Sales Manager - Specialty Infusion

Job Description

Job Description

Overview

The Sales Manager is responsible for leading and executing sales, marketing, and business development strategies within assigned markets to achieve revenue, referral, and gross margin objectives. Reporting to the Regional Sales Director, the SM directs the daily activities and strategic execution of Strategic Account Executives (SAEs), Clinical Sales Executives (CSEs), and related field sales roles to drive sustainable growth across hospitals, health systems, and referral networks.

The SM serves as a player-coach leader, actively participating in account development while coaching team members to execute consultative selling strategies and strategic account plans. This role partners closely with operations, pharmacy, clinical leadership, and payer stakeholders to ensure service excellence, strong customer relationships, and successful patient transitions into Amerita care delivery models. Success is measured through territory growth, team performance, market penetration, referral expansion, and achievement of financial and operational targets.

We Offer:

• Medical, Dental & Vision Benefits plus, HSA & FSA Savings Accounts
• Supplemental Coverage – Accident, Critical Illness and Hospital Indemnity Insurance
• 401(k) Retirement Plan
• Company paid Life and AD&D Insurance, Short-Term and Long-Term Disability
• Employee Discounts
• Tuition Reimbursement
• Paid Time Off & Holidays

Responsibilities

•

Sales Leadership & Market Strategy

• Develop and execute regional sales strategies aligned with corporate, regional, and specialty growth objectives.
• Partner with Regional Sales Director and operations leadership to build market growth plans and sales forecasts for assigned territories.
• Establish team sales goals, performance expectations, and accountability measures aligned with organizational objectives.
• Identify growth opportunities within hospitals, health systems, and local provider networks to expand market share.
• Collaborate cross-functionally across business units to ensure alignment of sales initiatives with operational capabilities and enterprise priorities.
• Assist in development and execution of promotional and market development activities.

Team Leadership, Coaching & Development

• Direct and manage the performance of Strategic Account Executives, Clinical Sales Executives, and related field sales team members.
• Develop team capability through coaching, joint field engagement, and consultative sales training.
• Lead by example by participating in customer meetings, prospecting efforts, and strategic account development.
• Provide productivity analysis, performance feedback, and development planning to improve individual and team effectiveness.
• Establish individual territory targets and coordinate sales action plans across team members.
• Recruit, hire, onboard, and develop high-performing sales professionals.
• Conduct performance reviews, manage performance expectations, and recommend compensation actions as appropriate.

Strategic Account & Business Development

• Engage directly with key health system leaders and executive stakeholders alongside team members to support complex sales opportunities.
• Cultivate relationships with alliance partners and external stakeholders to expand referral opportunities.
• Monitor industry, payer, and competitive trends to identify growth opportunities and adjust strategy accordingly.
• Develop business cases and market entry strategies for new initiatives, including financial analysis, resource planning, and implementation timelines.
• Support Account Executives in developing and executing strategic account plans that drive referral and revenue growth.

Operational Partnership & Service Excellence

• Maintain strong collaboration with branch leadership and operational teams to ensure sales strategies align with service delivery capabilities.
• Partner with operations and clinical teams to resolve customer service issues and maintain high levels of customer satisfaction.
• Ensure alignment between sales commitments and operational execution to support sustainable growth.
• Coordinate closely with pharmacy, intake, nursing, and payer teams to optimize patient transitions and referral conversion.

Performance Management & Analytics

• Monitor team activity and performance metrics to ensure focus on priority growth targets identified through analytics and leadership direction.
• Forecast monthly, quarterly, and annual sales performance.
• Analyze market data, referral trends, and team performance to guide strategic decisions.
• Ensure accurate reporting, pipeline management, and CRM utilization across the team.
• Drive accountability for achievement of revenue, margin, referral, and productivity goals.

Compliance, Market Expertise & Leadership Presence

• Serve as a subject matter expert on local market dynamics including payer trends, regulatory requirements, and provider reimbursement considerations.
• Coach team members on clinical and business aspects of infusion therapies and complex disease states served by Amerita.
• Ensure compliance with accreditation, legal, regulatory, and safety standards.
• Delegate responsibilities appropriately while maintaining accountability for team performance and outcomes.
• Operate as a player-coach capable of stepping into active selling situations when needed to support growth initiatives.

Qualifications

• Bachelor’s degree in business, healthcare, or related field preferred.
• Minimum three (3) years of healthcare sales experience required.
• Minimum one (1) year of healthcare sales leadership or supervisory experience preferred.
• Experience in home infusion, specialty pharmacy, or acute care sales strongly preferred.
• Demonstrated success leading sales teams and achieving growth targets.
• Experience working within fast-growth healthcare environments preferred.
• Valid driver’s license and auto insurance required
• Must meet company driving standards.
• Salesforce CRM experience preferred