Eddy Santana

• The Sales Executive II is responsible for selling all Apria products and services in the assigned sales territory
• This role works closely with branch staff to focus efforts on increasing sales
• In addition, the Sales Executive II will work with the General Manager / Sales Manager to develop and execute specific strategies to achieve sales, customer satisfaction, and profitability goals
• Conducts daily sales calls to establish new and maintain ongoing business with referral sources in the medical community
• Creates and maintains call plans to qualify new and maintain existing referrals to grow the business
• Enters call plan and outcomes into the CRM system
• Uses Apria reports and data to identify referral targets
• Partners with the Market VP to review sales territory call plan to achieve strategic goals
• Educates referral sources on the use and application of Apria products and services
• Partners with branch management and staff as well as other functional areas within the company to drive sales growth
• Performs other duties as required
• You start with the customer/patient and work backwards
• You invest the time and energy to understand the customer’s/patients’ objectives, then tie all your activities directly to the achievement of those objectives
• While performing the duties of this job, the employee uses his/her hands to finger, handle or feel objects, tools or controls; reach with hands and arms; stoop, kneel, or crouch; talk or hear
• Reasonable accommodations will be provided to assist or enable qualified individuals with disabilities to perform essential…
• Achieved sales goals and service targets by cultivating and securing new customer relationships.
• Researched sales opportunities and possible leads to exceed sales goals and increase profits.
• Boosted sales revenue by cultivating strong client relationships and implementing effective sales strategies.
• Analyzed sales data regularly to monitor progress towards goals and make necessary adjustments to strategy as needed.
• Streamlined sales process to improve efficiency, reduce cycle time, and close deals faster.
• Negotiated contract terms with clients, securing favorable conditions for both parties while maximizing profitability.
• Implemented CRM system for better customer tracking, leading to improved follow-up processes and higher conversion rates.
• Managed pipeline efficiently, prioritizing tasks according to urgency/importance while maintaining focus on long-term objectives.
• Delivered persuasive presentations to key stakeholders, securing buy-in for strategic initiatives.

Manages the Center's Operations (20%):
• Oversees the day-to-day management of outpatient clinic(s) and other wound continuum programs, as applicable.
• Continuously assesses current clinic flows, processes and procedures, identifies areas of improvement, and develops and implements best practices and appropriate changes to improve outcomes, using the company's resources.
• Works with hospital and company personnel to ensure availability of adequate resources, supplies, equipment and services.
• Facilitates the flow of information and maximizes effective communication throughout the program.
• Prioritizes responsibilities and directs the work of the Center's clinical staff and non- clinical staff.
• Collaborates with other health care providers, Wound Care Center Providers, and Medical Director regarding clinic and patient needs.

Performs Financial Management (10%)
• Manages and coordinates all aspects of the revenue cycle for Healogics and for the hospital partner, as appropriate.
• Stays current with reimbursement changes, providing physician and staff updates and education as needed.
• Reviews key financial reports, identifies key indicator trends and develops plans to implement best practices to ensure fiscal responsibility.
• Tracks and reports all ancillary revenues generated by the program.
• Manages costs through appropriate utilization and management of labor and supply.
• Works with Healogics support team to complete financial reviews and presents results to hospital leadership.

• Collaborated closely with executive leadership to develop strategic plans for long-term growth.
• Established program policies and procedures to comply with regulatory requirements.
• Developed and implemented program goals and objectives, establishing specific and measurable outcomes aligned with organization's overall mission.

Manages the Center's Operations (20%): • Oversees the day-to-day management of outpatient clinic(s) and other wound continuum programs, as applicable. • Continuously assesses current clinic flows, processes and procedures, identifies areas of improvement, and develops and implements best practices and appropriate changes to improve outcomes, using the company's resources. • Works with hospital and company personnel to ensure availability of adequate resources, supplies, equipment and services. • Facilitates the flow of information and maximizes effective communication throughout the program. • Prioritizes responsibilities and directs the work of the Center's clinical staff and non- clinical staff. • Collaborates with other health care providers, Wound Care Center Providers, and Medical Director regarding clinic and patient needs.

Performs Financial Management (10%) • Manages and coordinates all aspects of the revenue cycle for Healogics and for the hospital partner, as appropriate. • Stays current with reimbursement changes, providing physician and staff updates and education as needed. • Reviews key financial reports, identifies key indicator trends and develops plans to implement best practices to ensure fiscal responsibility. • Tracks and reports all ancillary revenues generated by the program. • Manages costs through appropriate utilization and management of labor and supply. • Works with Healogics support team to complete financial reviews and presents results to hospital leadership.

• Collaborated closely with executive leadership to develop strategic plans for long-term growth.
• Established program policies and procedures to comply with regulatory requirements.
• Developed and implemented program goals and objectives, establishing specific and measurable outcomes aligned with organization's overall mission.

• Provide personal financial counseling, assist with lending services, and build relationships with existing customers to sustain high satisfaction ratings and retention
• Review and approve overdrafts and checks for cashing, and answer questions on accounts, loans, and statements
• Prepare credit and financial information to streamline loans processing for mortgage, installment, and discount loan transactions; prepare loan worksheets for submission to loan processing for closing documents
• Assist customers during loan and account application process, and close consumer and real estate and mortgage loans in accordance with internal and federal policies and procedures
• Coach team members to develop sales opportunities and refer customers to designated business partners to meet branch and individual customer service and sales goals

• Regularly exceeded targeted sales goals by 10-20%
• Attended trade shows and sales conferences to maintain up to date knowledge and network with industry contacts
• Competitively prospect new business in local and regional territories
• Perform comprehensive market research on products and local businesses
• Actively cold and warm call potential clients to get foot in the door
• Demonstrate products at customer locations and answer questions about products and services
• Draft sales proposals and complete contracts
• Maintain 24/7 availability for customer questions and concerns.