Area Manager Sales - Home Health and Hospice

Advocate Health • Oak Brook, IL

3d • $55 - $82

About The Position

The Area Manager Sales leads and monitors a sales team responsible for developing and maintaining relationships with physicians and internal and external referral organizations across Illinois and Wisconsin. The role supports growth in Home Care market share, including Home Health, Hospice, Home Infusion, and Home RT/Equipment. It executes growth strategies and sales plans with operating-unit leaders and executive leaders, and identifies markets, services, and partnerships that can increase revenue, market share, and community benefit.

The manager oversees sales team hiring, development, performance, and referral-channel management; works in the field to coach representatives and assess sales activity and referral patterns; and sets and monitors admission goals. The role supports business planning, tracking and dashboard reporting, system-wide account coordination, physician and referral-source education, and marketing materials. It also handles staff human-resources responsibilities, budget recommendations and expenditure controls, and compliance with the organization's ethical and legal requirements.

This is a full-time position with 40 hours per week during normal business hours. Travel throughout the assigned territory is required, and additional hours may be needed based on business needs. The position is generally based in a normal office environment, with possible exposure to hazardous materials or potentially infectious body fluids, as well as weather and road conditions during travel. The incumbent operates equipment necessary to perform the job.

Requirements

• Bachelor's degree in Business.
• Typically, five years of sales experience in a health system setting or a related industry, such as pharmaceutical, medical device, hospital, or skilled nursing facility sales.
• One year of supervisory experience managing a sales team, budgets, and market-development functions.
• Demonstrated knowledge of the healthcare industry, specifically home care.
• Demonstrated ability to sell, manage a sales team, and meet financial targets.
• Demonstrated knowledge of home care operations and payors, including capitation and health care reform.
• Demonstrated ability to work with data.
• Excellent problem-solving, conflict-resolution, and diplomacy skills.
• Leadership and interpersonal skills to accomplish goals through coordination and direction of others.
• Excellent oral and written communication skills, including effective interaction with internal and external strategic decision makers at all levels.
• Expert-level skills in successful relationship-building strategies, including consultative selling with physicians and referral sources.
• Ability to travel throughout the assigned territory.

Responsibilities

• Lead and monitor a sales team building and maintaining relationships with physicians and internal and external referral organizations across Illinois and Wisconsin to grow Home Care market share.
• Execute mutually defined growth strategies with the sales team and executive leaders of operating units.
• Work with operating-unit leaders and the sales team to develop and execute sales plans that meet or exceed revenue goals.
• Identify future markets, new product lines, and opportunities to increase revenue and market share or benefit communities.
• Hire and oversee the sales team's development and management of physician relationships and other referral channels.
• Work in the field to coach the sales team, review call reports, assess call volume and quality, and analyze referral patterns.
• Target physician referral sources and implement tactics to reverse referral leakage and increase AHC alignment.
• Lead monthly sales meetings and develop and monitor weekly and monthly admission goals for individual representatives.
• Serve as a conduit for key system-wide accounts, including Enterprise Care Management and Regional and PSA leaders.
• Participate in business-plan development and execution to grow specific service lines and clinical services.
• Coach the sales team on AAH system and Home Care services and products and on leveraging them for identified patient-distribution channels.
• Participate in the development, use, and documentation of tracking reports for growth planning; track and report results to PSA and Home Care leadership.
• Support development and use of dashboards that report results for growth key result areas, market trends, and intelligence.
• Focus on quality, incremental growth aligned with PSA and Regional growth plans and positive net income for aligned business entities.
• Identify emerging partnerships within the PSA, typically involving opportunities that do not extend beyond the PSA.
• Organize and implement system-wide physician and referral-source educational events and support the development of marketing and educational materials.
• Perform staff human-resources responsibilities, including interviewing and selection, promotions, staff development, performance evaluations, compensation changes, employee-concern resolution, corrective actions, terminations, and employee morale.
• Develop and recommend operating and capital budgets and control expenditures within approved budget objectives.
• Understand and adhere to the organization's Code of Ethical Conduct and ensure supervised employees comply with applicable policies, regulations, and laws.
• Perform other related duties as required.

Benefits

• Paid time off programs.
• Medical, dental, vision, life, and short- and long-term disability benefits.
• Flexible Spending Accounts for eligible health care and dependent care expenses.
• Adoption assistance and paid parental leave.
• Defined contribution retirement plans with employer match and other financial wellness programs.
• Educational Assistance Program.
• Competitive compensation, premium pay for select circumstances, incentive pay for select positions, and the opportunity for annual performance-based increases.
• Career development and well-being programs.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager