Karen Hercules-Doerr...

DRIVING VALUE THROUGH STRATEGIC SALES HEALTHCARE OPS

Florissant, MO 63031 314-913-9863 karen.doerr4@gmail.comwww.linkedin.com/in/karen-hercules-doerr

Charismatic Sales and Marketing Executive successful in creating, expanding and launching new
consumer-based services that maximize profitability and capture critical market share in highly
regulated healthcare environments. Leverages unique mix of sales strategy and operational excellence
to expand organizational capability and strengthen competitive position. Open and collaborative
leader, who instills vision for growth among sales and operations team to respond to changing business
opportunity and reimbursement. Cultivates long-term client relationships with healthcare providers and
health plans, consistently fostering mutual respect and collaboration with all levels ranging from the
staff level to the C-suite. Influential and articulate communicator gains buy-in from key decision makers
and educates and moves listeners to action.

Accelerating Growth and Revenues: Boosted revenues 30% YOY by market expansion. Exceeded SSDI
sales goals in three consecutive years, despite 70% reduction in staffing. Nurtured higher referral/sales
conversion rate that ramped up to 50% more than existing consumer baseline.

Business Start-up: Attained $1M in subacute revenues in under nine months.

Business Transformation: Pioneered subacute care service-line model that increased contribution
margin in three national companies by more than 25% compared to previous baseline of less than 10%.

Market Expansion: Guided development of referral network of 15,000 healthcare professionals in

competitive market dominated by established revenue cycle companies that led to national brand
recognition with target audience and trade associations.

Increased Profitability: Realized 45% operating margin with full occupancy in SNFs in one year vs. plan
of 20%.

Core Competencies that Facilitate Growth

Strategy | Planning | Execution

Complex Negotiations | Contracts
Budget Definition | P&L Control
Growth | Revenue Optimization
Sales | Marketing Management
Customer Engagement | Retention
Entrepreneurial | Creative Solutions

Strategic Account Management

Business | Network Development
Sales Capture | Acceleration
Program | Case Management
Chronic Care | Disability Management
Health Plan Account Management
Team Leadership | Problem Solver

Enhancing Revenues and Market Position in Competitive Environments

Allsup Inc., Belleville, IL Specializes in Social Security Disability, Medicare Services and Health Benefits Coordination.
NATIONAL SALES DIRECTOR, CONSUMER SALES AND MARKETING
2007 2016
Company required leadership to create an aggressive strategy for marketing and selling to consumers
specifically targeting healthcare providers in a market dominated by revenue cycle vendors. Guided territory
planning and sales process, and fueled key account development. Recruited, coached and mentored local and
remote sales staff. Researched and implemented customer management solutions Salesforce and Pardot.

Expanded market offerings and locations to increase revenues 30% YOY.

Cut staff by 70%, while exceeding SSDI sales goals for three consecutive years.

Increased conversion rate by 50% with change in strategy over existing consumer baselines.

Led team in establishment of network of 15,000 healthcare professionals to create national awareness.

Karen Hercules-Doerr

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CareLinc Options/Rehab Choice, St. Louis, MO Management Services and Contract Rehabilitation Services.
VICE PRESIDENT, PHYSICIAN NETWORKS

1998 2007

Brought in to develop and sell an alternative long-term care physician and case management model to compete
against successful, established national payer-driven model. Recruited independent physicians to oversee high
acuity Medicare patients in skilled nursing facilities. Restructured operational metrics to better capture value and
outcomes.

Led contract negotiations for an independent physician panel and renegotiated multi-year contract that
increased physician case rate by 15%.

Architected a case management process to coordinate care and generated successful patient outcomes,
while meeting all financial goals.

Increased number of network providers by 50% in years two and three.

CHIEF OPERATIONS OFFICER, REHAB CHOICE

2005 2007

Board-selected for a newly created position. Tasked with reversing negative trends, while maintaining regulatory,
documentation and billing requirements.

Reversed operational deficits and produced a 30% contribution margin in six months by gaining buy-in from
management on key initiatives, including decreasing outsourced personnel.

Improved the number of clients and diversified settings allowing for 85% client retention rate, despite rural
locations, competitive pricing and adverse economic conditions.

Appointed as Compliance Officer and co-authored policy, procedure and audit process.

RehabCare Group, St. Louis, MO Leader in rehab services providing physical, occupational and speech-language therapies.
VICE PRESIDENT, CLINICAL AND PROGRAM SERVICES
1997
Company needed to initiate cross-training of management, while overcoming operational gaps and client
dissatisfaction in older subacute and rehabilitation units.

Assisted with elimination of silo management and initiated cross-training of management staff.

Envisioned and created the first company educational summit for client Medical Directors and VP of Nursing.
Improved client satisfaction with management services by 12% in less than a year.

VICE PRESIDENT, SUBACUTE OPERATIONS

1995 1996

Company recruited proven leader to establish a new division to capitalize on changing reimbursement and
demographic shift, while designing and installing/selling new subacute service line (step down units).

Instituted nursing policy and procedures, customer satisfaction process, case management and admission
processes to ensure survey, contractual and regulatory compliance. Recruited, trained and mentored nursing
staff to deploy operational start-up. Spearheaded consumer-based marketing materials.

Achieved $1M in subacute revenues in less than nine months.

Early Experience:
Beverly Enterprises/American Transitional Hospital, GROUP VICE PRESIDENT, SUBACUTE OPERATIONS
Integrated Health Services, REGIONAL DIRECTOR/CASE MANAGERSUBACUTE OPERATIONS
T2 Medical Inc, BUSINESS DEVELOPMENT | OPERATIONS EXECUTIVE

Education and Accomplishments

MBA in Marketing, Webster University, Webster Groves, MO
BS in Respiratory Therapy, Rockhurst College, Kansas City, MO
Requested speaker at national and regional trade associations for case management and social work