Sales Development Representative

Sales Development Representative

Remote/Hybrid | 15-20 Hours per Week | U.S. Healthcare / Physical Therapy

About RPM Physical Therapy

RPM Physical Therapy is a physical therapy and performance clinic based in The Woodlands, Texas. Our model places a strong emphasis on individualized care, communication, and helping prospective patients understand the appropriate next step for addressing their concerns.

We are looking for a Sales Development Representative to increase our capacity for inbound and outbound lead communication and help qualified prospective patients take the next step toward care.

This is not just an answering-service or virtual-assistant position.

The primary goal of this role is to consistently contact, nurture, qualify, and convert prospective patients into scheduled Discovery Visits while ensuring every lead receives timely follow-up and accurate documentation.

Why This Role Exists

RPM currently generates approximately 40+ new leads per month in addition to maintaining a substantial database of previous leads requiring continued follow-up and reactivation.

Our existing sales and marketing team manages the overall patient-acquisition process, but increased lead volume and other responsibilities limit the amount of time available for direct phone communication.

This position adds dedicated capacity to that system.

The Sales Development Representative will work closely with RPM's existing sales and marketing team to ensure leads are contacted consistently, conversations are handled professionally, follow-up is completed, and opportunities do not disappear because of insufficient communication.

What You Will Own

New Lead Communication

• Contact new prospective patients using RPM's established follow-up cadence.
• Make primarily outbound calls while also assisting with inbound prospective-patient calls.
• Utilize phone calls, voicemail, text, and email appropriately throughout the follow-up process.
• Respond to new leads promptly and consistently.
• Ensure every required touchpoint is completed and documented.

Lead Conversion & Discovery Visit Scheduling

The goal is not to just make calls. The goal is to create productive conversations that move appropriate prospective patients toward the next step.

You will:

• Build rapport quickly with prospective patients.
• Ask questions to understand why the individual contacted RPM and what they are looking for.
• Follow established call frameworks while adapting the conversation to the individual.
• Explain RPM's process clearly and confidently.
• Address common questions and objections regarding insurance, pricing, scheduling, and treatment.
• Recognize hesitation or uncertainty and ask appropriate follow-up questions rather than immediately accepting an objection.
• Guide qualified prospects toward scheduling a Discovery Visit with a physical therapist.
• Recognize when a conversation requires escalation to an experienced member of RPM's sales or clinical team.

Follow-Up & Lead Nurture

Many prospective patients will not schedule during the first conversation.

You will:

• Follow RPM's established contact cadence.
• Maintain consistent communication with unresponsive or undecided leads.
• Re-engage previous leads when appropriate.
• Identify leads requiring additional attention.
• Ensure prospective patients do not fall through the cracks because follow-up was missed.
• Provide feedback on recurring objections or patterns observed during conversations.

Lead Tracking & Documentation

Strong documentation is an essential part of this role.

You will:

• Document every meaningful interaction with a lead, including calls, voicemails, texts, and emails.
• Maintain accurate notes regarding conversations, objections, next steps, and follow-up requirements.
• Update RPM's lead tracking systems consistently.
• Adjust future follow-up requirements based on the outcome of each interaction.
• Maintain an organized and accurate lead pipeline.
• Help ensure the team can quickly understand the current status of any prospective patient.

Lead Reactivation

RPM maintains a substantial database of previous leads.

You will help systematically work through this database to:

• Re-establish communication with previous prospects.
• Determine whether their needs have changed.
• Identify opportunities to reconnect appropriate individuals with RPM.
• Track which reactivation strategies generate meaningful conversations and Discovery Visits.

Who We're Looking For

We are looking for someone who is:

• Personable and conversational.
• Confident in speaking with prospective patients.
• Highly organized.
• Persistent without being aggressive.
• Comfortable making a high volume of outbound calls.
• Comfortable receiving inbound calls.
• Capable of following an established process while adapting when necessary.
• Thorough and accurate with documentation.
• Comfortable receiving feedback and call coaching.
• Able to work independently without requiring constant direction.
• Reliable with follow-up.
• Fluent in spoken and written English.

Experience in one or more of the following is strongly preferred:

• Appointment setting
• Lead conversion
• Sales development
• Consultative sales
• Inbound/outbound sales
• Lead reactivation
• Healthcare scheduling
• Physical therapy
• Medical or wellness services
• High-touch local service businesses

Healthcare experience is helpful, but strong communication, sales judgment, appointment-setting experience, and demonstrated ability to convert leads are more important than healthcare experience alone.

We are not looking for a general virtual assistant who is simply willing to make phone calls.

We are looking for someone who is comfortable being accountable for the quality and outcome of those conversations.

How Success Will Be Measured

Performance will be evaluated using a combination of activity, conversion, quality, and documentation metrics.

Potential KPIs include:

• New lead response time
• Outbound contact attempts
• Follow-up completion rate
• Contact rate
• Meaningful conversations
• Discovery Visits booked
• Lead-to-Discovery-Visit conversion rate
• Previous leads successfully reactivated
• Discovery Visit show rate as a shared downstream metric
• Documentation accuracy and completeness
• Call quality and communication standards

Raw call volume is important, but calls alone do not define success.

The primary objective is to consistently convert appropriate prospective patients into scheduled Discovery Visits while maintaining a clean and reliable lead pipeline.

Working With RPM's Existing Team

This role does not replace RPM's existing sales and marketing function.

The Sales Development Representative will provide additional execution capacity while working under established sales processes, scripts, and communication standards.

RPM's existing team will continue to provide:

• Sales process oversight
• Script development and refinement
• Coaching and call review
• Assistance with difficult or complex conversations
• Escalation support
• Marketing coordination
• Funnel and performance analysis

As the representative becomes proficient, they will be expected to independently handle the majority of routine lead communication while escalating conversations where additional expertise provides value.

The Person We Want

We don't want someone whose only goal is to work through a call list.

We want someone who looks at their pipeline and thinks:

"These three new leads haven't been reached yet, two people asked me to follow up today, this prospect had concerns about insurance that I need to address, and several older leads haven't been contacted recently. I'm going to prioritize the highest-opportunity conversations, document everything, and make sure nobody gets forgotten."

We want someone who takes ownership of the pipeline rather than waiting to be told who to call next.

The long-term objective is simple:

More meaningful conversations. More qualified Discovery Visits. Better follow-up. Fewer opportunities lost because we lacked the capacity to communicate with them.

Pay: $25,000.00 - $30,000.00 per year

Work Location: Hybrid remote in The Woodlands, TX 77380