Sales Excellence Lead

ABOUT RESPIRE

Respire Homecare Services provides comprehensive, compassionate, and personalized home care services for patients and their families by fostering an environment that balances both the needs of our employees and the needs of the company through open communication, teamwork, trust, and mutual respect.

We embrace change and the opportunity it brings to establish and administer sound policies, rules and practices that treat employees with dignity and equality.

Our focus is on delivering patient centered home care services while being committed to recruiting, developing, rewarding, and retaining our most valuable resource - our employees.

The Sales Excellence Lead partners with the SVP, Growth to raise the level of field sales execution within one assigned region (Evergreen, Maple, or Magnolia) through structured, hands-on coaching of Sales Liaisons and ongoing development of sales enablement infrastructure. A minimum of 3 to 4 days per week is spent in the field riding with Sales Liaisons, coaching discovery, value proposition delivery, closing, troubleshooting, and patient qualification.

The remaining time is spent building and improving the training, onboarding, and process-improvement programs that raise Sales Liaison performance over time.

• Rides with Sales Liaisons in their territories on a regular, recurring cadence.
• Coaches Liaisons in real time on discovery and needs-based questioning with referral sources.
• Coaches Liaisons on articulating Respire's value proposition to physicians, case managers, and other referral partners.
• Coaches Liaisons on closing technique and confidently asking for the business.
• Troubleshoots field-level barriers to conversion, including objection handling and account-specific obstacles.
• Reinforces proper patient qualification practices in alignment with clinical and documentation standards.
• Observes and coaches adherence to intake, documentation, and CMN-collection steps at the point of sale.
• Delivers individualized, documented feedback and development plans following each field ride.

• Serves as the first point of contact for field sales escalations within the region, resolving directly where possible.
• Pulls in the SVP, Growth, Chief Clinical Officer, or other leaders only when an escalation genuinely requires their involvement.
• Helps keep day-to-day field issues off the desks of senior clinical and sales leadership so they can focus on what only they can do.

• Designs, builds, and delivers an ongoing sales training curriculum for Sales Liaisons covering discovery, value articulation, closing, objection handling, and product/therapy knowledge.
• Identifies skill gaps across the region and builds targeted training to close them.
• Facilitates group training sessions, role-play exercises, and skill workshops.

• Builds and continuously improves a formal onboarding program for newly hired Sales Liaisons, including ramp milestones and early-tenure coaching support.
• Tracks new-hire ramp progress and adjusts onboarding content based on outcomes.

• Provides direct sales coverage in open or vacant territories within the region as needed, so patient and referral activity doesn't stall while a territory is unfilled.
• Supports the stand-up of new (de novo) markets within the region, including early-stage territory coverage, onboarding, and process setup.

• Partners with Patient Navigation, Intake, and documentation teams to identify and resolve breakdowns in the handoff between field sales and intake/documentation.
• Recommends and helps implement process…