SUSAN LANZA BSN, RN
Forked River,NJ
Summary
Results-oriented healthcare sales and business development professional with expertise in hospice, medical devices, and physician relations. Drives market share growth and referral development through strategic partnerships across hospitals and post-acute care facilities. Combines clinical knowledge with consultative selling and effective territory management.
Overview
12
12
years of professional experience
1
1
Certification
Work History
Hospice Business Development Manager
VNA Health Group
01.2024 - Current
- Generated 20% hospice growth during first year through strategic territory development and referral management.
- Managed referral relationships with 12 skilled nursing facilities, 40 physician offices, and a major regional hospital system to enhance hospice service reach.
- Educate physicians, hospitals, facilities, patients, and families regarding hospice eligibility, benefits, and goals of care.
- Analyzed referral and market data to identify growth opportunities, developing targeted business plans that aligned with organizational goals.
- Partnered with clinical leadership to enhance referral conversion rates and streamline patient access to hospice services.
Network Integration Manager / Physician Liaison
Hartford HealthCare
01.2021 - 01.2023
- Collaborated with executive leadership to expand referral relationships, resulting in increased service utilization.
- Developed strategic growth opportunities through market analysis and physician engagement initiatives.
- Facilitated peer-to-peer physician relationship development across multiple service lines, strengthening collaboration and support.
- Promoted healthcare service lines to physicians, hospitals, employers, and community organizations, enhancing awareness and engagement.
Territory Manager
KCI / Acelity
01.2017 - 01.2018
- Managed a $1.6 million medical device territory serving acute-care hospitals and LTACs.
- Opened three major hospital accounts and expanded product adoption within existing customers.
- Opened three major hospital accounts and increased product adoption among existing customers by delivering tailored solutions.
- Provided physician and clinical education to enhance product utilization and strengthen customer retention efforts.
District Clinical Specialist / Field Sales Trainer
KCI / Acelity
01.2014 - 01.2017
- Delivered clinical and sales education programs across Northeast region, enhancing team knowledge and customer engagement.
- Collaborated with sales leadership to pinpoint growth opportunities, resulting in improved revenue performance.
- Trained new field clinical specialists, facilitating territory development and ensuring alignment with sales strategies.
- Successfully grew open territories to greater than 100% of plan.
Multiple Sclerosis RN Coordinator
Yale New Haven Health
Hospice QAPI Coordinator
Masonicare Home Health & Hospice
Hospice Staff Nurse and Quality Improvement Nurse
Connecticut Hospice
Hospice Homecare RN
VITAS Healthcare
School Nurse, Labor & Delivery Clinical Coordinator, and High-Risk OB Program RN
Education
Bachelor of Science - Nursing
University of Rhode Island
Diploma in Nursing - Nursing with Honors
Muhlenberg School of Nursing
Associate of Science -
Union County College
Skills
- Hospice Business Development
- Healthcare Sales
- Referral Growth
- Physician Relations
- Hospital Relations
- Nursing facility development
- Market Analysis
- Territory Management
- Strategic Planning
- Salesforce CRM
- Executive Presentations
- Clinical Education
- Leadership
Certification
- Registered Nurse (RN)
- BLS Certification
- CPR Certification
- AED Certification
Accomplishments
- Achieved 20% hospice growth during first year in business development role.
- Manage referral network including 12 skilled nursing facilities, 40 physician practices, and a major regional hospital system.
- Generated a $500,000 capital equipment sale through strategic account expansion.
- Managed and grew a $1.6 million medical device sales territory.
- Opened three major hospital accounts and expanded product utilization across health systems.
Degree
BSN, RN
Additional Clinical Experience
- Multiple Sclerosis RN Coordinator, Yale New Haven Health
- Hospice QAPI Coordinator, Masonicare Home Health & Hospice
- Hospice Staff Nurse and Quality Improvement Nurse, Connecticut Hospice
- Hospice Homecare RN, VITAS Healthcare
- School Nurse, Labor & Delivery Clinical Coordinator, and High-Risk OB Program RN
Timeline
Hospice Business Development Manager
VNA Health Group
01.2024 - Current
Network Integration Manager / Physician Liaison
Hartford HealthCare
01.2021 - 01.2023
Territory Manager
KCI / Acelity
01.2017 - 01.2018
District Clinical Specialist / Field Sales Trainer
KCI / Acelity
01.2014 - 01.2017
Multiple Sclerosis RN Coordinator
Yale New Haven Health
Hospice QAPI Coordinator
Masonicare Home Health & Hospice
Hospice Staff Nurse and Quality Improvement Nurse
Connecticut Hospice
Hospice Homecare RN
VITAS Healthcare
School Nurse, Labor & Delivery Clinical Coordinator, and High-Risk OB Program RN
Bachelor of Science - Nursing
University of Rhode Island
Diploma in Nursing - Nursing with Honors
Muhlenberg School of Nursing
Associate of Science -
Union County College