Patient Resupply Sales Representative

Staff-level inside sales position | Kubat HealthCare / Patient Resupply

ROLE PURPOSE

Convert eligible patient resupply opportunities into completed orders through disciplined outbound selling, effective patient communication, consistent follow-up, and accurate documentation. This is a sales role in a healthcare environment - not a medical billing, claims, or clinical position.

Position Summary

The Patient Resupply Sales Representative works an assigned population of existing and eligible patients, primarily by phone, to understand current supply needs, explain available replacement products, overcome routine objections, and ask for the order. The representative is accountable for individual production and quality results and is expected to operate comfortably in a high-volume, metrics-driven sales environment.

Product, payer, system, and respiratory/DME knowledge can be taught. The core requirement is demonstrated sales behavior: energy, persuasive communication, resilience, listening, follow-up discipline, coachability, and the ability to close.

Primary Responsibilities

• Make a high volume of outbound contacts to assigned patients and work opportunities consistently through the established contact cadence.
• Convert eligible opportunities into qualifying orders by identifying patient needs, explaining relevant resupply options, addressing routine objections, and directly asking for the sale.
• Build rapport quickly by phone while communicating clearly and respectfully with older adults and patients managing chronic conditions.
• Follow up persistently on unanswered, undecided, or incomplete opportunities without creating an inappropriate or high-pressure patient experience.
• Work toward individual monthly order-production goals and contribute to team revenue and production objectives.
• Use approved scripts, sales techniques, automation tools, and workflow systems while applying judgment rather than reading mechanically from a script.
• Accurately document patient contacts, dispositions, orders, follow-up actions, and other required information in Brightree and/or related systems.
• Maintain productivity while navigating multiple systems during patient conversations.
• Learn product, eligibility, payer, documentation, and workflow requirements necessary to produce valid orders; escalate clinical, billing, or complex coverage questions appropriately.
• Protect patient information and follow HIPAA, privacy, security, quality, and compliance requirements.
• Accept coaching, review personal performance data, and adjust call approach and work habits to improve conversion and production.
• Participate in testing and adoption of automation and AI-enabled workflows intended to improve patient outreach, conversion, documentation, and efficiency.

Performance Expectations

Qualifications

• Prior success in inside sales, outbound sales, retention, collections, appointment setting, wireless, insurance, banking, hospitality, retail sales, or another high-volume customer sales environment strongly preferred.
• Demonstrated ability to persuade customers, handle objections, ask for a commitment, and work toward measurable production goals.
• Comfort making repeated outbound calls and hearing "no" without losing energy or effectiveness.
• Strong phone presence, listening skills, verbal communication, and ability to establish trust quickly.
• Comfort with individual goals, visible performance metrics, incentive compensation, and regular coaching.
• Ability to learn products, systems, workflows, and compliance requirements quickly.
• Ability to work accurately and efficiently across multiple computer applications while speaking with customers.
• High school diploma or equivalent required; additional education is valued but is not a substitute for demonstrated sales ability.

Experience That Is Not Required

• Medical billing or claims experience.
• DME, respiratory, CPAP, or healthcare industry experience.
• Clinical credentials or clinical experience.
• Deep payer or insurance reimbursement expertise.

Candidates should not be screened out simply because they lack healthcare or DME experience. Sales aptitude and demonstrated production behavior should carry substantially more weight than industry familiarity.

Success Profile

Successful representatives are competitive without being aggressive, persistent without being disrespectful, comfortable with measurement, motivated by results, receptive to coaching, and capable of maintaining pace and accuracy in a repetitive high-volume environment. They treat each patient interaction as an opportunity to solve a need and earn an order - not simply complete a call.

Compensation Structure

We reward individuals who excel at building relationships, identifying patient needs, and delivering exceptional service. Top performers have the opportunity to earn above OTE through our uncapped commission program.

• Base pay: $23.00 per hour ($47,840 annually)
• Target annual commission opportunity: approximately $20,000
• On-Target Earnings (OTE): $67,840 annually
• Uncapped commission structure with the opportunity to exceed target earnings
• Performance-driven role with significant earning potential for high achievers