This document is a resume for Mary Elizabeth Garden that highlights her experience in healthcare sales, marketing, and management. Over 20 years, she has held several roles including Director of Physician Market Development, Territory Sales Manager, Senior Sales Representative, Affiliate Administrator, and Practice Administrator. Her resume emphasizes her skills in business development, sales, customer service, and exceeding sales goals across multiple healthcare organizations.

1. Mary Elizabeth Garden https://www.linkedin.com/in/marygarden
Millbrook Manor • 1096 Sawmill Road • Brick, NJ 08724 • Cell: 908.433.1483 • Email: megarden@outloook.com
OBJECTIVE
Highly motivated, energetic and entrepreneurial management professional, multiple award-winning senior executive sales consultant with proven measurable track
record as health care professional with ability to meet and exceed goals. Consistent ability to execute expansion of product market shares in highly competitive
markets through customer-focused and result driven action plans. Seeking a career opportunity with a dynamic, high growth potential organization that welcomes
fresh ideas, initiative, and experience. Searching to join a company that’s focus is on delivering exceptional care and service, in line with my passion for people
and raising the bar.
KEY STRENGTHS
• Market Analysis / Tactical Planning • Crisis Management Competency • Regulatory, Medicare, Medicaid / HIPPA Compliance
• Strategic Business Development • Recruiting, Coaching, Team Building, Education • Excellent Social & Interpersonal Skills
• Strong Probe / Close abilities • Critical Thinking, Problem Resolution • Microsoft Word, Excel, Power Point, Outlook, Publisher
• Salesforce, VX • New Business / Market Development • Medicare Part A Hospice / Veterans Benefits
• Formal Sales Training • Recruitment / Onboarding • Excellent Oral & Written Communication Skills
• Quarterly Planning • Excellent Planning & Organizational Skills • Social Media Networking / Marketing
EXPERIENCE
Ocean Medical Imaging Center, Toms River, NJ 5/2015 to present
Director of Physician Market Development / Provider Services Representative, OMIC (3 center locations)
• Identifies physician referral opportunities within the medical community through research and prospecting.
• Generates sales opportunities by calling into physician offices and healthcare organizations.
• Ongoing building of relationships between physicians and the hospital or medical facility.
• Execution in applying Sales and Marketing principles and methods for showing, promoting, and selling products and services.
• Provide customer service to internal and external customers, including meeting quality standards for services, and evaluation of customer satisfaction.
• Executed time management skills relating to prioritizing/organizing, tracking and meeting deadlines of multiple projects with varying completion dates.
• Management of physician accounts within sales function to progress call cycle and grow volume at each multi-modality diagnostic imaging center.
• Developed clear sales plan of action for achieving sales target to meet and exceed budget expectations.
• Conducted frequent visits to current and prospective referring physician offices within a regularly scheduled call cycle.
• Conducted and implemented Pre-call planning and strategy of call cycle, to achieve progression of existing, dormant and targeted referral sources.
• Utilization of CRM programs to plan, implement & evaluate sales campaigns, as well as to determine call frequency and territory trends.
• Identified referral pattern changes and implemented action plan to address volume loss and grow the business.
• Ongoing assessment of needs of referring physicians and patients. Monitors the effectiveness of any implemented changes.
• Collaboration and execution of varied launch plans for imaging centers, new modalities and new services in my territory.
• Development and frequent review of marketing plan to ensure specific marketing goals and objectives for my territory are attained.
• Responsible for ongoing compliance with State and Federal guidelines for expenditures related to referral sources.
• Key Accomplishments: PET/CT F18 and SF re-launch (July 2015), NeuroQuant (fall 2015), CMC Tumor Board, Clinical Trials, Exceeded Budget for
OMIC Center for May, June, July and August 2015. Creation of Diagnostic Imaging Advisory Board and Partnership of Care.
Caring Hospice Services, Edison, NJ 2/2014 to 5/2015
Territory Sales Manager / Community Liaison (Team Lead)
• Liaison between my hospitals, physicians, case managers, hospitalists, social workers, administrators & directors to uncover needs, concerns,
expectations.
• Increased my territory census by 50% within first 90 days, due to my established healthcare contacts, valued relationships and skill set.
• Promoted to Lead Liaison within first 6 months by peers
• Provide ongoing leadership and guidance to marketing and clinical team members.
• Development of marketing collaterals and training workshops.
• Development of sales and marketing plans, strategies, goals and plans for self as well as department.
• Responsible for expanding business in the Monmouth and Ocean County territory.
• Responsible for generating referrals for hospice by building relationships with physicians, long term care, independent and assisted living facilities and
other non traditional community bases referral resources.
• Conducting sales calls, ( Pre call planning, Probing, Benefit Statements, Overcoming Objections and Closing)
• Ongoing evaluation of call cycle, quality of calls and effectiveness of sales activity and efforts.
• Development of business development activities and strategies.
• Ongoing collaboration and support to established referral sources and client relationships.
• Prospecting and cultivation of new referral sources.
• Continue to maintain relationship and grow existing referral sources.
Vitas Innovative Hospice Care, Shrewsbury, NJ 9/2006 to 12/2013
Senior Sales Representative
• Responsible for the development, implementation and evaluation of quarterly and annual territory plans to achieve negotiated goals, initiate strategies
and actions. Collaborating with senior members to evaluate and recommend strategies for expansion and enhancement of hospice programs,
marketing activities and education. Veterans programs, support groups, trade shows, community events. Provided sales training , onboarding and
orientation to all liaisons.
• Developed business partnerships with physician, long term care facilities, hospitals, and community based referral targets by making effective VITAS
contracts and presentations in order to generate early and appropriate referrals.
• Demonstrated effectiveness in cold calling into potential clients and new departments, marketing and relationship management. Highly experienced in
long-term care markets. Skilled in building and maintaining referral base among targeted specialty physician groups. Actively mentored new hires in
our program as well as the North and West Programs.
• Established relationship with weekly call cycle to Hospitals, Home Care, LTC, Physician referral targets (oncologist, internal medicine, family practice,
pulmonologist, neurologist, hospitalists, and geriatrics) and community based groups and organizations.
• Served as liaison between my hospital, physicians, case managers, hospitalists, and social workers to uncover needs, concerns, and appreciations.
• Ongoing implementation of strategies by working with key department heads and staff within hospital. LTC facilities or physician offices in response to

2. patient and families services issues or requests to facilitate stronger relationships.
• Key Accomplishments: National Leadership Award 2008, New Jersey Shore Program Star Award 2007, 2008, 2009, New Jersey Shore Program Top
Producing Rep, 2011, 2012, Creation and implementation of Long term Care Advisory Board and Partnership of Care meetings.
• Nnegotiation of state and county facility partnerships, along with designated Hospice wings, and In-patient beds. Physician and facility partnering.
Delta T Group, Woodbridge, NJ 2003 to 2006
Affiliate Administrator / Director of Market Development
Nursing Division, 2005 to 2006
• Responsible for everyday operations of this Affiliate Office, (Providing Behavioral Healthcare Staffing needs to our clients’ nation wide) Daily business
operations, management, program development, recruitment, training, and team building, marketing and relationship management. Budget
management, contracts negotiations, expense control and Strategic Business Planning. Cold calling into potential clients, and new departments.
Multi Therapy Center, Toms River, NJ 2002 to 2003
Clinic Administrator, CEO
• Responsible for everyday operations of the Comprehensive Outpatient Rehab Facility, including business operations, management, program
development, staff recruitment, training and team building, marketing and relationship management. Sales and Marketing.
• Oversaw DHSS State survey as well as federal Survey (zero deficiencies). Marketing to all physicians, patients and community organizations.
Recruitment of Medical Directors for Clinic. Chaired: Q & A Audits, Utilization review, Patient Care Conferences, Interdisciplinary Team Meetings.
• Developed appropriate implementation of policies and procedures for all areas of the facility.
• Marketing and networked to medical and healthcare industries to grow practice, managed marketing portfolio, radio, magazines and newspaper
advertisements. Cold called targeted physicians and potential referral sources in Ocean County.
Otolaryngology of NJ & Facial Plastic Surgery of NJ, Toms River, NJ 2000 to 2001
Practice Administrator (2 sites, 1 Surgical Center)
• Managed all aspects of practice: AR, AP, Billing, Coding, Collections, Payroll, Vendor Accounts, all Insurance, Credentialing, Recruiting, Marketing,
Policies and Procedures, Staff Meetings, Hardware & Software needs, Human Resources, System Coordination, Training of staff, Bank Reconciliation,
Financial Reports & Budgets. Sales and Marketing.
• Overseeing the process of building permits, site plans, architect, engineer, and contractor, planning boards, bonds, insurance’s and Line of Credit for
the new ASC facility and future home of Practice.
• Marketing and networked to medical and healthcare industries to grow practice, managed marketing portfolio, radio, magazines and newspaper
advertisements, as well as public speaking engagements.
Physical Therapy, Brick NJ 1998 to 2000
Practice Administrator (3 sites, 10+ Physical Therapists and Staff)
• Managed all aspects of practice: AR, AP, Billing, Collections, Coding, Payroll, Vendor Accounts, all Insurance, Credentialing, Recruiting, marketing,
Policies and Procedures, Staff Meetings, Hardware & Software needs, Human Resources, System Coordination, Training of staff, Bank Reconciliation,
Financial Reports & Budgets. Sales and Marketing.
• Decreased accounts receivable from 1,222,000.00 to 749,000.00. Created a marketing portfolio that increased new referrals by 28%.
• Reviews, Appeals & Collections for HMO’s PPO’s, Private, No Fault, Worker Comp, Attorney and Self Pays.
• Wrote and implemented company Policies and Procedures Manual. Negotiated all vendor terms for discounted rates. Reviewed Profit and Loss for
previous years, pin pointed overspending, implemented new vendors, contracts /plans and reduced overhead.
Atlantic Coast Primary Care, PC / Shore Health Group, PC, Point Pleasant, NJ 1995 to 1998
Director of Billings and Collections (10 offices, 19 Primary Care Physicians, 31 Dr’s and Staff)
• Managed all areas of Billing and collection for a 10-satellite office, 31 Physician group, and staff of 14 directly under me. (Medicare, Medicaid, HMO,
PPO, Commercial, Crossovers, Nursing home, Hospital and Self Pays) Patient and insurance refund reviews. ICD9 and CPT4 coding, Implemented
training course for new recruits and staff – speeding profitability.
• Physician credentialing. Marketing and Recruitment for new physicians.
• Contracting, Negotiations with Insurance companies as well as Reviews, Collections and Appeals for all Insurance plans.
• AR management of annual billing of $5 + million, created a time line for billing and collection process. Daily reconciliation of back deposits, end of day,
refunds, and system wide adjustments. Monthly report presentation at Full Board of Directors meeting as to the status of the AR, and individual
physician productivity.
• Responsible for all billing, collection and coordination of 7 satellite offices. Liaison between Board of Directors and Accounting. Responsible for
supervision, training and monitoring of staff at satellite offices.
• Hardware and Software resolution and implementation. Implemented electronic billing. System support file maintenance, CPT, ICD9 and Insurance
carrier profiles, to ensure clean submission and maximum reimbursement to the practice.
• Medicare, Medicaid, HMO, PPO, Commercial, Crossovers, Nursing home, Hospital and Self Pays, Patient and Insurance refund reviews.
EDUCATION AND TRAINING
Rockland Community College, Suffern, NY (Liberal Arts) 1985, 1986
Brookdale Community College, Lincroft, NJ (B.S. Business Management / Business Law) GPA 3.87 1994, 1995, 1996
Franklin Quest Time Management Seminars 1998 to 2013
VITAS Innovative Hospice Care National Sales Training 2007, 2010, 2013
Ocean Medical Imaging Center (RadNet, National Sales Training / East Coast Sales Division) June 2015
SDI, Leadership Training (MVS | Motivational Value System) October 2015
ORGANIZATIONS
MGMA member 1997 to present
NJYP member (New Jersey Young Professionals) 2005 to present
NHPCO (National Hospice and Palliative Care Organization) 2006 to present
Joint Commission 2014, 2015
HCANJ (Health Care Association of New Jersey) 2006 to present
AWARDS
National Leadership Award, Vitas Innovative Hospice Care 2008
Star Award, Vitas Innovative Hospice Care, NJ Shore Program 2007, 2009, 2010
Milestone I, Vitas Innovative Hospice Care 2008
Milestone II, Vitas Innovative Hospice Care 2010
Top Producing Sales Rep NJ Shore Program 2011, 2012
Program Leadership Award. Top Producing Sales Representative, Caring Hospice, New Jersey 2013, 2014