Manager, Area Sales (HME)
- 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.
- 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
- 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
- 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
- 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.
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