Area Vice President of Sales

Full Spectrum Search Group•Baltimore, MD

1d•$135,000 - $160,000•Hybrid

About The Position

Full Spectrum Search Group is conducting a search for a growing national home health operator seeking an Area Vice President of Sales to lead their Maryland market. This is described as one of the most consequential sales leadership seats in their entire home health division. The role involves leading sales operations across four home health offices in the Maryland market (Baltimore, Upper Marlboro, Cambridge, and Salisbury). The territory has a combined census of approximately 1,500 to 1,600 patients and the AVP will manage approximately 15 account executives. The expectation is a player-coach who can develop AEs, hold them accountable to revenue and census KPIs, and personally open and maintain director-level hospital relationships. The market is currently at approximately 105% of goal, with a bonus-earning structure from day one. The team consists of roughly 15 Account Executives, with 70% having five or more years of tenure. The organization has experienced significant growth in its AVP and BD leadership headcount and has a documented history of internal promotion.

Requirements

Minimum three years leading field sales teams in home health, hospice, or a closely adjacent high-acuity referral environment
Minimum five to eight direct field sales reports managed, not counting admissions coordinators or support staff
Demonstrated, sustained experience calling on hospital systems at the director of case management or discharge planning level
Proven track record developing hunter-mentality sellers and holding them accountable to census and revenue targets
Fluency in managing to revenue and EBITDA KPIs at the market or regional level

Nice To Haves

Baltimore or central Maryland market knowledge is a meaningful plus
Hospice sales leaders are considered if the track record reflects a hospital-facing, hunter strategy; community-liaison-only profiles are not a fit

Responsibilities

Lead, develop, and hold accountable approximately 15 account executives across four Maryland offices
Spend a minimum of three days per week in the field: ride-alongs, joint calls, and individual coaching
Build and maintain senior-level referral relationships at major hospital systems, including directors of case management and discharge planning, at a minimum quarterly cadence
Maintain regional-level relationships at major SNF and facility chains operating in the market
Drive census growth and revenue performance across the territory; manage to revenue and EBITDA KPIs as primary performance measures
Partner with operations leadership to align sales activity with patient delivery and clinical outcomes
Contribute to hiring decisions for open AE positions within the territory