Sales Excellence Lead

ABOUT RESPIRE

Respire Homecare Services provides comprehensive, compassionate, and personalized home care services for patients and their families by fostering an environment that balances both the needs of our employees and the needs of the company through open communication, teamwork, trust, and mutual respect.

We embrace change and the opportunity it brings to establish and administer sound policies, rules and practices that treat employees with dignity and equality.

Our focus is on delivering patient centered home care services while being committed to recruiting, developing, rewarding, and retaining our most valuable resource – our employees.

ABOUT THE ROLE

The Sales Excellence Lead partners with the SVP, Growth to raise the level of field sales execution within one assigned region (Evergreen, Maple, or Magnolia) through structured, hands-on coaching of Sales Liaisons and ongoing development of sales enablement infrastructure. A minimum of 3 to 4 days per week is spent in the field riding with Sales Liaisons, coaching discovery, value proposition delivery, closing, troubleshooting, and patient qualification. The remaining time is spent building and improving the training, onboarding, and process-improvement programs that raise Sales Liaison performance over time.

WHAT YOU’ll DO

In-Field Coaching (Primary Responsibility, Minimum 3-4 Days Per Week)

• Rides with Sales Liaisons in their territories on a regular, recurring cadence.
• Coaches Liaisons in real time on discovery and needs-based questioning with referral sources.
• Coaches Liaisons on articulating Respire's value proposition to physicians, case managers, and other referral partners.
• Coaches Liaisons on closing technique and confidently asking for the business.
• Troubleshoots field-level barriers to conversion, including objection handling and account-specific obstacles.
• Reinforces proper patient qualification practices in alignment with clinical and documentation standards.
• Observes and coaches adherence to intake, documentation, and CMN-collection steps at the point of sale.
• Delivers individualized, documented feedback and development plans following each field ride.

Escalation Point of Contact

• Serves as the first point of contact for field sales escalations within the region, resolving directly where possible.
• Pulls in the SVP, Growth, Chief Clinical Officer, or other leaders only when an escalation genuinely requires their involvement.
• Helps keep day-to-day field issues off the desks of senior clinical and sales leadership so they can focus on what only they can do.

Sales Training & Enablement

• Designs, builds, and delivers an ongoing sales training curriculum for Sales Liaisons covering discovery, value articulation, closing, objection handling, and product/therapy knowledge.
• Identifies skill gaps across the region and builds targeted training to close them.
• Facilitates group training sessions, role-play exercises, and skill workshops.

Onboarding Program Development

• Builds and continuously improves a formal onboarding program for newly hired Sales Liaisons, including ramp milestones and early-tenure coaching support.
• Tracks new-hire ramp progress and adjusts onboarding content based on outcomes.

Market Coverage & De Novo Support

• Provides direct sales coverage in open or vacant territories within the region as needed, so patient and referral activity doesn't stall while a territory is unfilled.
• Supports the stand-up of new (de novo) markets within the region, including early-stage territory coverage, onboarding, and process setup.

Process Improvement

• Partners with Patient Navigation, Intake, and documentation teams to identify and resolve breakdowns in the handoff between field sales and intake/documentation.
• Recommends and helps implement process improvements that reduce documentation gaps and setup delays.
• Escalates recurring operational or workflow issues affecting sales performance to the SVP, Growth.

Marketing & Sales Tools Support

• Provides field-informed input to Marketing on the sales collateral, presentations, and tools Sales Liaisons need to support referral development and conversion.
• Pilots new marketing materials in the field and reports back on effectiveness.

Reporting & Collaboration

• Reports coaching activity, field observations, and regional trends to the SVP, Growth on a regular cadence.
• Collaborates with the Regional General Manager and Patient Navigation Director so coaching efforts align with regional operating priorities.
• Maintains accurate records of coaching rides, training delivered, and development plans.
• Performs other duties as assigned by the SVP, Growth.

WHAT YOU’ll BRING

• High school diploma or equivalent required; associate's or bachelor's degree in Business, Sales, or a related field preferred.
• 3+ years of experience in DME, home respiratory, or related healthcare sales.
• Demonstrated experience coaching, training, or mentoring a sales team.
• Strong working knowledge of respiratory DME products and the referral-to-order sales cycle.
• Ability to travel extensively within the assigned region (3–4+ days per week in the field).
• Valid driver's license and ability to operate a vehicle for business travel.
• Strong presentation, communication, and interpersonal skills.
• Prior experience as a Sales Liaison or Regional Director of Sales within DME/homecare preferred.
• Experience designing or delivering formal sales training or onboarding curricula preferred.

Familiarity with CRM/engagement-tracking tools (e.g., Trella or similar) preferred.

WHY YOU’LL LOVE WORKING HERE

• Mission-driven culture focused on whole-person wellness and dignity
• Opportunities for career growth within the company
• Competitive pay and comprehensive benefits package:
  • $90,000 base salary plus 5% monthly commission
  • 401(k) with employer match
  • Life insurance
  • Paid time off

Take the leap and bring your expertise where it’s truly needed; apply today and help us create healthier tomorrows, one home at a time.