ROBERT SANTIAGO
Summary
Accomplished and visionary executive with extensive experience in operations, business development, and strategic leadership within the medical supply, home healthcare, hospice, and home and community-based services sectors. Proven ability to drive growth, spearhead organizational turnarounds, and lead multimillion-dollar operations. Recognized for exceptional leadership in cultivating teams, driving revenue growth, and enhancing operational efficiency in complex healthcare environments.
Overview
19
19
years of professional experience
Work History
Vice President of Growth
LilyCare Hospice
03.2024 - Current
- Operational and strategic oversight of six hospice locations
- Develop strategic partnerships with hospitals – 3 new partners added
- Hire, train top performing sales team
- CRM implementation – Salesforce
- Doubled census within the first three months by expanding strategic partnerships with hospitals and optimizing the sales funnel
- Led initiatives to transition healthcare delivery to value-based care models, improving patient outcomes while reducing costs.
Regional Vice President
LHC Group
09.2022 - 03.2024
- Oversaw operational leadership across 10 states, directly managing four state directors and a business line generating $60M in revenue
- Increased profitability by 15% by enhancing efficiency and ensuring compliance with regulations
- Demonstrated outstanding staff motivation and retention capabilities, fostering a culture of excellence and dedication
- Reduced operational costs by 20% by optimizing resource allocation and workflow processes
- Increased regional sales by $15 million annually by optimizing sales processes and strengthening strategic partnerships across 10 states
- Led cross-functional teams to transition operations from fee-for-service to Value based care, optimizing care delivery and increasing provider participation.
- Developed and executed growth strategies that aligned with the organization's shift to a value-based care model.
Vice President Sales & Operations
Gotham Per Diem
07.2018 - 09.2022
- Led $50M medical staffing and home care company with 750 employees across two locations
- Drove strategic initiatives including long-term planning and business development, achieving 20% YOY revenue increase and 28% reduction in operational costs
- Successfully launched a subsidiary for chronic care management and telehealth services, yielding $450K in its first year
- Increased revenue by $15 ml through strategic partnership expansions
Vice President of Business Development
Visiting Nurse Service Of New York
12.2013 - 07.2018
- Engineered 26% YOY revenue growth, amounting to $125M, through innovative sales and marketing strategies
- Developed strategies for managing care within an Accountable Care Organization (ACO) framework, driving cost savings and increasing quality metrics
- Recruited and mentored high-performing sales and marketing team, significantly expanding market influence and revenue
- Secured a strategic partnership, increasing customer base by 30% by leveraging cross-promotional opportunities
- Led a team of 25 sales professionals
Area Vice President Home Health & Hospice
Amedisys Home Health & Hospice
12.2009 - 12.2013
- Managed financial performance of eight business units, collectively generating over $100M in revenue
- Collaborated with physicians to improve patient care protocols, achieving a 20% increase in Medicare Advantage Star ratings
- Implemented process improvements, resulting in the highest gross margin and revenue increases in Northeast region
- Overhauled performance of underperforming units, steering them to meet or exceed set goals
- Reduced operating costs by 10% by optimizing resource allocation and implementing cost-saving measures
- Managed a team of over 200 healthcare professionals across 5 states
Director of Business Development
Metropolitan Jewish Health System
07.2005 - 12.2009
- Hired, trained sales force
- Developed strategic partnerships with physicians, hospitals, nursing facilities and ALF's
- Boosted team productivity by 25% by implementing advanced CRM systems
- Automated sales processes, resulting in a 40% increase in lead conversion rates
- Managed a team of 15 sales associates, coordinating 200 client accounts monthly
Education
Bachelor of Arts - Economics
Queens College
New York, NY01.2003
Skills
- Sales Leadership
- Salesforce
- Negotiation & Contracting
- Strategic Partnerships
- Revenue Growth
- Sales Process Optimization
- Market Penetration Strategies
Timeline
Vice President of Growth
LilyCare Hospice
03.2024 - Current
Regional Vice President
LHC Group
09.2022 - 03.2024
Vice President Sales & Operations
Gotham Per Diem
07.2018 - 09.2022
Vice President of Business Development
Visiting Nurse Service Of New York
12.2013 - 07.2018
Area Vice President Home Health & Hospice
Amedisys Home Health & Hospice
12.2009 - 12.2013
Director of Business Development
Metropolitan Jewish Health System
07.2005 - 12.2009
Bachelor of Arts - Economics
Queens College
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