Michael  H

Sales Manager - 14 Years of Experience - Near 44107


Training & Development Manager


Lakewood, OH

Education Level:


Will Relocate:



Qualifications Summary: * Articulate persuasive communicator with excellent listening and negotiation skills able to build trust, confidence and cooperative spirit with people of diverse interest and authority levels to achieve goals. * Innovative and resourceful with business development a team player with the ability to project a positive image. * Well organized profit conscious sales professional who enjoys challenges and thrives in a "people" environment apply common sense and sound business judgment in seeking solutions to problems. * Conscientious hard working decision maker with over 23 years experience in Long Term Care, a strong commitment to high standards of service dedicated to uphold the positive image of an organization with customers and employees. * Maintained new selling techniques throughout my career * IMPACT Selling System * Rainmaker Sales * SMART Sales * Spin Selling Career Highlights: Embassy Health Care Regional VP of Business Development 6/16 - 8-17 * Oversee business development activities of 12 skilled nursing facilities, and 2 AL's * Hire supervise and train Admissions Directors, Admission Coordinator's & 3 Liaisons * Business development and management focused on strategic sales planning and training, tactical execution and assist in policy development. Distinguishing the company's services by developing and aligning strategic partnerships. Brand Development and customer segmentation for sub-acute, skilled nursing and assisted living service lines. Consulate Health Care Regional Director of Admissions and Business Development 10/13/2014 - 6/16/16 Director of Admissions Multi facility 4/10 - 4/12 * Provide leadership and direction to all aspects of the Directors of Admissions, Case Managers and multiple center level sales professionals in Ohio, Pennsylvania and Maryland * Oversee business development plans of 8 skilled nursing centers, and 3 personal care properties * Development of internal scorecards to measure metrics that impact census growth. (clinical, operational, business development) * Discovered multiple ACO and bundle payment opportunities with University Health and Mercy and Promedica UPMC and Allegheny Health * Meeting with hospital organization leaders to align for value base purchasing initiates * Identified and assist regional nurse to create niche programs for centers to enhance care for top 3 DRG diagnosis in hospital to better position centers and gain more admissions * Assist teams to create pre-call plans that to seal the deal * Collaborate with Physicians and RVPO to develop strategic initiatives that drive new business * Build relationships with referring physicians, case managers, therapist, and administrators, to increase awareness of services and promote business opportunities. Maintain data base of key referral sources * Arrange C-Suite meetings along with center level teams for vertical integration to physicians and helps to bridge relationships with center teams and offer solutions * Work with District case managers in developing new relationships with managed care companies * Achieved census awards 2 years in a row increasing occupancy from 89% - 93% * Improved premium payer mix from 24% - 27%