Manager, Area Sales

Description

The Manager of Area Sales works with the regional leadership to grow the business and increase referrals for all Adapt Health product lines in their assigned territory. This includes the development of a strategic area sales plan as well as the identification of new opportunities and referral sources. The position requires substantial knowledge of the local referral base and the local competitive landscape.

• Ensures continuity between the referral and the home care setting for all services to maximize revenue, ensure patient satisfaction, and grow referrals.
• Maintains employee work schedules including assignments, job rotation, training, and paid time off, telecommuting, coverage for absenteeism, and overtime scheduling.
• Looks to establish new, profitable business on an ongoing basis in coordination with Regional and Service Line Leaders.
• Oversees development and maintenance of Area Sales Action Plans in all service areas.
• Owns compliance requirements for the team, evaluating individual performance and initiating corrective action as necessary to ensure region achieves goal of compliant referrals.
• Enforces company policies and philosophies regarding the collection of patient financial responsibility and leads team in achieving regional goals for collection of patient financial responsibility.
• Ensures each team member is competent to sell all services in the Adapt Health portfolio available in the region, including ongoing training, evaluation, and competency checkoffs.
• Works with Regional Leader to drive the local strategic plan.
• Assesses current and potential referral volumes and makes recommendations for strategies to increase growth.
• Identifies programs, initiatives and service needs that could potentially increase company revenues, decrease costs, and/or increase customer satisfaction.
• Increases referral volume from assigned accounts by promotion within business lines and cross-selling among business lines through regular and ongoing solicitation/facilitation of referral orders from assigned accounts.
• Promotes products and services provided by Adapt Health to all health care professionals encountered daily.
• Understands and maintains balanced focus on most profitable business lines.
• Attends trade shows for corporate promotion.
• Educates physicians, nurses, case managers, discharge planners, home health agencies, and therapists on company services, technology, documentation, and reimbursement guidelines as needed.
• Assists and serves on multiple committees and project groups as requested by Leadership.
• Collaborates with other leaders in the organization to improve processes and patient experience.
• Communicates regularly with other managers, the director, senior leaders, and other designated contacts within the organization.
• Facilitates procurement of documentation of medical necessity among physician population for difficult to obtain documentation.
• Participates in appropriate professional organizations and company groups.
• Develops and maintains working knowledge of current HME products and services offered by the company.
• Maintains patient confidentiality and functions within the guidelines of HIPAA.
• Completes assigned compliance training and other educational programs as required.
• Maintains compliance with Adapt Health’s Compliance Program.
• Performs other related duties as assigned.

• Responsible for selection and hiring of qualified staff, ensuring effective onboarding, and providing comprehensive training and regular feedback.
• Accomplishes staff results by communicating job expectations; planning, monitoring, and appraising job results; coaching, counseling, and disciplining employees; developing, coordinating, and enforcing systems, policies, procedures, and productivity standards.
• Establishes annual goals and objectives for the department based on the organization’s strategic goals.
• Responsible for achieving organizational performance and retention goals, including timely completion of performance evaluations.

• Leadership skills.
• Motivation for sales, meeting sales goals, sales planning, and territory…