Atlanta Sales Leadership

Adaptive Home Health•Atlanta, GA

About The Position

We are looking for a Sales Leader to own a defined territory in Atlanta 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 develop the team. The primary measure of success is quarter-over-quarter admission growth. This is a high-visibility opportunity with a stated path to Regional Sales Manager as the company scales nationally. The position manages a personal book of 20–30 key accounts and oversees representative coverage across the broader territory. It involves developing referral relationships with discharge planners, case managers, and facility leadership; coaching 2–5 sales representatives; maintaining a disciplined weekly operating cadence; and collaborating with operations to support smooth handoffs and patient outcomes. The Sales Leader implements the RSM's market penetration plan and shares field feedback and market intelligence to inform strategy.

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.
Hungry and competitive, with motivation from aggressive growth targets and performance-based compensation.
Player-coach mentality and interest in remaining in the field while developing others.
Data-driven approach to decision-making and performance.
Coachable, with a commitment to seeking feedback and continued improvement.
Collaborative team player who helps others succeed.
Low ego and willingness to be scrappy, do the work, and support the broader team.

Nice To Haves

Hospice sales experience in addition to home health.
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 Atlanta.

Responsibilities

Own and grow a defined territory, prioritizing high-value referral sources and driving admission growth.
Execute a data-driven territory plan by 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, and facility leadership to secure referrals.
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 clear 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 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 ensure seamless handoffs and strong patient outcomes.
Implement the RSM's market penetration plan at the territory level.
Share field feedback and market intelligence to inform strategy, and identify competitive threats and expansion opportunities.