RossRatliffResume
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The document discusses the career goals and skills of an individual named ROSS. Their top priorities include serving patients with compassion, using a consultative approach to meet customer needs, and advocating for the right care. The document then outlines the individual's work experience at Seasons Hospice and Hospice of the Chesapeake, where they achieved growth and developed sales and training skills. Finally, it provides a 90 day plan to focus on the right customers, timing, and messaging to continue success.
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RossRatliffResume
- 1. i am ROSS
- 2. Whats important to me in my career.. 1) Serving patients, families, and customers with compassion and caring. 2) Using a consultative approach to meet the needs of my customers. 3) Working internally with my clinical & administrative counterparts to put clinicians, patients, and families in best position to succeed. 4) Advocating for the right care, in the right place, at the right time. 5) Moving the needle and growing each day.
- 3. Transitional Skills Skills Transitional Industries Territory Management Territory Development Sales Training Market Evaluation/Analysis Presentation Skills Questioning for qualification/growth Marketing Plan implemenation Objection Prevention/Handling Product Knowledge Physician, LTC, acute care relationships Unwavering success Hospice Home Health DME Medical Device Pharmaceutical Recruiting/Staffing Philanthropy Development Product Service
- 4. About me..
- 6. The road..
- 7. Success at Seasons Hospice (2012-2016) Top 15% in nation Increase census from 40 to 80 patients in Howard/Carroll market Top 2% in Post-Acute business and growth Gained knowledge of acute and post acute markets through Baltimore Metro Areas Regional mentor and field trainer to other Hospice Care Consultants. Ability to identfy and create value for each customer type.
- 8. Hospice of the Chesapeake (Current) Responsible for growth and census of 450+ hospice organization. Provide coaching, leadership, and accountability to 5 Account Executives Developed and maintained Culture of Growth Month to Month growth of ADC and referral conversion rate Develop SOPs in order to eliminate bottlenecks in referral and admission process Develop and incorporate development and sales training modules Internal and External clinical and non clinical presenter and trainer
- 9. How are we going to get there? 1)Right Customer 2)Right Time 3)Right Message
- 10. Right Customer Laser focused marketing plans with detailed action steps A balanced mix of acute and post acute providers Choosing strategic targets based on quantified account potential
- 11. Right Time Weekly strategy meetings to hold business development accountable to goals Territory realignment to ensure efficiency and timeliness to customers Creation of top 30 account list for call cycle planning and implementation Minimum expectation of 5 accounts and 10 referral sources per day
- 12. Right Message Formal sales training focused on pre call and post call planning moving the needle Customer and segment specific training on value proposition Monthly educational and customer focused workshops A culture of growth and advocacy toward the voice of the customer
- 13. 90 Day Plan 1) 0-30 days 1) Focus on building internal relationship with clinical and administrative counterparts. 2) Understand the organization differentiators, competition, partnerships, and expectations. 3) Analyze the CRM, discuss business with liaisons to start creating formal plans. 4) Begin developing marketing plan based on the target accounts after thorough discussion with team and regional report. 5) Begin building rapport with external and internal customers.
- 14. Current Success
- 15. 90 Day Plan 1) 30-60 days 1) Create call cycle focused on the right customers. 2) Identify account stage (Infancy, Aldolescent, Expert). 3) Create and implement questioning strategy to understand the needs and voice of the customer. 4) Develop list of top target accounts, pipeline accounts, and developmental accounts. (A,B,C) 5) Reintroduce or meet key players and referral sources. 6) Secure existing relationships. 7) Create profiles on individual preferences of each account and how we can best serve the customer.
- 16. 90 Day Plan 1) 60-90 Days 1) Completion of account profiles and expectations of customers. 2) Up and running on call cycle and meeting account frequency expectations. 3) Exceeding the expectation of clinical knowledge and leveraging value proposition with a customer. 4) Able to effectively communicate the types of patients that could benefit from our services and how it benefits our individual referral sources.