Earlier this month, the Third Circuit Court of Appeals (which covers Pennsylvania, New Jersey, Delaware and the Virgin Islands) issued a ruling in a wage and hour case that is of interest to the homecare industry. The case, Smith v. Johnson and Johnson, involves a wage and hour lawsuit brought by a "Senior Professional Sales Representative" of McNeil Pediatrics. McNeil is a wholly owned subsidiary of Johnson and Johnson.
As a Senior Professional Sales Representative, the plaintiff worked more than 40 hours each week and received a salary of $66,000. In her complaint, the plaintiff alleged that she was a non-exempt employee under the Fair Labor Standards Act and, therefore, entitled to receive overtime for hours worked in excess of 40 in a work week. Johnson and Johnson defended the claim by arguing that Ms. Smith was either exempted from the overtime requirements of the Fair Labor Standards Act as either an "outside sales professional" or an "administrative professional."
[Quick refresher: the Fair Labor Standards Act requires employers to pay employees who do not fit into one of the Act's exemptions minimum wage and overtime. These employees are known as non-exempt employees. The Act has a number of exemptions. Depending upon the exemption, the exemption may state an employee that falls into the exemption is not entitled to minimum wage, overtime, or both. These employee are known as exempt employees. You should also be aware that state law may eliminate exemptions.]
The Court's opinion focuses on the administrative professional exemption and its application to the plaintiff. Both sides conceded that the plaintiff was paid a salary that met the salary basis of pay requirement for the exemption. [NOTE: Paying a salary alone does not make an individual exempt. It is one part of other exemptions.]
The real dispute was over the exemption's other requirements:
1. The employee's primary duty is the performance of office or non-manual work directly related to the management or general business operations of the employer or the employer's customers; and
2. The employee's primary duty includes the exercise of discretion and independent judgment with respect to matters of significance.
The Court relied heavily upon the plaintiff's deposition testimony in determining that she met both of these requirements. The key facts in the case were derived from the plaintiff's deposition. The plaintiff testified in her deposition that her position required her to travel to various doctors' offices and hospitals where she extolled the benefit of her employer’s drug to physicians. The employer hoped that the doctors, having learned about the benefits of the drug would choose to prescribe it to their patients. Plaintiff did not sell the drug to the doctors, but simply educated them on its benefits.
The plaintiff testified in her deposition that she enjoyed the freedom her position provided, including being completely unsupervised 95% of the time. The employer provided the plaintiff with a list of target doctors. She was required to complete an average of ten visits per day and to visit each doctor on the list at least once each quarter. However, the employer left the itinerary and order of the visits to Plaintiff’s discretion. The Employer also gave the Plaintiff a budget which she could use to take doctors to lunch or sponsor seminars. The plaintiff had complete discretion in how to use the budget.
The Plaintiff stated in her deposition that she was free to run her territory as she saw fit. She was expected to develop a strategic plan for her territory to maximize "sales". The employer agreed that the plaintiff was the expert on her territory and was expected to determine how best to maximize business results in her territory.
The Court ruled that the plaintiff's responsibility to develop a strategic marketing plan designed to maximize sales in her territory fit the "related to management or general business interests" portion of the exemption.
The Court then ruled that the plaintiff's position fell within the exercises discretion portion of the test. The court found this, because the plaintiff performed her duties without direct oversight and even considered herself "as the manager of her own business who could run her own territory as she saw fit."
For these reasons, the Court ruled the plaintiff was exempt and not entitled to overtime.
For home health, private duty, and hospice providers that employ their own marketing staff, this case raises the possibility of structuring a marketing professionals job in such a way to qualify them as an exempt administrative professional. It is important for providers to know that the court did not issue a blanket ruling that all sales professionals are exempt administrative professionals. The court was very specific that this is a fact sensitive inquiry. Not every sales professional will be exempt.
To reiterate, this case creates the possibility, based upon specific facts, that sales professionals may be exempt. You should not assume every case will be resolved the same. If you think your sales professionals might fit this exception, you should review the facts of your marketing staff's situation with knowledgeable legal counsel.