Sales Manager

Hospice Sales Manager

Hybrid HLAM & Sales Leader Role

FLSA Classification: Exempt

Department: Growth

Reports to: Director of Sales & Marketing

EEO Classification: First/Mid-Level Officials and Managers

Location: Colorado Denver and Colorado Springs.

Position Summary:

The Hospice Sales Manager is a strategic leader and hands-on sales driver, responsible for direct market engagement, referral development, and the coaching and oversight of regional sales teams. This hybrid role combines the tactical outreach and relationship-building of an HLAM with the leadership, coaching, and operational rigor of a Sales Leader. The manager will execute targeted sales activities, optimize account segmentation, and ensure team alignment with growth objectives and compliance standards.

Key Responsibilities:

• Direct Sales & Market Engagement (2 days/week)
• Develop and maintain high-value relationships with referral sources (physicians, discharge planners, community partners).
• Execute targeted outreach strategies to expand hospice services and drive admissions.
• Track, analyze, and optimize referral trends and conversion rates.
• Represent the organization at industry events, conferences, and networking functions.
• Conduct monthly referral audits to ensure quality and strategic alignment.
• Sales Team Leadership & Coaching (3 days/week)
• Conduct ride-alongs with sales representatives for coaching, feedback, and strategy development.
• Mentor new hires and underperformers, pairing them with top performers for knowledge transfer.
• Facilitate weekly team huddles, case studies, and peer coaching sessions.
• Oversee account segmentation and visit cadence, ensuring CRM documentation and compliance.
• Implement individualized improvement plans and monitor progress using performance dashboards and scorecards.
• Lead monthly strategy meetings and performance reviews.
• Compliance & Policy
• Ensure adherence to company and clinical policies and procedures.
• Participate in audit processes and maintain confidentiality of privileged information.
• Exercise due diligence to prevent, detect, and report unlawful or unethical conduct.
• Support compliance with the organization's Compliance Program and regulatory requirements.
• Supervisory & Fiscal Responsibility
• Directly supervise sales team members, providing ongoing coaching and support.
• Use resources wisely to support cost-effective operations.
• Monitor SOP adherence and escalate performance or compliance concerns as needed.

Qualifications:

• Bachelor's degree in business administration, Marketing, Healthcare Administration, or related field.
• Proven experience in sales management, preferably in hospice.
• Strong leadership and coaching abilities; capacity to inspire and motivate teams.
• In-depth knowledge of hospice care regulations, industry trends, and best practices.
• Ability to analyze data, develop insights, and make data-driven decisions.
• Valid driver's license with current automobile insurance.

Skills & Competencies

• Sales & Business Development: Identify and cultivate referral sources, drive admissions, and execute outreach strategies.
• Healthcare Industry Knowledge: Understand hospice regulations, Medicare benefits, and interdisciplinary care teams.
• Relationship Management: Build trust with physicians, discharge planners, and community partners.
• Consultative Selling: Educate referral sources on hospice benefits and align services with patient needs.
• Strategic Thinking: Analyze market trends, track referral patterns, and adjust strategies.
• Coaching & Leadership: Mentor and support sales teams through ride-alongs, feedback, and strategic collaboration.
• Marketing & Brand Awareness: Execute campaigns, attend industry events, and enhance organizational visibility.
• CRM Best Practices & Automation: Ensure effective use of CRM tools for alerts, tracking, and documentation.

Supervisory responsibilities: This position involves direct supervisory responsibilities.

Budgetary/Fiscal Responsibility: Responsible for using resources wisely to support cost-effective operations.

Compliance Responsibility: As an essential function, this position is responsible for complying with the Compliance Program as it applies to the individual job duties, the department, and the company. This position will exercise due diligence to prevent, detect, and report unlawful and/or unethical conduct by fellow co-workers, professional affiliates, and/or agents.

Policy and Procedure Interpretation and Development: Responsible for complying with all company and clinical policies and procedures. Participates in audit process as requested to ensure compliance with policies and procedures. Maintains confidentiality of privileged information and supports the employee's and patient's right to privacy.

Work Environment/Schedule/Travel: Primary telecommuting position with availability during core business hours. Willing to travel up to 75% of the time to facilities both in and out-of-state. Overnight travel may be required. Must be able to function with frequent interruptions, accept change, and prioritize activities when faced with competing demands.

Physical demands: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made upon request to enable individuals with disabilities to perform the essential functions.

Requires sitting and standing associated with an office environment as well as stooping and bending to file and maintain orderliness, mobility to complete errands. Must be able to assess, evaluate, and respond to urgent issues in a timely, competent manner. Must be able to function with frequent interruptions, accept change and be able to prioritize activities when faced with competing demands.

Other duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time, with or without notice.