Leads regional sales growth in new healthcare and DME markets by building referral-based business, managing key provider relationships, and recruiting and coaching 6–15 Account Representatives. Develops sales strategies, pursues hospital and clinic opportunities, promotes respiratory and oxygen equipment, monitors performance, ensures DME regulatory compliance, and partners with operations, billing, marketing, and commercial leadership on market expansion.
Performance Home Medical (PHM) has designated Regional Sales Managers for different geographical areas. The Regional Sales Manager is responsible for driving sales growth, building strong relationships with healthcare providers, managing key accounts, and ensuring our products meet the needs of patients and providers. The Regional Sales Manager will develop and implement sales strategies to increase revenue, maintain market competitiveness, and provide leadership to the sales team.
This role carries particular responsibility for developing new (“De Novo”) markets with no existing legacy book of business, requiring a leader who has personally built a referral-based book of business from the ground up and can develop that same skill in others — not just identify it on a resume.
The Regional Sales Manager is responsible for sales, marketing, and education of area physicians, clinic, and hospital staff. The Regional Sales Manager is responsible for supporting operations and completing other tasks as assigned by the Vice President of Sales and National Sales leadership.
Key Responsibilities:
- Develop and execute sales strategies and plans to meet or exceed sales targets and market share objectives in assigned De Novo markets.
- Recruit, hire, onboard, mentor, and lead a team of 6–15 Account Representatives to achieve individual and team sales goals.
- Identify and pursue new business opportunities with healthcare providers, hospitals, clinics, and long-term care facilities in markets with no existing legacy accounts.
- Build and maintain strong relationships with key decision-makers, healthcare providers, and other stakeholders to promote PHM's product portfolio, including PAP, oxygen (O2), and ventilation (VENT) equipment.
- Coach representatives on territory-building strategy, referral-source development, and clinically credible positioning of products to physicians and discharge planners.
- Stay informed about industry trends, competitive dynamics, and new technologies, and provide insights to leadership.
- Collaborate with Operations, Billing, and Marketing to align sales efforts with company goals and ensure a high level of customer satisfaction.
- Monitor sales team performance, provide ongoing coaching, and identify areas for improvement through training and development programs.
- Maintain accurate records of sales activities, customer interactions, and account details using the company CRM.
- Ensure compliance with all relevant regulatory and industry standards for DME and healthcare broadly.
- Partner with the Chief Commercial Officer on regional go-to-market strategy, market prioritization, and resource allocation.
- Attend industry conferences, trade shows, and networking events to represent the company and expand business opportunities.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
- Bachelor's degree in business, marketing, or a related field (or equivalent combination of education and experience).
- 5+ years of sales experience in the DME or healthcare industry, with a proven history of success, including at least 2 years in a sales management or leadership role.
- Strong knowledge of DME products, processes, and regulations, demonstrated through one of the following:
- Sales or sales management experience within the durable medical equipment (DME) or home medical equipment industry, or
- Experience managing or overseeing manufacturer sales representatives within the respiratory device category (e.g., CPAP/BiPAP, oxygen concentrators, ventilators).
- Proven ability to develop and execute sales strategies and meet or exceed sales goals, with a track record of growing a book of business measured by growth rather than activity.
- Excellent leadership, communication, and interpersonal skills, with the ability to motivate and manage a team.
Preferred:
- 2+ years of experience in sales management or a leadership role.
- Experience working with healthcare providers, hospitals, clinics, or long-term care facilities.
- Understanding of Medicare, Medicaid, and insurance reimbursement processes related to DME.
- Comfortable presenting clinical data and product value to physicians and referral sources; a science or clinical background is a plus.
- Competitive, coachable leadership style; prior quota-carrying sales experience and/or athletic background a plus.
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