Sales Leadership

Adaptive Home Health•Charlotte, NC

About The Position

Adaptive is building a technology-enabled home health company that automates back-office work so care teams can focus on patients. The company is growing across multiple states and aims to expand from home health into other areas of care. The Sales Leader is a player-coach territory leader responsible for growing a defined territory, managing personal accounts, and developing a small team of sales representatives. Working with the Regional Sales Manager, this person executes market strategy, builds relationships with referral sources, and drives quarter-over-quarter admission growth. The role manages 20–30 key accounts and coaches 2–5 sales reps through regular one-on-ones, ride-alongs, and pipeline reviews. It offers a path to Regional Sales Manager as the company expands nationally.

Requirements

5–8 years of home health sales experience with a proven record of meeting or exceeding quota.
1–2 years in a player-coach, team lead, or sales management role, or demonstrated mentorship of peers.
Demonstrated 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 to pursue aggressive growth targets and performance-based compensation.
Player-coach mentality and an interest in developing others while remaining active in the field.
Data-driven approach to tracking metrics and making decisions.
Openness to feedback and continuous improvement.
Collaborative, low-ego approach and willingness to do hands-on work and support the broader team.

Nice To Haves

Home health or hospice sales experience with proven referral network development.
Experience recruiting or screening sales talent.
Existing relationships with facilities in Texas metros.
A track record of mentoring junior representatives who went on to become top performers.

Responsibilities

Own and grow a defined territory, prioritizing high-value accounts, targeting whitespace, and taking share from competitors.
Manage a personal book of 20–30 key accounts while overseeing sales-rep coverage of the broader territory.
Build relationships with discharge planners, case managers, facility leadership, and other referral sources to secure referrals.
Drive measurable quarter-over-quarter admission growth across the territory.
Coach 2–5 sales representatives through weekly one-on-ones, ride-alongs, and pipeline reviews.
Help sales representatives improve their pitch, objection handling, relationship building, and time management.
Set activity expectations and hold the team accountable to performance metrics.
Support the Regional Sales Manager with recruiting and onboarding new representatives.
Run weekly pipeline reviews, forecast opportunities, and track leading and lagging performance indicators.
Report territory performance to the Regional Sales Manager with data-backed insights and recommendations.
Build credibility with referral sources, position Adaptive as a differentiated partner, and work with operations counterparts to support seamless handoffs and patient outcomes.
Implement the Regional Sales Manager's market penetration plan, provide market intelligence, and identify competitive threats and expansion opportunities.