Nashville Sales Leadership

Adaptive Home Health•Nashville, TN

About The Position

Adaptive is building a technology-enabled home health company that automates administrative work so clinicians can focus on patient care. The company operates across multiple states and is expanding nationally, with a mission of “any care, any where.” The Sales Leader owns and grows a defined territory as a player-coach, managing a personal book of 20–30 key accounts while coaching and developing 2–5 sales representatives. The role focuses on high-value referral sources, facility relationships, and quarter-over-quarter admission growth. The Sales Leader partners directly with the Regional Sales Manager (RSM) to execute market strategy, develop the team, and identify market opportunities. This is a high-visibility role with a stated path to Regional Sales Manager as the company scales.

Requirements

At least 5 years of home health sales experience, with a proven track record of meeting or exceeding quota.
At least 1 year in a player-coach, team lead, or sales management role, or demonstrated experience mentoring peers.
Proven ability to build relationships with facility-level decision-makers, including discharge planners, case managers, and clinical leadership.
Comfort with data-driven territory planning and performance tracking.

Nice To Haves

Hospice sales experience in addition to home health.
A track record of building and expanding referral networks.
Experience recruiting or screening sales talent.
Experience mentoring junior representatives who went on to become top performers.
Established facility relationships in Nashville.

Responsibilities

Own and grow a defined territory, prioritizing high-value accounts, targeting whitespace, and winning share from competitors.
Manage a personal book of 20–30 key accounts while overseeing sales representative coverage across the broader territory.
Build relationships with discharge planners, case managers, facility leadership, and other facility-level referral sources.
Deliver measurable quarter-over-quarter admission growth.
Coach 2–5 sales representatives through weekly one-on-ones, ride-alongs, and pipeline reviews.
Help representatives improve their pitch, objection handling, relationship building, and time management.
Set activity expectations and hold the team accountable to performance metrics.
Partner with the RSM to recruit and onboard new representatives.
Lead weekly pipeline reviews to forecast and manage opportunities.
Track leading indicators such as visits, meetings, and follow-ups, and lagging indicators such as referrals, admissions, and episodic mix.
Report territory performance to the RSM with data-backed insights and recommendations.
Build credibility with referral sources by understanding their needs and following through on commitments.
Position Adaptive as a differentiated partner based on care quality and operational reliability.
Work with operations to support seamless handoffs and strong patient outcomes.
Implement the RSM’s market penetration plan at the territory level.
Share field feedback and market intelligence, and identify competitive threats and expansion opportunities.