Indianapolis Sales Leadership

Adaptive Home Health•Indianapolis, IN

About The Position

Adaptive is seeking a Sales Leader to own a defined territory in Indianapolis as a player-coach. The role combines responsibility for 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 to execute market strategy, build facility relationships, and develop the team. Success is measured primarily by quarter-over-quarter admission growth, with a stated path to Regional Sales Manager as the company expands.

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.

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 Indianapolis.

Responsibilities

Own and grow a defined territory, prioritizing high-value referral sources and targeting whitespace.
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 activity expectations and hold the team accountable to performance metrics.
Partner with the Regional Sales Manager 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 Regional Sales Manager 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 support seamless handoffs and strong patient outcomes.
Implement the Regional Sales Manager's market penetration plan at the territory level.
Share field feedback and market intelligence, and identify competitive threats and expansion opportunities.
Drive measurable quarter-over-quarter admission growth.