Home Health Area Sales Director

VitalCaring Group•Tampa, FL

12d

About The Position

VitalCaring is seeking an Area Sales Director for Home Health to lead and develop a high-performing sales team and drive referral growth, market development, and revenue across an assigned territory. The director provides strategic direction and hands-on leadership to Account Managers and Care Transition Navigators, supporting territory execution, referral partnerships, and achievement of growth goals. The role works closely with branch and operational leadership to expand VitalCaring’s presence in the communities it serves and connect patients with home-based care. The position includes sales team leadership and development; territory and market strategy; referral partnership and business development; operational collaboration to support patient access; and education and oversight concerning compliance. The director builds relationships with healthcare organizations and professionals, analyzes sales and market information, and ensures sales and referral practices are ethical and compliant.

Requirements

A college degree, equivalent relevant experience, or applicable professional licensure is required.
At least one year of healthcare or home health sales experience.
Ability to lead, coach, and inspire healthcare sales teams.
Demonstrated record of achieving or exceeding referral, census, revenue, and growth goals.
Strong knowledge of the home health and post-acute healthcare landscape.
Ability to build relationships with physicians, hospitals, case managers, discharge planners, and other referral partners.
Strategic thinking, execution focus, and results orientation.
Business acumen and understanding of territory management, market development, and referral dynamics.
Ability to analyze performance, identify growth opportunities, and translate insights into action.
Collaborative leadership style and ability to build partnerships between sales and operations.
Passion for developing people, growing markets, and helping patients receive care at home.
Leadership approach aligned with VitalCaring’s core values: trustworthy, capable, compassionate, proactive, and called.

Nice To Haves

Bachelor’s degree preferred.

Responsibilities

Lead, coach, and develop Account Managers and Care Transition Navigators to achieve referral, census, and growth goals.
Recruit, interview, onboard, train, and retain sales professionals.
Set performance expectations and provide ongoing coaching, mentoring, education, and feedback.
Create individualized sales strategies and performance plans based on territory opportunity and business needs.
Promote accountability, collaboration, urgency, and consistent execution.
Monitor sales performance and activity, focusing on high-value accounts, referral opportunities, and market priorities.
Develop and monitor performance improvement plans when necessary.
Develop and execute strategic sales and marketing plans for sustainable home health growth across the assigned territory.
Evaluate referral trends, market dynamics, competitive activity, and expansion opportunities.
Identify underdeveloped accounts and untapped referral opportunities and develop strategies to increase market penetration.
Drive referral and revenue growth through territory management, account development, and new business generation.
Work with sales team members to create strategic territory plans with clear targets, priorities, and measurable outcomes.
Use sales data and market intelligence to identify growth barriers and develop solutions.
Communicate market performance, opportunities, competitive activity, and growth strategies to regional sales leadership.
Build and strengthen relationships with physicians, hospitals, health systems, rehabilitation and skilled nursing facilities, assisted living communities, and other healthcare partners.
Develop new referral relationships and expand opportunities within existing accounts.
Partner with healthcare professionals to support seamless transitions to home.
Educate referral partners on VitalCaring’s home health services, capabilities, patient eligibility, and the value of skilled care at home.
Identify opportunities to strengthen VitalCaring’s position as a trusted post-acute care partner.
Represent VitalCaring at networking, educational, and community events and through relationship-building activities.
Partner with branch and operational leadership to align growth strategies with clinical capacity, patient needs, and organizational goals.
Collaborate with operations to support timely transitions from referral to start of care.
Monitor referral trends, conversion opportunities, census performance, and market needs.
Help identify and resolve barriers that affect referral conversion or patient access to home health services.
Maintain accurate and timely sales and referral activity in company systems and technology platforms.
Prepare, review, and communicate sales-related reporting and commission information as required.
Ensure sales and referral activities comply with applicable laws, regulations, and company policies, including Stark Law and Anti-Kickback requirements.
Maintain knowledge of Medicare home health eligibility, referral requirements, and applicable regulations.
Educate sales team members and referral partners about home health services, Medicare guidelines, patient eligibility, and referral processes.
Reinforce ethical, compliant, and patient-centered business development practices.
Participate in required training, education, and professional development.