Area Sales Manager

The Area Sales Manager – Hospice is responsible for driving census growth and developing strong referral relationships within the assigned territory. This role focuses on promoting hospice services to physicians, hospitals, skilled nursing facilities, assisted living communities, case managers, and other healthcare professionals. In addition to business development responsibilities, the Area Sales Manager will manage and maintain existing referral accounts to ensure continued partnership growth, customer satisfaction, and consistent referral activity. The Area Sales Manager will lead strategic sales initiatives, maintain community partnerships, and ensure compliance with all healthcare regulations and hospice standards.

Key Responsibilities

• Develop and execute territory sales plans to achieve hospice admission and census goals.

• Build, manage, and maintain strong referral relationships with hospitals, physicians, nursing facilities, assisted living communities, home health agencies, and community organizations.

• Manage assigned accounts by providing ongoing support, regular follow-up, relationship management, and service excellence.

• Conduct regular sales calls, presentations, and educational in-services to referral sources and existing accounts.

• Identify opportunities for market growth, account expansion, and new business development.

• Track referral activity, sales performance, account activity, and market trends using CRM systems.

• Collaborate with clinical teams to ensure smooth patient transitions and exceptional customer service for referral partners and patients.

• Represent the organization at community events, networking functions, and healthcare meetings.

• Maintain knowledge of hospice eligibility, Medicare/Medicaid regulations, and industry standards.

• Prepare sales reports, forecasts, account updates, and territory analyses for leadership.

• Ensure all marketing and sales activities comply with HIPAA and company policies.

Qualifications

• Minimum of 3–5 years of healthcare sales experience, preferably in hospice, home health, or post-acute care.

• Proven track record of meeting or exceeding sales targets and managing referral accounts.

• Strong knowledge of hospice services, referral processes, and healthcare regulations.

• Excellent communication, presentation, account management, and relationship-building skills.

• Ability to work independently and manage multiple priorities.

• Valid driver’s license and reliable transportation required.

Skills & Competencies

• Strategic sales planning

• Account management and retention

• Relationship management

• Territory development

• Negotiation and closing skills

• CRM proficiency

• Problem-solving and decision-making

• Strong interpersonal and organizational skills

Physical Requirements

• Frequent travel within the assigned territory.

• Ability to sit, stand, walk, and drive for extended periods.

• Ability to occasionally lift up to 25 pounds.

Benefits

• Competitive salary plus incentive/bonus structure

• Health, dental, and vision insurance

• Paid time off and holidays

• Retirement plan options

• Mileage reimbursement

• Professional development opportunities