What are the responsibilities and job description for the Area Vice President of Sales position at Full Spectrum Search Group?
Area Vice President of Sales
Home Health | Baltimore, MD
Full Spectrum Search Group is a full-service healthcare recruiting agency specializing in post-acute leadership and healthcare administration, serving skilled nursing, senior living, home health, hospice, home care, and the providers and technologies that support the post-acute space. We are conducting a search for a growing national home health operator seeking an Area Vice President of Sales to lead their Maryland market, one of the most consequential sales leadership seats in their entire home health division.
If you have spent years building and leading hunter-mentality field sales teams in high-acuity referral environments, this is the kind of market and team that comes available once in a career.
Four Uniques
- You are walking into a market already at approximately 105% of goal, with a bonus-earning structure from day one.
- 70% of the roughly 15-person AE team has five or more years of tenure. You are inheriting a tenured, loyal team, not a rebuild.
- Base runs $135,000 to $160,000, with quarterly bonuses up to 125% of base and discretionary stock grants for high performers.
- This organization has quadrupled its AVP and BD leadership headcount over roughly three and a half years, with documented internal promotion at every level.
Interested?
Text or call: 214-774-2924
Email: jobs@fullspecstaff.com
Position Summary
This is a working-manager role leading sales operations across four home health offices in the Maryland market (Baltimore, Upper Marlboro, Cambridge, and Salisbury). The territory was created as an expansion, not a backfill. Combined census runs approximately 1,500 to 1,600 patients, making this one of the larger field sales leadership territories in the division.
You will manage approximately 15 account executives, spend three days per week in the field alongside your team, and own senior-level referral relationships independently at hospital systems and regional SNF chains. The expectation is a player-coach who can develop AEs, hold them accountable to revenue and census KPIs, and personally open and maintain director-level hospital relationships.
Key Responsibilities
- Lead, develop, and hold accountable approximately 15 account executives across four Maryland offices
- Spend a minimum of three days per week in the field: ride-alongs, joint calls, and individual coaching
- Build and maintain senior-level referral relationships at major hospital systems, including directors of case management and discharge planning, at a minimum quarterly cadence
- Maintain regional-level relationships at major SNF and facility chains operating in the market
- Drive census growth and revenue performance across the territory; manage to revenue and EBITDA KPIs as primary performance measures
- Partner with operations leadership to align sales activity with patient delivery and clinical outcomes
- Contribute to hiring decisions for open AE positions within the territory
Qualifications
- Minimum three years leading field sales teams in home health, hospice, or a closely adjacent high-acuity referral environment
- Minimum five to eight direct field sales reports managed, not counting admissions coordinators or support staff
- Demonstrated, sustained experience calling on hospital systems at the director of case management or discharge planning level
- Proven track record developing hunter-mentality sellers and holding them accountable to census and revenue targets
- Fluency in managing to revenue and EBITDA KPIs at the market or regional level
- Baltimore or central Maryland market knowledge is a meaningful plus
- Hospice sales leaders are considered if the track record reflects a hospital-facing, hunter strategy; community-liaison-only profiles are not a fit
Full Spectrum Search Group builds leadership and management teams for the country's most prominent post-acute operators. As part of the Sanford Rose Associates International network, the 9th largest executive search firm in the US, our clients get boutique-level attention backed by national resources. We're ranked among the Top 10 U.S. & Americas search firms, have been featured in The Wall Street Journal, Fortune, Business Week, and CNN, and have completed over 112,500 searches.
Ready to learn more?
Text or call: 214-774-2924
Email: jobs@fullspecstaff.com
Full Spectrum is an equal opportunity search firm. We recruit candidates without regard to race, color, religion, sex, pregnancy, gender identity or expression, sexual orientation, national origin, age, disability, genetic information, medical condition, marital status, veteran status, or any other protected characteristic under local, state or federal law.
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