Home Health Sales Leader — Player‑Coach Territory Growth

Adaptive Home Health, LLC; Charlotte (NC); On-site; USD 90,000 - 130,000; Full time

Benefits offered by this job

PTO

Flexible scheduling

Mileage reimbursement

Health insurance

Dental and vision insurance

Life insurance

Job summary

Adaptive Home Health, LLC is seeking a Sales Leader to own a defined territory and coach a small team of 2–5 reps, partnering with the Regional Sales Manager to execute market strategy and build facility relationships.

This high-visibility role focuses on driving admission growth, data-driven planning, and delivering referrals while ensuring patient outcomes and seamless handoffs with operations.

Qualifications

• 5+ years of home health sales experience with a quota track record.
• 1+ year in a player-coach or sales management role.
• Proven ability to build relationships with facility-level decision-makers (discharge planners, case managers, clinical leadership).
• Comfort with data-driven territory planning and performance tracking.
• Hospice sales experience alongside home health.
• A track record of building and expanding referral networks.
• Experience recruiting or screening sales talent.
• Mentored junior reps who went on to become top performers.
• Established facility relationships in [market].

Responsibilities

• Own your territory and drive admission growth.
• Execute a data-driven territory plan: prioritize high-value accounts, target whitespace, and win share from competitors.
• Manage your own book of 20–30 key accounts while overseeing rep coverage across the broader territory.
• Build relationships with discharge planners, case managers, and facility leadership to secure referrals.
• Deliver measurable quarter-over-quarter admission growth.
• Coach and develop your sales team.
• Coach 2–5 reps through weekly 1:1s, ride-alongs, and pipeline reviews.
• Help reps sharpen their pitch, objection handling, relationship building, and time management.
• Set clear activity expectations and hold the team accountable to performance metrics.
• Partner with your RSM to recruit and onboard new reps.
• Run a disciplined weekly operating cadence.
• Lead weekly pipeline reviews to forecast and manage opportunities.
• Track leading indicators (visits, meetings, follow-ups) and lagging indicators (referrals, admissions, episodic mix).
• Report territory performance to your RSM with data-backed insights and recommendations.
• Build strategic facility partnerships.
• Earn credibility with key referral sources by understanding their needs and following through on commitments.
• Position Adaptive as a differentiated partner, built on care quality and operational reliability.
• Work closely with operations to ensure seamless handoffs and strong patient outcomes.
• Execute market strategy with your RSM.
• Implement the RSM's market penetration plan at the territory level.
• Share field feedback and market intelligence to inform strategy.
• Identify competitive threats and expansion opportunities.

Job description

Adaptive Home Health, LLC is seeking a Sales Leader to own a defined territory and coach a small team of 2–5 reps, partnering with the Regional Sales Manager to execute market strategy and build facility relationships.

This high-visibility role focuses on driving admission growth, data-driven planning, and delivering referrals while ensuring patient outcomes and seamless handoffs with operations.