CLAUDIA MALLORY

Boynton Beach, Florida 33437

561.752.6269 (M) or 561.734.7800 (H)
www.linkedin.com/in/ClaudiaCheewahMallory cc.remy@gmail.com

PHYSICIAN RELATIONS LIAISON

Proactive physician sales representative with nearly 20 years of experience developing effective sales
strategies and generating new business opportunities. Proven success in securing new accounts, retaining
existing business base, and growing market shares. Continuously develop key relationships with physicians,
hospital executives, and office employees to maximize physician referrals for hospital services.
Strategic Development Sales Plans Account Management Business Growth
Relationship Development New Business Generation Marketing Strategies Analysis
Training Implementation EMR Solutions Revenue Generation Hospital Service Promotion
Product Targeting Business Retention Specialized Testing Access to Care Referrals
International Relations Communication Physician Relations Market Assessments

PROFESSIONAL EXPERIENCE
HCA NORTHWEST MEDICAL CENTER, Margate, Florida 2015
Regional medical and surgical hospital with 223 beds. Admits nearly 14,000 patients each year.
Physician Sales Representative / Hospital Generalist
Addressed physician concerns related to services at Northwest Medical Center (NWMC). Analyzed and
researched market trends with CEO and CFO to develop strategy on maximizing physician and community
utilization of medical center. Collaborated with physicians, PAs, Mas, DME coordinators, office managers,
and materials management on coding, billing, product demonstrations, and reimbursement processes.
Facilitated on-boarding of physicians with hospital process and procedures.
Key Achievements:
Strengthened sales opportunities by creating monthly reports that to identify trends, additional
business opportunities, and challenges to retention and new business.
Developed trusting partnerships with physicians and staffs while identifying needs at meetings.
Generated new business and referrals by creating plan that targets new physicians using
competitive hospitals.
Optimized patient care while providing product instructions and addressing insurance billing
questions.
HCA INTEGRATED REGIONAL LABORATORIES (IRL), Ft. Lauderdale, Florida 2007-2015
Full-service clinical, molecular, and anatomic pathology laboratory with 2,088 employees.
External Client Service Representative Supervisor Business Development (2013-2015)
Managed sales of laboratory services to acute and rehabilitation hospitals as well as correctional facilities,
nursing homes, and Caribbean accounts. Administered accounts for territory with more than $6 million in
revenue. Created specialized sales strategies and monitored performance. Determined business losses and
gains by performing analysis on weekly and monthly trend reports. Developed key relationships with
executives and staff members to identify needs and generate referrals. Implemented trainings for staff
members on new testing and laboratory protocols. Initiated training for accounts on ordering process using
EMR. Led hiring and training process for new staff members on IRL process and procedures. Conducted
annual performance reviews of employees.
Key Achievements:
Led management of overseas account by developing trusting partnerships and ensuring optimal
communication related to product deliveries.
Drove client growth initiatives while sustaining existing business revenues.
Initiated high-level decision-making processes for product targeting, managed care issues, and
operations while contributing to Market Strategy Meetings with executive management.
RESUME

CLAUDIA MALLORY Page 2

561.752.6269 (M) or 561.734.7800 (H) cc.remy@gmail.com

HCA INTEGRATED REGIONAL LABORATORIES (continued)

Business Development Lead (2009-2013)
Led business retention and growth for territory with $3 million in revenue. Administered selling of IRL
laboratory services provided by clinical and pathology departments while directing business-to-business
accounts. Evaluated workflow to identify account needs. Collaborated with IT and accounts to develop EMR
solutions. Fostered relationships with physicians, office managers, nurses, and staff members. Coached and
trained External Client Service Representatives (ECSR).
Key Achievements:
Achieved 15% increase in new business while recording 100% retention rate for base business
share.
Generated new business opportunities by acquiring accounts from competitor, maximizing market
shares, and developing existing accounts.
Strengthened sales and new business opportunities by ensuring ECSR effectively manage sales
pipelines and implement key sales practices that maximize close rate while acquiring new accounts
and maximizing presence in different markets.
Major Accounts Lead (2007-2009)
Managed base business retention and growth for multi-physician groups and nursing homes totaling $2
million in revenue. Implemented trainings for nursing staff on laboratory protocols. Built relationships with
office staff and administrators. Administered new testing. Implemented daily mentoring of ECSR on
laboratory procedures and policies.
Key Achievements:
Grew revenue by developing relationships with physician offices and discussing high-revenue
laboratory testing with internal medicine, pediatrician, cardiology, gastroenterology, and
endocrinology practices.
Integrated laboratory system with account system while contributing as subject matter expert on
EMR capabilities.
Senior Client Service Representative (1999-2007)
Implemented training and in-services to educate clients on laboratory policies. Initiated specialized testing.
Led team of ECSR and established training initiatives covering outreach and billing inquiries.
Key Achievement:
Optimized quality of service while performing as intermediary between client and laboratory.

EDUCATION
Master of Business Administration Leadership for Manager
Keiser University, Ft. Lauderdale, Florida
Bachelor of Health Science
Specialty: Communication and Technical Writing
Keiser University, Ft. Lauderdale, Florida

RESUME