Sales Leadership

The Opportunity

We're seeking an Area Sales Manager to own a defined territory as a player-coach. This role combines direct account management with coaching and developing a small team of sales reps.

• Drive admission growth in your territory as the primary success metric
• Own and grow a defined territory with a focus on high-value referral sources
• Manage your own book of 20-30 key accounts while overseeing rep coverage of the broader territory
• Build relationships with discharge planners, case managers, and facility leadership to secure referrals
• Develop and coach your sales team through structured weekly 1:1s, ride-alongs, and pipeline reviews
• Set clear activity expectations and hold your team accountable to performance metrics
• Support your Regional Sales Manager in recruiting and onboarding new reps for your territory
• Run a disciplined weekly operating cadence
• Conduct weekly pipeline reviews with your reps to forecast and manage opportunities
• Track leading indicators (visits, meetings, follow-ups) and lagging indicators (referrals, admits, episodic mix)
• Report territory performance to your RSM with data-backed insights and recommendations

What You'll Do

• Own your territory and drive admission growth
• Execute a data-driven territory plan: prioritize high-value accounts, target whitespace, and take share from competitors
• Build relationships with discharge planners, case managers, and facility leadership to secure referrals
• Develop and coach your sales team as a player-coach
• Coach 2-5 sales reps through structured weekly 1:1s, ride-alongs, and pipeline reviews
• Help your reps improve their pitch, objection handling, relationship building, and time management
• Set clear activity expectations and hold your team accountable to performance metrics
• Support your Regional Sales Manager in recruiting and onboarding new reps for your territory
• Run a disciplined weekly operating cadence
• Conduct weekly pipeline reviews with your reps to forecast and manage opportunities
• Track leading indicators (visits, meetings, follow-ups) and lagging indicators (referrals, admits, episodic mix)
• Report territory performance to your RSM with data-backed insights and recommendations
• Build strategic facility relationships
• Position Adaptive as a differentiated partner based on our care quality and operational reliability
• Work with your operations counterparts to ensure seamless handoffs and strong patient outcomes
• Execute market strategy in partnership with your Regional Sales Manager
• Implement your Regional Sales Manager's market penetration plan at the territory level
• Provide feedback and market intelligence to inform strategy adjustments
• Identify competitive threats and opportunities for expansion

Must-Have Experience

• 5 - 8 years in home health sales with a proven track record of hitting 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 (discharge planners, case managers, clinical leadership)
• Comfort with data-driven territory planning and performance tracking

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 reps who went on to become top performers