Providence Sales Leadership

Adaptive Home Health•Providence, RI

About The Position

Adaptive is seeking a Sales Leader to own a defined territory as a player-coach. The role combines managing a personal book of accounts with coaching and developing a small team of sales representatives. The Sales Leader partners directly with the Regional Sales Manager (RSM) to execute market strategy, build facility relationships, and grow the territory. Success is measured primarily by quarter-over-quarter admission growth. This high-visibility position offers a path to Regional Sales Manager as Adaptive expands nationally.

Requirements

At least 5 years of home health sales experience, with a proven 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.
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 the target market.

Responsibilities

Own and grow a defined territory, prioritizing high-value referral sources and targeting whitespace and competitor share.
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, and facility leadership to secure referrals.
Deliver measurable quarter-over-quarter admission growth.
Coach 2–5 sales representatives through weekly one-on-ones, ride-alongs, and pipeline reviews.
Develop representatives’ pitch, objection handling, relationship-building, and time-management skills.
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 and track leading and lagging performance indicators.
Report territory performance to the RSM with data-backed insights and recommendations.
Build strategic facility partnerships by understanding referral sources’ 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.