Michelle Hotem
Director of Business Development
Seven Valleys,PA
Summary
Healthcare industry leader with experience in leading operations, profitability, and enhancing revenue. Bringing expertise as a trusted advisor in managing sales and strong account servicing and management, along with excellent interpersonal communication and collaboration, strong relationship-building, and team leadership abilities. Results-driven and proactive with demonstrated record of accomplishment in meeting and exceeding sales and revenue objectives. Works with integrity, tenacity, optimism, and passion to drive growth while helping others.
Overview
14
14
years of professional experience
Work History
Director of Business Development
Optum-United Health Group
05.2022 - 08.2023
- Instrumental in driving growth with new business opportunities by educating executive leaders on value-based proposition and cost benefit analysis which incorporates clinical care model and financial benefits for skilled nursing facilities and senior living communities by utilizing Medicare Advantage Institutional Special/Equivalent Needs (ISNP/IE-SNP) plan.
- Analyzed competitive market data, researched opportunities, and developed strategy for strong pipeline and forecast to expand market growth which included 65% of goal to year end budget met by 7/2023
- Mobilized and streamlined communication with Senior Leadership Team (SLT)/cross-functional teams on pipeline staging, potential risks, and opportunities relative to budget and timeline to launch accounts
- Presented B2B value proposition and benefits to ensure understanding of Optum's care models and align for successful implementations
- Integral in tracking and managing sales activity in CRM tool/Salesforce
- Developed and managed new and existing relationships with clients and vendors by attending trade shows, such as LeadingAge, Kairos, PACAH, etc. to drive growth.
- Established, initiated, and optimized business development strategies based on company targets, contracting, market data, and clinical factors
- Conducted quarterly and annual business reviews with executive leadership and clients
- Successfully launched five new buildings within a year that led to one building being at 100% for enrollments to our ISNP plan.
Hospice Liaison
Asana Hospice an Amedisys Corporation
09.2020 - 03.2022
- 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 territory, to identify hospice referrals.
- Mentored peer/s to help strategize and manage territory.
- Educated patients and families on benefits of hospice and organized transition to hospice care.ts/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 preferred provider status.
- Supported and guided clinical team to mobilize and build 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.
Marketing Manager
Bayada Home Health Care
06.2016 - 07.2020
- Successfully marketed Home Health Care in 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 strong sales acumen in turn integrating solutions and best practices for 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 by 15% or more each quarter.
- Strategized quarterly goals and executed tactics with operations and clinical teams to leverage market share with clients.
- Organized community and continuing education events to various audiences to educate on 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, SNFs, Senior Living communities including residents, patients, and their families.
- Communicated and educated on proper documentation to clients to ensure proper billing and start of services.
- Conducted quarterly and annual business reviews with executive leadership and clients.
- Assisted in training and onboarding new marketers.
- Top Performer by exceeding corporate growth goals every quarter and year.
- Grew BAYADA's senior living market from census of 59 to 250 census, referrals per month, within 2-year period.
MediMart Account Manager
McKesson Corporation
09.2009 - 07.2015
- 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 conducted, in each Long-Term Care Facility, for transitions/changes within Medicare Part B environment.
- Educated on disease processes and healthcare protocols for products and services.
- Led training and communication with key contacts (physicians, directors of nursing, executive directors, business managers, speech therapists, dieticians) to ensure proper procedures, billing, and services completed with new and current accounts.
- Appointed to participate in a major project to transition ICD-9 codes to ICD-10 codes.
- Quoted prices, credit terms, and other bid specifications in a $7-$10-million-dollar territory.
- Implemented and trained clients on electronic inventory systems for ancillary billing and inventory control.
- Top performer in region for quarterly reduction in suspend numbers based on billing for Medicare Part B, reduced amount outstanding from $100,000 to less than $3500, maintained this number over five quarters.
- Trained and developed newly hired sales/field representatives.
Education
Bachelor of Arts (BA) - Economics
University of Maryland - Baltimore County (UMBC)
Baltimore, MDSkills
- Leadership
- Negotiation & Contracting
- Strategic Planning & Analysis
- Business to Business/Consumer(B2B/B2C)
- Lead Generation
- Team Training & Development
- Customer Relationship Management (CRM)
- Sales Operations & Management
- Conflict Resolution & Problem-Solving
- Project Management
- Microsoft Office Software
- Consulting & Advising
- Regulatory Compliance
- Medicare/Medicaid/Medicare Advantage
Websites
Accomplishments
Awards
2017 Sales Excellence Award for YOY territory growth by 69%. The yearly objective is 15% growth.
2018 Sales Excellence Award for YOY territory growth by 72%. The yearly objective is 15% growth.
2019 Sales Excellence Award for YOY territory growth by 264%. The yearly objective is 15% growth.
Quarterly Growth Highlights:
Marketing Manager YOY growth 2016, 2017, 2018, 2019.
Growth in SNF's YOY growth 2018, 700% in Q4 and 2019, 764% in Q2.
Divisional hospital growth Q2, 2019 1100%
Professional Development:
Dale Carnegie Sales Training-Business Development, 2022
Leadership and Management Skills in Women, 2020
Developing and Leading with Emotional Intelligence, 2018
Timeline
Director of Business Development
Optum-United Health Group
05.2022 - 08.2023
Hospice Liaison
Asana Hospice an Amedisys Corporation
09.2020 - 03.2022
Marketing Manager
Bayada Home Health Care
06.2016 - 07.2020
MediMart Account Manager
McKesson Corporation
09.2009 - 07.2015
Bachelor of Arts (BA) - Economics
University of Maryland - Baltimore County (UMBC)