Michelle Hotem

Instrumental in developing new business opportunities by educating Owners, C-Suite, Management, and Administration of skilled nursing facilities, personal care/assisted living, and residential living on the United Healthcare Medicare Advantage/Optum model of care (ISNP and IE-SNP) by providing value-based proposition and cost benefit analysis to potential partners.

· Analyze competitive market data, research opportunities, and develop strategy for a strong pipeline and forecast to expand market growth.

· Mobilize and streamline communication with the Senior Leadership Team (SLT) on pipeline staging, potential risks, and opportunities relative to budget and timeline to launch accounts.

· Present B2B value proposition and benefits to ensure understanding of our care models and align for a successful implementation.

· Integral in tracking and managing sales activity in the CRM tool.

· Develop and manage new and existing relationships with clients and vendors.

Market Hospice in three counties, Adams, Lancaster, and York in Central Pennsylvania. Target accounts include hospitals, skilled nursing facilities, physicians, and senior living communities.

· Developed new and current relationships in a new territory, to identify hospice referrals.

· Mentored peer/s to help strategize and manage territory.

· Utilized strategic market data to leverage market share and bring detailed solutions to accounts/clients.

· Educated patients and families on benefits of hospice and organized transition to hospice care.

· Delivered presentations to key opinion leaders to progress relationship to a preferred provider status.

· Supported and guided clinical team to mobilize and build our senior living community presence through effective communication and delivery of excellent service.

Formulated solutions to increase market presence in Central PA territory for company growth and presented to KOL’s within Amedisys

Successfully marketed Home Health Care in the Greater Harrisburg/York/Lancaster area by generating referrals with hospitals, physicians, skilled nursing facilities, and senior living communities (IL’s, AL’s/PC’s and CCRC’s).

· Developed and fortified new and current relationships by delivering a strong sales acumen in turn integrating solutions and best practices for our clients and their patients.

· Conducted and utilized market analysis, SWOT (strengths, weaknesses, opportunities, and threats), analyzed outcome data reports and advisory reports, produced marketing campaigns, and generated senior level meetings to expand growth and partnership.

· Strategized quarterly goals and executed tactics to leverage market share with clients.

· Organized community and continuing education events to various audiences to educate on the benefits of Home Health Care and identifying needs of patients.

· Attended and participated in marketing events such as PALA, Senior Expo, Health Fairs.

· Delivered and prepared presentations to staff in hospitals, physician offices, SNF’s, Senior Living communities including residents, patients, and their families.

· Advised and formulated tactics on successful selling in Senior Living communities to sales team.

· Communicated and educated on proper documentation to our clients to ensure proper billing and start of services.

· Assisted in training and onboarding new marketers.

· Top Performer by exceeding corporate growth goals every quarter and year. Grew the senior living market from a census of 59 to 250 census, referrals per month, within a 2-year period.

Managed and maintained 45-60 facilities, in DE, MD, PA, DC, NVA and NJ, to ensure accurate product, inventory, sales and service for each Medicare Part B resident; that included qualification process, based on charting, to certify products such as tube feeding, indwelling foley catheter, ostomy, trach, diabetic, and wound.

· Implemented proper protocol was conducted, in each Long-Term Care Facility, for transitions/changes within the Medicare Part B environment.

· Led training and communication with key contacts (physicians, directors of nursing, executive directors, business managers, speech therapists, dieticians) to ensure proper procedures, billing, and service are met with new and current accounts.

· Appointed to participate on major project to transition ICD-9 codes to ICD-10 codes.

· Top performer in region for quarterly reduction in suspend numbers based on billing for Medicare Part B, reduced the amount outstanding from $100,000 to less than $3500, in my territory and maintained this number over five quarters.

· Trained and developed newly hired sales/field representatives.

Liaison between the facilities and Regional Account Manager. Provided sales incentives for our products, maintained customer service of each account, managed Medicare Part B, and installed inventory systems.

• Quoted prices, credit terms and other bid specifications in a $7-$10-million-dollar territory.
• Implemented, supported, and trained for our electronic inventory systems for ancillary billing and inventory control.
• Conducted monthly Medicare Part B visits for ensure accurate billing, service, and products.
• Supported and developed close working relationships with Account/National/Region Managers by updating on sales initiatives, service issues, upgrades in services and new business.