Sales Leadership

Adaptive Home Health•Detroit, MI

About The Position

This is a player-coach sales leadership role responsible for owning a defined territory, growing a personal book of accounts, and coaching a small team of sales representatives. The role works directly with a Regional Sales Manager to execute market strategy, build facility relationships, and develop the sales team's talent. The primary measure of success is quarter-over-quarter admission growth. The position offers a path to Regional Sales Manager as the company expands nationally. The company is building a technology-enabled home health business that automates administrative work across intake, eligibility, charting, quality assurance, and collections. Its stated mission is “any care, any where,” beginning with home health and expanding further.

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.
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.
Motivation by aggressive growth targets and performance-based compensation.
A player-coach mindset, with interest in remaining active in the field while developing others.
Ability to track metrics and use data to drive decisions.
Willingness to seek feedback and continuously improve.
Collaborative approach and willingness to support the broader team.
Low-ego, hands-on approach and willingness to do the work.

Nice To Haves

Home health or hospice sales experience with a proven referral-network development record.
Experience recruiting or screening sales talent.
Existing relationships with facilities in Texas metro areas.
A track record of mentoring junior representatives who later became top performers.

Responsibilities

Own and grow a defined territory by prioritizing high-value referral sources, targeting whitespace, and taking share from competitors.
Manage a personal book of 20–30 key accounts while overseeing sales-rep coverage across 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, pipeline reviews, and structured coaching.
Help representatives improve their pitches, objection handling, relationship building, and time management.
Set activity expectations and hold the team accountable to performance metrics.
Support the Regional Sales Manager in recruiting and onboarding sales representatives.
Conduct weekly pipeline reviews to forecast and manage opportunities.
Track leading indicators such as visits, meetings, and follow-ups, along with lagging indicators such as referrals, admissions, and episodic mix.
Report territory performance to the Regional Sales Manager with data-backed insights and recommendations.
Build credibility with key 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 counterparts to ensure seamless handoffs and strong patient outcomes.
Implement the Regional Sales Manager’s market penetration plan at the territory level.
Provide market intelligence and feedback to inform strategy adjustments, and identify competitive threats and expansion opportunities.