Pittsburgh Sales Leadership

Adaptive Home Health•Pittsburgh, PA

About The Position

The Sales Leader owns a defined territory as a player-coach, driving an individual book of accounts while coaching and developing a small team of sales representatives. The role partners directly with the Regional Sales Manager (RSM) to execute market strategy, build facility relationships, and develop the team. Success is measured primarily by quarter-over-quarter admission growth. This is a high-visibility role with a potential path to Regional Sales Manager as the company scales nationally. The position manages 20–30 key accounts and oversees representative coverage across the broader territory. It focuses on high-value referral sources, including discharge planners, case managers, and facility leadership. The Sales Leader coaches 2–5 representatives through weekly one-on-ones, ride-alongs, and pipeline reviews; maintains a disciplined operating cadence; builds strategic facility partnerships; and coordinates with operations to support seamless handoffs and patient outcomes. The company uses technology to reduce administrative work in home health, aiming to help clinicians focus on patient care and expand access. It describes its mission as “any care, any where” and is beginning with home health before expanding further.

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.
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 market.

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, and facility leadership to secure referrals.
Drive 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 sales 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 representatives.
Lead weekly pipeline reviews to forecast and manage opportunities.
Track leading indicators, including visits, meetings, and follow-ups, and lagging indicators, including 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 the company 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 to inform strategy.
Identify competitive threats and expansion opportunities.