Download Resume-pls-03-04-14-1 - Health Care Association of New Jersey

Paul L. Scaliti
Bernardsville, New Jersey
201/602-8154
[email protected]
Summary
Sales and marketing professional with consistent record of growing business and revenues for
companies, exceeding company objectives while meeting budget. Exceptional leader and team
builder with extensive experience providing products and services to clients in hospitals, longterm care facilities and home health agencies. Impeccable customer retention and employee
satisfaction record.
Professional Experience
ATLANTIC HEALTH SYSTEM, MORRISTOWN NJ
1995 – 2014
Physician Recruitment/Business Development (2013-2014)
Selected by CFO to recruit physicians to join the Atlantic Health System (AHS). Partnered with
Hospital Presidents, Business Development and Clinical Services Directors to sign physician
practices to align with AHS. One major OB/GYN group committed and fifteen physician groups
pending.
 Marketed radiology and rehab facilities for Chilton Hospital. Increased radiology referrals
10% in 2013 over 2012. Increased rehab referrals at two sites 15% and 11% respectively in
first sixty days.
 Provided feedback to Chilton leadership to customize block time for surgeons resulting in
easier patient access, improved service and customer satisfaction.
 Increased the Chilton employee PPO to over 120 providers.
ATHOME MEDICAL, MORRIS PLAINS, NJ (DIVISION OF ATLANTIC HEALTH)
Director of Sales and Marketing (2002-2013)
Led all aspects of sales, marketing and business development for DME division of the Atlantic
Health System. Developed all marketing literature, ads, cable, etc. Created budgeting and
forecasting to achieve a goal of 6-7% annual growth.
 Grew business from $18M to $44M in ten years. Consistently grew business above industry
average each year; 11% growth in 2008 and 10% growth in 2009, 2010 and 2011.
 Conducted business analyses to determine market expansion. Hired and trained sales
representatives to support strategic expansion of three new locations.
 Selected by AHS Hospital President to Post Acute Leadership Committee to minimize
patient and referral leakage. Provided in-house consulting to other AHS divisions to improve
sales and marketing strategies.
 Responsible for development of new company website. Hired developer, selected a company
web development team and assigned projects to team members for completion.
 AHS committee member for Service Recovery. Improved responsiveness to service issues
by instituting service recovery processes.
 Quadrupled sales team from 2002 to 2009, leading nine sales representatives and two
respiratory therapists to support expansion of service area.
 Reduced T&E expenses by 25% through active monitoring and clarification of approved
expense guidelines.
 Increased high margin orders through introduction of a weighted bonus program.
Paul L. Scaliti
Page 2
Professional Experience (cont.)
INTEGRATED HEALTH PRODUCTS, MORRIS PLAINS, NJ (DIVISION OF ATLANTIC HEALTH)
Manager, Long Term Care Services (1995-2002)
Launched long term care division of the Atlantic Health System. Developed and led all
marketing sales and operations of the division. Grew business in excess of $1M in seven years.
 Selected products and services and negotiated favorable pricing resulting in achieving a
margin of 25%.
 Enhanced service and cost management by educating facilities on products, reimbursement,
etc. Provided ongoing in-services and training improving patient care.
 Customized wound care programs for skilled nursing facilities. Reduced incidence of bed
sores significantly.
CLARK SURGICAL, HOME CARE DIVISION, PELHAM MANOR, NY
1994 – 1995
Territory Manager (Virginia to New York)
Ensured customer service and retained existing accounts during company merger.
REDLINE HEALTHCARE CORPORATION, MINNEAPOLIS, MN
1990 – 1994
Territory Manager (Northern New Jersey)
Sold and managed profit for medical products and services to skilled nursing homes and longterm care facilities.
 Increased sales 64% in 1991 and 26% in 1992.
Education
BACHELOR OF SCIENCE, MARKETING, WILKES UNIVERSITY, WILKES BARRE, PA
 Varsity basketball (four years)
 Yearbook copy editor
Professional Development and Certifications
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Service Recovery – Atlantic Health System
Medicare Part B Certified Consultant – Redline Healthcare
Professional Selling Skills, I, II and III – Redline Healthcare
Cause for Listening – Medical Economics
Developing Leadership Skills, Emotional Intelligence – Dale Carnegie
Awards Recognition
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Ranked #1 among AtHome Medical Directors for employee satisfaction and engagement.
Selected by President to NJ Directors of Nursing Committee.
Fourth Quarter Territory Manager Sales Award for Redline Healthcare.
Achieved “Margin Manager” status for development and implementation of unique pricing
strategies to maximize territory profitability for Redline Healthcare.
 President’s Council Award for outstanding achievement for Medical Economics.