Director of Healthcare Sales

Koch Enterprises • Nashville, TN

5d

About The Position

South Western Communications (SWC) is seeking an experienced and strategic Director of Healthcare Sales to lead, develop, and scale a team of Healthcare Account Executives focused on acute care hospitals, healthcare systems, and senior living organizations. This role is responsible for driving revenue growth for clinical communication and collaboration technologies—primarily Rauland-powered solutions including nurse call, workflow optimization, and integrated communication platforms. The ideal candidate is a proven healthcare sales leader who brings deep knowledge of Clinical Communication & Collaboration (CC&C) solutions, strong leadership and coaching skills, and the ability to manage complex, consultative sales cycles across multi‑stakeholder healthcare environments.

Requirements

• 8+ years of experience selling healthcare technology or healthcare systems integration solutions
• 3+ years of experience managing healthcare Account Executives or similar quota‑carrying sales teams
• Proven success leading teams selling Clinical Communication & Collaboration (CC&C) technologies
• Demonstrated ability to consistently meet or exceed revenue targets at a team level
• Experience managing long, complex sales cycles with multiple stakeholders
• Proficiency with Salesforce.com or Microsoft Dynamics CRM

Nice To Haves

• Bachelor’s degree in business, or related field
• Direct experience with Rauland solutions or comparable nurse call and clinical communication platforms
• Strong understanding of healthcare operations, clinical workflows, and hospital system environments
• Experience working within a healthcare systems integrator or value‑added distributor model

Responsibilities

• Lead, coach, and mentor a team of Healthcare Account Executives selling complex clinical communication solutions into acute care hospitals and healthcare systems
• Establish clear performance expectations aligned with AE responsibilities including account planning, pipeline development, solution selling, and quota attainment
• Conduct regular one‑on‑ones, deal reviews, pipeline inspections, and forecast calls to drive consistent execution
• Recruit, onboard, and ramp new Healthcare Account Executives in partnership with HR
• Own healthcare sales performance for assigned territories
• Drive consistent achievement of quarterly and annual revenue targets
• Ensure disciplined pipeline management and high forecast accuracy using Microsoft Dynamics CRM
• Proactively identify risks in complex opportunities and provide hands‑on support to advance and close deals
• Translate SWC’s healthcare strategy into actionable sales plans for the Account Executive team
• Support large, strategic, and enterprise opportunities through executive‑level engagement, deal strategy, and negotiation
• Partner with Marketing, Engineering, Project Management, and Support teams to ensure accurate solution scoping and customer success
• Represent SWC at key healthcare industry events, executive meetings, and strategic customer engagements
• Maintain expert‑level understanding of Rauland solutions and integrated clinical communication platforms
• Coach Account Executives on SPIN Selling methodologies, demonstrations, and value‑based discussions with clinical, IT, operational, financial, and executive stakeholders
• Stay current on healthcare industry trends, regulatory considerations, and competitive landscape to inform sales strategy

Benefits

• Competitive compensation
• leadership incentives
• growth opportunities

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: Associate degree