Sales Excellence Lead

Respire Homecare Services•Charlotte, NC

5d•Hybrid

About The Position

The Sales Excellence Lead partners with the SVP, Growth to raise the level of field sales execution within one assigned region (Evergreen, Maple, or Magnolia) through structured, hands-on coaching of Sales Liaisons and ongoing development of sales enablement infrastructure. A minimum of 3 to 4 days per week is spent in the field riding with Sales Liaisons, coaching discovery, value proposition delivery, closing, troubleshooting, and patient qualification. The remaining time is spent building and improving the training, onboarding, and process-improvement programs that raise Sales Liaison performance over time.

Requirements

High school diploma or equivalent required
3+ years of experience in DME, home respiratory, or related healthcare sales.
Demonstrated experience coaching, training, or mentoring a sales team.
Strong working knowledge of respiratory DME products and the referral-to-sales cycle.
Ability to travel extensively within the assigned region (3–4+ days per week in the field).
Valid driver's license and ability to operate a vehicle for business travel.
Strong presentation, communication, and interpersonal skills.

Nice To Haves

associate's or bachelor's degree in Business, Sales, or a related field preferred.
Prior experience as a Sales Liaison or Regional Director of Sales within DME/homecare preferred.
Experience designing or delivering formal sales training or onboarding curricula preferred.
Familiarity with CRM/engagement-tracking tools (e.g., Trella or similar) preferred.

Responsibilities

Rides with Sales Liaisons in their territories on a regular, recurring cadence.
Coaches Liaisons in real time on discovery and needs-based questioning with referral sources.
Coaches Liaisons on articulating Respire's value proposition to physicians, case managers, and other referral partners.
Coaches Liaisons on closing technique and confidently asking for the business.
Troubleshoots field-level barriers to conversion, including objection handling and account-specific obstacles.
Reinforces proper patient qualification practices in alignment with clinical and documentation standards.
Observes and coaches adherence to intake, documentation, and CMN-collection steps at the point of sale.
Delivers individualized, documented feedback and development plans following each field ride.
Serves as the first point of contact for field sales escalations within the region, resolving directly where possible.
Pulls in the SVP, Growth, Chief Clinical Officer, or other leaders only when an escalation genuinely requires their involvement.
Helps keep day-to-day field issues off the desks of senior clinical and sales leadership so they can focus on what only they can do.
Designs, builds, and delivers an ongoing sales training curriculum for Sales Liaisons covering discovery, value articulation, closing, objection handling, and product/therapy knowledge.
Identifies skill gaps across the region and builds targeted training to close them.
Facilitates group training sessions, role-play exercises, and skill workshops.
Builds and continuously improves a formal onboarding program for newly hired Sales Liaisons, including ramp milestones and early-tenure coaching support.
Tracks new-hire ramp progress and adjusts onboarding content based on outcomes.
Provides direct sales coverage in open or vacant territories within the region as needed, so patient and referral activity doesn't stall while a territory is unfilled.
Supports the stand-up of new (de novo) markets within the region, including early-stage territory coverage, onboarding, and process setup.
Partners with Patient Navigation, Intake, and documentation teams to identify and resolve breakdowns in the handoff between field sales and intake/documentation.
Recommends and helps implement process improvements that reduce documentation gaps and setup delays.
Escalates recurring operational or workflow issues affecting sales performance to the SVP, Growth.
Provides field-informed input to Marketing on the sales collateral, presentations, and tools Sales Liaisons need to support referral development and conversion.
Pilots new marketing materials in the field and reports back on effectiveness.
Reports coaching activity, field observations, and regional trends to the SVP, Growth on a regular cadence.
Collaborates with the Regional General Manager and Patient Navigation Director so coaching efforts align with regional operating priorities.
Maintains accurate records of coaching rides, training delivered, and development plans.
Performs other duties as assigned by the SVP, Growth.