The Opportunity - Player-Coach Territory LeaderWe're looking for a
Sales Leader who will own a defined territory as a
player-coach: driving your own book of accounts while coaching and developing a small team of sales reps to maximize territory growth.
This role is for someone who's ready to step into sales leadership but still wants to stay close to the action. You'll work directly with your Regional Sales Manager to execute market strategy, build facility relationships, and develop your team's talent.
You'll be responsible for:
- Owning and growing a defined territory with a focus on high-value referral sources
- Player-coach model: managing your own accounts while coaching 2-5 sales reps
- Building facility relationships with discharge planners, case managers, and mid-level facility leadership
- Developing your reps through ride-alongs, pipeline reviews, and structured coaching
- Driving QoQ admission growth in your territory as the primary success metric
This is a high-visibility role with a clear path to Regional Sales Manager as the company scales nationally.
What You'll Do1. Own your territory and drive admission growth- Execute a data-driven territory plan: prioritize high-value accounts, target whitespace, and take share from competitors
- 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
- Drive measurable QoQ admission growth across your territory
2. 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 RSM in recruiting and onboarding new reps for your territory
3. 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
4. Build strategic facility relationships- Develop credibility with key referral sources by understanding their needs and delivering on commitments
- Position Adaptive as a differentiated partner based on our care quality and operational reliability
- Work with your ops counterparts to ensure seamless handoffs and strong patient outcomes
5. Execute market strategy in partnership with your RSM- Implement your RSM'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
How you work- Hungry and competitive: You're motivated by aggressive growth targets and performance-based comp
- Player-coach mentality: You want to stay in the field but also develop others - you get energy from coaching
- Data-driven: You track your metrics, know your numbers, and use data to drive decisions
- Coachable: You actively seek feedback and continuously improve your craft
- Team player: You thrive in collaborative environments and make those around you better
- Low ego: You're willing to get scrappy, do the work, and support the broader team
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
