Improved readmission rates 30-60-90 days after a hospital stay, goal was 11% or less, achieved average of 9% yearly
- Negotiated with insurance companies on behalf of patients that had out-of-network benefits to become in-network benefits for an Inpatient Rehab stay, as well as for Workman’s Compensation contracts
- Managed the reimbursement systems as it related to volume impact, appropriate utilization of resources and LOS management to promote quality outcomes
Marketing Operation Manager, Visiting Nurses Division
Rockford Health System
Rockford, USA
01.2008 - 12.2014
- Called on hospitals, nursing homes, physician offices and Inpatient Rehab facilities to educate and promote Home Health and Hospice, DME Services
- Provided guidance, coaching and direction for team members
- Developed each team member and actively coached them in sales conversations and techniques guided by the RDS sales cycle
- Traveled with each team member to coach, train and develop relationship with customers while identifying strengths, and areas for development and established territory plans
- Created a new strategy for immediate response to patients and the families, completed employee education and created a system to communicate with the referring physician
- Developed and implemented strategies to improve performance and address deficiencies
- Identified opportunities through analysis with given tools as well as specific needs of each market
- Collaborated with the team and professional partners to ensure positive customer outcomes
Marketing & Customer Account Executive, Home Care Division
Walgreen Co.
Rockford, USA
01.2007 - 12.2007
- Served as a liaison between Walgreen’s retail pharmacy group and area physicians to improve products and service offerings
- Sold and negotiated full line of home care products and services to HMOs, PPOs, hospital delivery systems, doctors, and other healthcare providers
- Hired to reverse poor Home Care account relationships from lack of account management
- Improved client relationships dramatically and increased new client base 32%
- Created strategy and process to ensure accounts were visited weekly
- Identified and resolved all product and service issues
Physician Liaison, Strategic Information Division
Rockford Health System
Rockford, USA
01.2005 - 12.2007
Marketing Associate, Visiting Nurses Division
Rockford Health System
Rockford, USA
01.2003 - 12.2005
Education
MBA - Health Care Management
University of Phoenix
BS - Communicative Disorders
Northern Illinois University
Skills
- Leadership
- Business Development
- Healthcare Management
- Strategy Execution
- Sales Leadership
- Physician & Patient Retention
- Succession Planning
- New Business Development
- Operations Management
- Strategic Account Management
- Strategic Planning
- Research & Data Analysis
- Process Improvement
- Client Relationships
- Project Management
- Federal Regulatory Compliance
- Customer Service
- Performance Coaching
- Competitive Analysis
- Problem Resolution
- Marketing & Brand Management
- Business Partner
- Diversity & Inclusion
- Contract Negotiations
- Revenue Cycle Operations
- Revenue growth
- Data analysis
- Talent management
- Hospital accreditation
- Team collaboration
- Client relationship building
- Territory management
- Relationship building and management
- CRM platforms
Key Accomplishments
- Recognized for consistently exceeded YOY goals for admissions increase, stroke admissions, net revenue growth and quality patient outcomes.
- Achieved 92% approval rating of leadership style on the Annual Employee Engagement survey.
- Was asked to work as the interim Regional VP of Business Development at Encompass Health.
- Maintained high employee engagement and low employee turnover rate of 4.5% (2% retired).
- Created a new strategy for growth in hospice census 5-7% YOY.
References
References available upon request.
Timeline
Director Business Development
UW Health Rehabilitation Hospital
01.2022 - Current
Associate Director Business Development
The Joint Commission
01.2021 - 12.2021
Business Development Director, Rehabilitation Center
Van Matre Encompass Health Corporation
01.2014 - 12.2020
Marketing Operation Manager, Visiting Nurses Division
Rockford Health System
01.2008 - 12.2014
Marketing & Customer Account Executive, Home Care Division
Walgreen Co.
01.2007 - 12.2007
Physician Liaison, Strategic Information Division
Rockford Health System
01.2005 - 12.2007
Marketing Associate, Visiting Nurses Division
Rockford Health System
01.2003 - 12.2005
MBA - Health Care Management
University of Phoenix
BS - Communicative Disorders
Northern Illinois University
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