HCP Inside Sales Manager

Quest Health Solutions LLC•Coral Springs, FL

24d

About The Position

The HCP Inside Sales Manager leads and develops the HCP Inside Sales team to grow physician referrals, improve referral-to-shipment conversion, and meet departmental performance objectives. The position oversees daily sales operations, account development, NPI activation, and employee performance, while collaborating with cross-functional teams to support company growth initiatives. It directly supervises the HCP Inside Sales Team. Business travel is not routinely required, though occasional local travel may be required.

Requirements

High school diploma or equivalent required; equivalent relevant sales management experience may be considered.
At least 3 years of inside sales, telesales, or phone-based B2B sales experience.
At least 1–2 years in a supervisory or team lead capacity.
Ability to coach representatives on call quality, objection handling, and pipeline discipline.
Working proficiency with Salesforce or a comparable CRM, including queue management, disposition standards, and pipeline reporting.
Ability to manage activity-based and outcome-based metrics and hold a team accountable to both.
Strong communication skills and ability to partner effectively across Operations, Marketing, and Field Sales.

Nice To Haves

Bachelor's degree.
Experience selling into physician offices, clinics, or healthcare provider settings.
Background in DME, CGM, diabetes supply, pharmaceuticals, or medical devices.
Familiarity with Medicare coverage requirements and DME documentation workflows.

Responsibilities

Lead, supervise, coach, and develop HCP Inside Sales Representatives through call coaching, pipeline reviews, performance evaluations, and individual accountability.
Oversee daily sales operations, including employee scheduling, workload distribution, outbound calling, and productivity standards.
Recruit, hire, onboard, and train team members to meet productivity expectations within established timeframes.
Develop and execute sales strategies to increase physician referrals, strengthen provider relationships, improve referral-to-shipment conversion, and drive new NPI activation.
Monitor departmental KPIs, including referral volume, conversion rates, shipments per representative, outbound call volume, connected conversations, and follow-up activity.
Oversee Salesforce workflows, including prioritized call queues, accurate account and NPI records, standardized call dispositions, and timely follow-up documentation.
Partner with Data & Lead Management to route, prioritize, and distribute qualified physician leads from DTC and other sources.
Collaborate with Outside Sales to coordinate physician account coverage, optimize phone-based versus field outreach, and prevent duplicate sales efforts.
Coordinate with the Provider Relations Specialist and Operations to address referral barriers, minimize processing delays, and improve shipment conversion.
Identify physician objections, payer barriers, competitive trends, and operational inefficiencies, and implement strategies to improve sales performance.
Prepare and present weekly and monthly performance reports, identify performance gaps, and implement corrective action plans.
Administer the HCP Inside Sales commission and performance framework, including monthly activity requirements, incentive eligibility, and performance review standards.
Ensure adherence to Company policies, HIPAA, Medicare requirements, and applicable DME regulations.
Perform other duties as assigned.