Area Sales Manager - Home Health

JOL HEALTHCARE•Leander, TX

2d•Onsite

About The Position

The Area Sales Manager - Home Health role focuses on leading and coaching a team of Account Executives to achieve sales goals within the home health sector. This involves conducting ride-alongs, coaching in real-time, strengthening relationships with key healthcare partners, and ensuring CRM data quality. The position requires ownership of monthly and quarterly sales targets, including referrals, admissions, conversion, and payer mix, and the ability to implement corrective action plans when performance lags. Strategic planning for territories and accounts, pipeline management, and cross-functional collaboration with clinical operations, marketing, and leadership are crucial. The role also involves provider engagement, market development, ensuring reps are trained on sales techniques and compliance, and upholding brand standards and compliance policies.

Requirements

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.

Nice To Haves

Strategic sales planning
Relationship building & networking
Healthcare market knowledge
Analytical and reporting skills
Negotiation and influence
Collaboration across departments
Results-driven mindset

Responsibilities

Conduct 2 to 3 ride-alongs per week with Account Executives to observe field execution and provide real-time coaching.
Strengthen relationships with key accounts such as hospital case managers, SNF administrators, AL/IL leaders, and physician offices.
Review sales pipeline, top accounts, referrals by source, gap to goal, and next step commitments.
Inspect CRM data quality, call plans, and touch cadences.
Own monthly/quarterly sales goals (referrals, admissions, conversion, payer mix).
Cascade goals to the team with clear weekly activity targets.
Track performance vs. goal and identify leading indicators early.
Implement corrective action plans when performance lags.
Recognize wins and champion a performance culture.
Maintain a territory plan for each rep, prioritizing high-yield segments and defining target lists, call frequencies, value propositions, and access strategies.
Drive a balanced referral mix and orchestrate multi-thread relationships.
Enforce CRM hygiene, ensuring all calls, opportunities, and outcomes are logged within 24 hours.
Analyze trends by source type, diagnosis, length of stay, and conversion to guide strategy.
Use data to coach on activity, quality conversations, referrals, and admits.
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.
Provide feedback to Compliance/Quality regarding referral concerns and ensure ethical practices.
Personally lead or support key meetings with Hospitals and SNFs.
Oversee in services, lunch and learns, and case reviews.
Identify and pursue new market opportunities.
Ensure reps master pre-call planning, value frameworks, discovery, objection handling, and closing for next steps.
Ensure reps understand service recovery steps and response time expectations.
Ensure reps understand compliance and documentation standards.
Maintain a library of talk tracks, leave behinds, and ROI proof points.
Ensure all outreach and messaging meet federal, state, and company policies.
Uphold brand standards in all materials, presentations, and community events.
Immediately address and document any compliance concerns.