The Role
The Regional Sales Manager drives revenue growth in homecare by managing a dispersed sales force, developing strategies, and ensuring budget goals are met. Responsibilities include building relationships with healthcare executives, conducting performance assessments, and supporting recruiting and training sales representatives.
Summary Generated by Built In
Job Summary & Responsibilities
The Regional Sales Manager is responsible for driving revenue growth and expanding patient referrals across a defined geographic region within the homecare business.
- Provides strategic and executional sales leadership to a large, dispersed sales
force - Develops and executes regional sales strategies, secures new hospital and preferred provider agreements, drives new patient starts, and ensures the region meets or exceeds annual budget goals
- Partners closely with sales representatives, operations leaders, clinical leadership, and executive stakeholders to align strategy, improve performance, and accelerate growth
JOB FUNCTIONS
- Translates corporate sales goals into actionable regional plans that drive sustained new patient admissions and referral growth
- Monitors regional performance trends, identifies gaps, and implements corrective actions to ensure budget attainment
- Leads the development, negotiation, and execution of new hospital, health system, and preferred provider agreements across the region
- Builds and maintains senior level relationships with hospital executives, case management leaders, physician groups, and IDNs
- Positions the organization as a preferred homecare partner through value based discussions, outcomes data, and service differentiation
- Drives sales performance across 30--50 sales representatives through coaching, influence, accountability, and best practice sharing
- Establishes regional expectations for activity metrics, referral development, and pipeline management
- Conducts regular market reviews, opportunity assessments, and performance check ins with sales representatives and local leaders
- Partners with sales leadership to address performance issues and implement improvement plans as needed
- Owns regional new patient on service volume and revenue performance
- Tracks and forecasts results against budget
- proactively adjusts plans to ensure goals are met or exceeded
- Supports the recruitment, selection, and onboarding of new sales representatives across the region
- Assists in training and ongoing development, including referral selling, value based conversations, competitive differentiation, and compliance standards
- Serves as a mentor and subject matter expert for the sales team, reinforcing a high performance, ethical sales culture
- Collaborates with marketing, contracting, and finance teams to develop growth initiatives, analyze markets, and support negotiations
- Acts as the regional voice to corporate leadership, providing market insights and growth recommendations
Education
- Bachelor's Degree in Business, Marketing, Healthcare Administration, or related field, Preferred
Work Experience
- 7+ years of progressive sales, preferably in home health, homecare, hospice, medical device, or healthcare services, Required
- negotiating hospital, health system, or preferred provider agreements, strongly Preferred
- Proven success driving regional or multi-market sales growth without direct line management responsibility
Knowledge, Skills, and Abilities
- strong strategic thinking to execute at a tactical level
- Demonstrated leadership through influence and drives results in a matrixed environment
- Exceptional relationship building, presentation, and negotiation
- Data-driven approach to performance management and forecasting
- Deep understanding of healthcare referral dynamics, discharge planning, and post acute care
- High level of professionalism, integrity, and compliance awareness
Lincare offers employees a variety of competitive benefits that include ongoing training and advancement opportunities. Employees can also qualify for comprehensive medical, dental, and vision coverage, as well as paid time off, retirement savings, tuition reimbursement, and other benefits. There are also a generous employee referral program and a wide array of employee discounts to take advantage of.
Skills Required
- 7+ years of progressive sales experience in healthcare services
- Bachelor's Degree in Business, Marketing, Healthcare Administration, or related field
- Experience negotiating hospital or health system agreements
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The Company
What We Do
Lincare is a leading supplier of respiratory-therapy products and services for patients in the home. You can learn more about our extensive suite of products and services by visiting our website. Everywhere we operate, Lincare is working to be a partner in patient care by providing high-quality services and supplies, promoting patient education, and building strong relationships with patients, physicians, families and caregivers. Services we offer include: Oxygen Therapy Nebulizer Therapy Sleep Therapy Ventilator Therapy Enteral Therapy Pediatric Services Caring Responders Long Term Care Disease Management Programs and More!
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