Sales Leadership

Adaptive Home Health•Detroit, MI

About The Position

We are seeking a player-coach Sales Leader to own a defined territory, grow a personal book of accounts, and coach a small team of sales representatives. The role works directly with the Regional Sales Manager to execute market strategy, build facility relationships, and develop the team. The primary success metric is quarter-over-quarter admission growth. This high-visibility role has a stated path to Regional Sales Manager as the company scales nationally. The company uses technology to automate home health back-office work, including intake, eligibility, charting, quality assurance, and collections. It operates across multiple states and is growing rapidly, with a mission of “any care, any where.”

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 interest in both field sales and developing others.
Data-driven approach to tracking metrics and making decisions.
Receptiveness to feedback and commitment to continuously improving.
Collaborative, team-oriented approach.
Low ego and willingness to be resourceful, do the 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.
Track record of mentoring junior representatives who went on to become top performers.

Responsibilities

Own and grow a defined territory, prioritizing high-value referral sources and pursuing territory growth.
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 across the territory.
Coach 2–5 sales representatives through weekly one-on-ones, ride-alongs, and pipeline reviews.
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 with recruiting and onboarding new representatives.
Conduct 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 Regional Sales Manager with data-backed insights and recommendations.
Build credibility with referral sources by understanding their needs and delivering on commitments.
Position Adaptive as a differentiated partner based on care quality and operational reliability.
Coordinate 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.