Manager, Area Sales (HME)

Position Summary:

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

Essential Functions and Job Responsibilities:

• Ensures continuity between the referral and the home care setting for all services to maximize revenue, ensure patient satisfaction, and to grow referrals
• Maintains employee work schedules including assignments, job rotation, training, and paid time off, telecommuting, cover 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 his/her 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’s financial responsibility and leads team in achieving regional goals for collection of patient financial responsibility.
• Ensures each member of his/her team is competent to sell all services in the AdaptHealth portfolio that are available in the region. This includes 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 AdaptHealth to all health care professionals that they may encounter 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 the procurement of documentation of medical necessity among physician population for difficult to obtain documentation.
• Participates in appropriate professional organizations and company groups.
• Develop and maintain working knowledge of current HME products and services offered by the company.
• Maintain patient confidentiality and function within the guidelines of HIPAA.
• Completes assigned compliance training and other educational programs as required.
• Maintains compliant with AdaptHealth’s Compliance Program.
• Perform other related duties as assigned.

Management/Supervision:

• Responsible for selection and hiring of qualified staff, ensuring an effective on-boarding, 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

Competency, Skills and Abilities:

• Leadership Skills
• Motivation for sales, meeting sales goals, sales planning, and territory management
• Strong persuasion skills
• Excellent relationship building skills and personality Independent Thinker and Decision Maker
• Strong analytical and problem-solving skills with attention to detail
• Excellent verbal and written communication
• Excellent customer service skills
• Proficient computer skills and knowledge of Microsoft Office specifically Excel
• Ability to prioritize and manage multiple projects
• Solid ability to learn new technologies and possess the technical aptitude required to understand flow of data through systems as well as system interaction

Education and Experience Requirements:

• Bachelor’s Degree in Business or related field
• Four years work related experience in B2B or B2C Sales
• Exact job experience is sales management in a health care organization, pharmacy that routinely bills insurance or provides HME, IV, diabetic, medical supplies or home care services
• Valid and unrestricted driver’s license

Physical Demands and Work Environment:

• Work environment will be stressful at times, as overall office activities and work levels fluctuate
• Must be able to bend, stoop, stretch, stand, and sit for extended periods of time
• Subject to long periods of sitting and exposure to computer screen
• Ability to perform repetitive motions of wrists, hands, and/or fingers due to extensive computer use
• Must be able to lift 30 pounds as needed
• Excellent ability to communicate both verbally and in writing
• May be exposed to angry or irate customers or patients
• May be exposed to hazardous materials, loud noise, extreme heat/cold, direct, or indirect contact with airborne, bloodborne, and/or other potentially infectious pathogen
• Ability to effectively communicate both verbally and written with internal and external customers with the ability to demonstrate empathy, compassion, courtesy, and respect for privacy.