Years of professional healthcare sales and management experience
Tami McKellar
Rockford,MI
Summary
Diversified Healthcare Leader who can drive NOI by executing KPI's through consistent community sales census, passionate resident and family satisfaction, development of high performing teams and passion to enrich the lives of the elderly! Executes the desire for quality healthcare through faithful partnerships that will enhance the daily lives of the residents. Visionary leader who sells the people of the community, not just the product to create a differential niche in area market and displace industry competition. Strategic manager that leads team through execution of KPI's and capitalizes on the financial needs of the organization. Polished, articulate communicator that develops prosperous, loyal relationships in the area/city/community we serve. Strong interpersonal skills that mentors employees to relate and own the resident/team/company goals. Dynamic healthcare LEADER who creates a community home of belonging and a team of passion, driven performers that will assist in delivering to the bottom line and grow the vision of the organization; improving the lives of seniors, one new resident at a time!
Overview
18
18
Work History
Regional Director of Sales and Marketing
Priority Life Care
06.2022 - Current
- Regional manager over 14 senior communities; portfolio >20 million -multiple states
- Hired entire sales team from gound zero negative to positive growth metrics
- Developed and implemented sales initiatives to achieve community revenue targets
- Company sales presentations to train and onboard all sales teams to the company
- Mentor and support all sales team to ensure achievement of specific community goals
- Collaborate with marketing to review market research and emerging trends
- Develop sales plans for each community; creating promotions, pricings, collateral and sales events
- Created geography sales plan with community resources: Chambers, Physicians, Hospitals, etc.
- Managed sales pipeline and opened new communities
- Partner with all cross-functional teams; operations, wellness, finance to ensure NOI goals
- Increased regional sales by implementing targeted marketing strategies and fostering strong relationships with key clients.
- Streamlined operations for improved efficiency by evaluating existing processes and introducing innovative solutions.
- Led a team of managers to achieve consistent revenue growth through effective leadership and strategic planning.
- Developed and executed successful business plans, resulting in increased market share and profitability.
- Managed budgets effectively, ensuring optimal resource allocation for maximum return on investment.
- Spearheaded expansion into new territories, conducting thorough market research to identify opportunities and devise entry strategies.
Midwest Regional Sales Manager
Mendota Health
06.2021 - 09.2022
- Increased regional sales by implementing targeted marketing strategies and fostering strong client relationships.
- Developed and maintained key accounts for sustained revenue growth and customer satisfaction.
- Managed a successful sales team, providing regular coaching and performance evaluations to drive productivity and results.
- Boosted sales revenue with innovative product presentations and engaging client meetings.
- Expanded market share by identifying new business opportunities within the Midwest region.
- Collaborated with cross-functional teams to develop effective sales campaigns tailored to regional needs.
- Established rapport with potential customers through networking events, trade shows, and industry conferences.
- Analyzed market trends, adjusting sales tactics accordingly for optimal success in a competitive environment.
Sales and Operations Director
American House Senior Living Communities
05.2019 - 06.2021
- Region Sales Winner for hitting 95% of sales quota through pandemic
- Region leader for NOI
- Recommended sales strategies for improvement based on regular market research and competitor analysis
- Liaised with other directors and departmental heads to align operational and sales priorities with total company direction
- Managed multiple clinical teams to deliver quality care to multi-discipline patients
- Implemented and executed sales and operational policies, experiments and standards across multiple facilities and sub-brands
- Built, trained and managed sales and operational teams to carry out sales initiatives and reach objectives
- Coached sales associates in product specifications, sales incentives and selling techniques, significantly increasing customer satisfaction ratings
- Generated reporting and analysis to support sales forecasting and planning to reach monthly, quarterly and yearly revenue goals
- Identified, developed and launched innovative tools or systems to achieve sales strategies
- Increased company revenue by streamlining processes and implementing cost-saving measures.
General Sales and Operations Manager
Holiday Retirement Corporation
05.2018 - 05.2019
- Regional leader on Patient/Resident census; 89% completion through pandemic
- Drove year-over-year business growth while leading operations, strategic vision and long-range planning.
- Worked in matrix management environment with oversight of division level managers, operations, sales, finance, human resources, safety and compliance.
- Established and administered annual budget with controls to prevent overages, minimize burn rate and support sustainability objectives.
- Devised processes to boost long-term business success and increase profit levels.
- Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
- Monitored metrics and marketing investments to assess performance and implement continuous improvements.
- Improved operational efficiency by streamlining processes and implementing cost-saving measures.
Regional Territory Sales Manager
Polaris Pharmacy Services
07.2017 - 05.2018
- Responsible for selling and negotiating contracts 1 -2 million dollar pharmacy contracts to large nursing home chains and senior communities
- Identified opportunities and developed business cases to introduce new products and features while learning marketing segmentation processes and optimizing product segmentation for positioning, product bundling, and pricing
- Visited customer locations to evaluate requirements, demonstrate product offerings/ education and propose strategic solutions for diverse needs
Director of Business Development
PCA Pharmacy
08.2016 - 07.2017
- Responsible for selling and negotiating pharmacy contracts of revenue of $500,000 to 1 million to large nursing home chains and senior communities for state of Michigan and Indiana
- Established, initiated and optimized business development strategies based on company targets, formulary drug costs and budget factors
- Identified and pursued valuable new business opportunities to generate new company revenue and improve bottom line profit; cold calls, social media, healthcare expos, members of community boards and community involvement
- Developed and executed strategic pharmacy initiatives to implement key changes and improvements in business development and sales programs
- Defined and integrated roles, responsibilities and processes for business team and data management organization to maintain quality account management
- Leveraged industry trends and competitive analysis to improve customer relationship building
Regional Healthcare Manager
Inventiv Health
05.2014 - 07.2016
- Visited customer locations to evaluate requirements, demonstrate product offerings and propose strategic solutions for diverse needs.
- Achieved individual, territory and company goals for sales, market share, call metrics and sample distribution.
- Educated physicians and pharmacists on drug use, benefits, dosage and risks.
- Developed and implemented effective marketing plans involving regular physician visits to increase sales of drugs #4 in Nation
- Communicated with customers by employing effective selling, listening and negotiation skills while using proper terminology, approved messaging and branded materials.
- Introduced, demonstrated and sold new products and systems effectively.
Western Region Sales Manager
Exact Care Pharmacy LLC
04.2013 - 05.2014
- Promoted a organic pharmacy in new region with achieving Platinum Sales Status in first quarter
- Communicated with patients to collect information about prescriptions and medical conditions or arrange consultations with pharmacists
- Upsold and closed customer sales by driving product benefits around client needs
- Maximized business potential by providing excellent customer service and ensuring 95% new client retention
- Worked to develop network by identifying and pursuing new leads, attending industry events and building rapport with clients
- Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas
Hospital Territory Manager
Bristol Myers Squibb
10.2006 - 04.2013
- Launched and sold various cardiovascular drugs to primary care, specialty and hospitals
- Successfully achieved formulary status at largest hospital after drug launch
- Identified office opportunities and developed sales call plan to introduce new products and features while learning marketing segmentation processes and optimizing product segmentation for positioning, product bundling, and pricing.
- Managed in-office and field sales call activity to educate and influence customers while building product sales
- Surpassed multiple sales quotas for consistent bonus payout at 100%
- Promoted two career ladders in less than three years
- Interim District trainer and District Business manager
- Communicated regularly with territory, regional and strategic managers for daily support and strategic planning for accounts.
Education
BBA - Business Administration And Management
Grand Valley State University
Allendale, MI04.1999
Associate of Arts - Business Administration
Muskegon Community College
Muskegon, MI04.1995
Skills
- KPI Revenue Assessment
- Community Census Quota Management
- Staff Training and Development
- Profitability Assessment
- Resident/Family Complaint Resolution
- State and Fed Reg/Compliance
- Sales Projections
- Budgeting and Expenditures
- Community Networking
- Senior Industry Competitive Analysis
- Team Recruiting and Onboarding
- Operating Procedures and Policies
- Lead Identification and Generation
Timeline
Regional Director of Sales and Marketing
Priority Life Care
06.2022 - Current
Midwest Regional Sales Manager
Mendota Health
06.2021 - 09.2022
Sales and Operations Director
American House Senior Living Communities
05.2019 - 06.2021
General Sales and Operations Manager
Holiday Retirement Corporation
05.2018 - 05.2019
Regional Territory Sales Manager
Polaris Pharmacy Services
07.2017 - 05.2018
Director of Business Development
PCA Pharmacy
08.2016 - 07.2017
Regional Healthcare Manager
Inventiv Health
05.2014 - 07.2016
Western Region Sales Manager
Exact Care Pharmacy LLC
04.2013 - 05.2014
Hospital Territory Manager
Bristol Myers Squibb
10.2006 - 04.2013
BBA - Business Administration And Management
Grand Valley State University
Associate of Arts - Business Administration
Muskegon Community College
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