M Sue Steinbrook

Saturday, March 23, 2013

"The most basic of all human needs is the need to understand and be understood. The best way to understand people is to listen to them." - Ralph Nichols

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Lincare (now Linde Healthcare)

Sales and Branch Manager Edit Lincare Holdings, IncOctober 1999 – March 2006 (6 years 6 months)Washington D.C. Metro Area Sales Representative (Washington, D.C. & Maryland) Market and responsible for growing the oxygen, nebulizer, unit dose medications (Albuterol, Xoponex, Duoneb) CPAP and BiLevel business on a monthly basis. Establish Rapport with medical offices and hospitals by coordinating 2-3 lunches a week, support Grand Rounds, Pulmonary Journal Club Dinners, golf outings and referral dinners. Added new referral sources to the mix, including hospitals with exclusive contracts. Obtained many quarterly “Oxygen Quota Buster” awards for surpassing oxygen growth. Branch Manager/Sales (Eastern Shore of MD/Delaware)  All sales responsibilities listed above and branch manager duties. Grew the business by over 100 new oxygen patients (net) the first year. Maintain all FDA, OSHA, DOT, CHAP’s and Hazmat guidelines per company policy and federal regulations. Obtained branch bonus first Quarter with Lincare. Prioritizing and distribution of workload in the branch for the drivers, respiratory therapist and customer service representatives. Maintain database and CMN’s (Certificate of Medical Necessity) to ensure payment by government and private payors. Train staff on monthly FDA meetings, update Center Policies and facilitate recalls. Monitor Profit & Loss statements to ensure a high gross profit margin and make adjustments where needed. Worked with 2 of my physicians as an instrument to get CMS (previously HICFA) to change the CPAP criteria for OSA patients