Home Health Area Sales Director

VitalCaring Group•Tampa, FL

11d

About The Position

The Area Sales Director leads and develops a high-performing home health sales team while driving referral growth, market development, and revenue across an assigned territory. The role provides strategic direction and hands-on leadership to Account Managers and Care Transition Navigators, supporting strong territory execution, referral partnerships, and achievement of growth goals. The director works closely with branch and operational leadership to expand VitalCaring’s presence and connect more patients with home-based care. The position oversees sales team development, territory strategy, referral partnerships, business development, operational coordination, patient access, and compliance. It also includes maintaining accurate sales and referral activity in company systems, preparing and communicating sales-related reports and commission information, and educating team members and referral partners about home health services and applicable requirements.

Requirements

Bachelor’s degree preferred; a college degree, equivalent relevant experience, or applicable professional licensure is required.
At least one year of healthcare or home health sales experience.
Proven ability to lead, coach, and inspire high-performing 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 influential relationships with physicians, hospitals, case managers, discharge planners, and other referral partners.
Strategic thinking combined with a strong bias for execution and results.
Strong 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 strong partnerships between sales and operations.
Passion for developing people, growing markets, and helping patients receive care at home.
Leadership approach aligned with the values of being trustworthy, capable, compassionate, proactive, and called.

Nice To Haves

Bachelor’s degree.
Healthcare or home health sales experience beyond the one-year minimum.

Responsibilities

Lead, coach, and develop Account Managers and Care Transition Navigators to meet referral, census, and growth goals.
Recruit, interview, onboard, train, and retain high-performing sales professionals.
Set performance expectations and provide ongoing coaching, mentoring, education, and feedback.
Develop individualized sales strategies and performance plans based on territory opportunities and business needs.
Foster accountability, collaboration, urgency, and consistent execution across the sales team.
Monitor sales performance and activity, focusing on high-value accounts, referral opportunities, and market priorities; develop performance improvement plans when needed.
Develop and execute strategic sales and marketing plans to drive sustainable home health growth across the assigned territory.
Evaluate referral trends, market dynamics, competitive activity, and expansion opportunities; identify underdeveloped accounts and untapped referral sources.
Drive referral and revenue growth through territory management, account development, and new business generation.
Partner with sales team members to create territory plans with clear targets, priorities, and measurable outcomes.
Use sales data and market intelligence to identify barriers to growth and develop solutions.
Communicate with regional sales leadership about market performance, opportunities, competitive activity, and growth strategies.
Build and strengthen relationships with physicians, hospitals, health systems, rehabilitation facilities, skilled nursing facilities, assisted living communities, and other healthcare partners.
Develop new referral relationships and expand opportunities within existing accounts.
Work with physicians, discharge planners, case managers, social workers, and other healthcare professionals to support transitions to home.
Educate referral partners about VitalCaring’s home health services, capabilities, patient eligibility, and the value of skilled care at home.
Represent VitalCaring through networking, educational programs, community events, and relationship-building activities.
Partner with branch and operational leadership to align growth plans 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 resolve barriers to referral conversion and patient access.
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 on 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 activities.