What are the responsibilities and job description for the Manager, Regional Sales position at Lincare?
The Regional Sales Manager is responsible for driving revenue growth and expanding patient referrals across a defined geographic region within the homecare business.
- Provides strategic and executional sales leadership to a large, dispersed sales force
- Develops and executes regional sales strategies, secures new hospital and preferred provider agreements, drives new patient starts, and ensures the region meets or exceeds annual budget goals
- Partners closely with sales representatives, operations leaders, clinical leadership, and executive stakeholders to align strategy, improve performance, and accelerate growth
- Translates corporate sales goals into actionable regional plans that drive sustained new patient admissions and referral growth
- Monitors regional performance trends, identifies gaps, and implements corrective actions to ensure budget attainment
- Leads the development, negotiation, and execution of new hospital, health system, and preferred provider agreements across the region
- Builds and maintains senior level relationships with hospital executives, case management leaders, physician groups, and IDNs
- Positions the organization as a preferred homecare partner through value based discussions, outcomes data, and service differentiation
- Drives sales performance across 30--50 sales representatives through coaching, influence, accountability, and best practice sharing
- Establishes regional expectations for activity metrics, referral development, and pipeline management
- Conducts regular market reviews, opportunity assessments, and performance check ins with sales representatives and local leaders
- Partners with sales leadership to address performance issues and implement improvement plans as needed
- Owns regional new patient on service volume and revenue performance
- Tracks and forecasts results against budget
- proactively adjusts plans to ensure goals are met or exceeded
- Supports the recruitment, selection, and onboarding of new sales representatives across the region
- Assists in training and ongoing development, including referral selling, value based conversations, competitive differentiation, and compliance standards
- Serves as a mentor and subject matter expert for the sales team, reinforcing a high performance, ethical sales culture
- Collaborates with marketing, contracting, and finance teams to develop growth initiatives, analyze markets, and support negotiations
- Acts as the regional voice to corporate leadership, providing market insights and growth recommendations