Area Sales Manager - Home Health

Core Responsibilities Sales Leadership & Coaching Conduct 2 to 3 ride-alongs per week with

Account Executives:

Observe field execution (pre-call planning, value messaging, objection handling, and call to action). Coach in real time and document action items with measurable follow-ups. Strengthen relationships at top accounts (hospital case managers, SNF administrators, AL/IL leaders, physician offices). Review pipeline, top 10 accounts, referrals by source, gap to goal, and next step commitments. Inspect CRM data quality, call plans, and touch cadences. Goal Ownership & Performance Management Own monthly/quarterly sales goals (referrals, admissions, conversion, payer mix). Cascade goals to the team with clear weekly activity targets (e.g., provider calls, decision-maker meetings, in services, events). Track performance vs. goal; identify leading indicators early (activity, new contacts, meetings held, in services delivered). Implement corrective action plans when performance lags (reset account strategy, joint calls, and targeted campaigns). Recognize wins and champion a performance culture (celebrate goal attainment and share best practices). Territory & Account Strategy Maintain a territory plan for each rep: Prioritize high-yield segments (Hospitals, SNFs, PCPs/Specialists, AL/IL, Home Health, and community channels). Define target lists, call frequencies, value propositions, and access strategies. Drive a balanced referral mix (not over reliant on AL/HH, grow Hospital & SNF). Orchestrate multi-thread relationships (front-line case managers, directors, physicians, discharge planners, social workers, and ED leads). Pipeline, CRM & Forecasting Enforce CRM hygiene (log all calls, opportunities, and outcomes within 24 hours to ensure accurate referral source attribution). Analyze trends by source type, diagnosis, length of stay, and conversion to guide strategy.

Use data to coach:

bridge activity, quality conversations, referrals, and admits. Cross-Functional Collaboration Partner with Clinical Operations/Intake to align on eligibility, timely assessments, and smooth admissions. Coordinate with Community Education/Marketing for events, in services, and campaigns. Loop in Executive/Branch leadership for access at strategic accounts (C suite and hospital leadership). Provide feedback to Compliance/Quality regarding referral concerns and ensure ethical practices. Provider Engagement & Market Development Personally lead or support key meetings with Hospitals and SNFs to grow discharges to home health or hospice. Oversee in services, lunch and learns, and case reviews that demonstrate value, readmission reduction, family satisfaction, and speed to evaluation. Identify and pursue new market opportunities (geographic pockets, specialty programs, and payer relationships). Training, Onboarding & Playbook Execution Ensure reps master: Pre-call planning, value frameworks, discovery, objection handling, and closing for next steps. Service recovery steps and response time expectations (e.g., 24 to 48 hour escalation/resolution norms). Compliance and documentation standards, including appropriate hospice eligibility conversations. Maintain a library of talk tracks, leave behinds, and ROI proof points (readmission data, LOS, and caregiver support outcomes). Compliance & Brand Stewardship Ensure all outreach and messaging meet federal, state, and company policies (no inducements and proper documentation). Uphold brand standards in all materials, presentations, and community events. Immediately address and document any compliance concerns. Digital Marketing Qualifications Bachelor's degree in Business, Marketing, Healthcare Administration, or related field preferred. Minimum 2 to 5 years of healthcare sales experience, preferably in home health, hospice, or post-acute care. Proven track record of meeting or exceeding sales targets. Strong understanding of home health services and payer sources (Medicare, Medicaid, commercial insurance). Excellent communication, presentation, and negotiation skills. Ability to travel within the assigned territory. Core Competencies Strategic sales planning Relationship building & networking Healthcare market knowledge Analytical and reporting skills Negotiation and influence Collaboration across departments Results-driven mindset Work Environment Primarily field-based within the assigned geographic territory. Frequent travel to hospitals, physician offices, and healthcare facilities. Occasional in-office meetings and sales planning sessions.