Heather DeShano

Heather doesn't just sell into the veterinary space — she's lived the mission behind it. A relationship-driven Business Development Executive with 15+ years of proven success growing referral and account territories, building strategic partnerships, and driving revenue across healthcare, medical device, and clinical services organizations, she earns trust with technical decision-makers by translating complex product and service value into long-term partnerships. Her career started in the Los Angeles market, rounding out a relationship network that spans both California and Denver.

She manages multi-stakeholder field territories independently from a mobile office, and now she's ready to bring that track record — plus genuine, hands-on animal welfare experience — fully into veterinary and animal health. Advanced user of Salesforce CRM, EMR/practice management platforms, and AI-assisted sales tools including ChatGPT, Claude AI, and Microsoft Copilot.

Family Support Leave (2025-09 – 2026-02)

Relocated to Michigan to support family. Returned to Colorado in February 2026 and is now based back in Denver, remaining actively engaged with the Denver business development community while evaluating new opportunities.

Director of Business Development at Highline Post Acute (2024-09 – 2025-09)

Directed strategic partnerships with hospitals, physicians, specialists, case managers, discharge planners, and referral sources — the same relationship-building and account-growth model used to grow veterinary practice and clinic partnerships.

• Exceeded referral and census growth objectives through targeted territory development and consistent provider engagement, managed independently across the full Denver market.
• Represented the organization through education, networking events, executive presentations, and community outreach.
• Maintained referral pipelines and strategic account plans in CRM while collaborating cross-functionally with admissions, nursing, rehabilitation, operations, and executive leadership.
• Conducted recurring account reviews to track referral trends — a habit directly transferable to monitoring veterinary clinic account health.
• Built a consistent relationship cadence with referral partners, the same rhythm used to keep veterinary practice partners engaged long-term.
• Represented the organization at community and professional association events to expand visibility, mirroring the in-person trust-building veterinary partners expect.

Medical Leave (2022-01 – 2024-01)

Stepped away from full-time employment for a personal medical leave; returned to business development in 2024.

Business Development Manager at Modern Vascular (2020-01 – 2022-01)

Built and grew referral relationships across a multi-specialty territory of surgeons, cardiologists, podiatrists, endocrinologists, wound care providers, and primary care physicians — comparable in scale and complexity to a multi-clinic veterinary territory.

• Educated referral partners on disease states, minimally invasive treatment options, and referral pathways, translating clinical/technical information into practical partner value.
• Built account growth strategies using Salesforce analytics and market intelligence to prioritize territory investment.
• Strengthened long-term provider loyalty through consultative relationship management and consistent follow-up.
• Conducted regular in-person visits across a multi-specialty referral network, the same field cadence needed to maintain a veterinary clinic territory.
• Coordinated with clinical and scheduling teams to ensure smooth referral handoffs, directly analogous to coordinating with veterinary front-desk and clinical staff.
• Represented the organization at industry conferences and community health events to build brand visibility.

Business Development Navigator at InnovAge PACE (2018-01 – 2020-01)

Expanded referral partnerships with physicians, hospitals, senior living communities, and community organizations through proactive, relationship-first outreach.

• Promoted a value-based care model through partner education and strategic territory outreach.
• Partnered with enrollment, clinical, and operational leadership to drive sustained participant and partnership growth.
• Delivered educational presentations to physicians, hospitals, and community organizations on program services and eligibility.
• Built relationships with case managers and discharge planners to support smooth referrals and transitions.
• Tracked outreach activity and referral trends to prioritize territory strategy toward high-opportunity partners.

Clinical Liaison at Life Care Centers of America (2015-01 – 2018-01)

Strengthened hospital and physician referral relationships across the full continuum of care.

• Partnered with case managers, discharge planners, and clinical leadership to improve patient/client transitions — directly analogous to coordinating veterinary referral and continuity-of-care handoffs.
• Consistently exceeded referral growth objectives through proactive relationship management and community engagement.
• Conducted regular hospital rounding and provider visits to maintain visibility and surface new referral opportunities.
• Educated case management teams on facility services and admission criteria to streamline referrals.
• Monitored referral trends to adjust territory outreach priorities.

Account Manager at Hillrom / Huntleigh Healthcare (2011-01 – 2015-01)

Managed strategic accounts using a consultative, medical-device sales approach — delivering executive presentations, product demonstrations, and clinical education.

• Built long-term customer relationships while consistently achieving territory performance objectives.
• Collaborated with leadership and clinical stakeholders across accounts to improve customer success and retention.
• Developed account plans and territory strategies to prioritize outreach across hospital systems and departments.
• Coordinated with internal support and clinical education teams to resolve customer issues and support smooth implementation.
• Monitored account activity and market trends to identify retention and growth opportunities.

Bachelor of Science in Health Information Management – Ferris State University