Director of Sales & Business Development
About The Position
Director of Sales & Business Development Position summary Senior sales leader responsible for leading and scaling revenue growth across Home Medical Equipment (HME), Infusion Therapy, and any other growth objective. This role requires a strategic, enterprise-minded sales leader capable of building structure, developing high-level referral partnerships, mentoring senior account executives, and driving sustained market expansion. This individual will operate as a key business leader, translating organizational vision into executable market strategy while building a disciplined, performance-driven sales culture.
Requirements
- Bachelor’s degree required; MBA or advanced business training preferred.
- Minimum of 8–10 years of progressive sales leadership experience, including direct oversight of multi-person sales teams.
- Demonstrated success leading sales growth in healthcare sectors such as HME, Infusion, Respiratory, Specialty Pharmacy, or related post-acute services.
- Proven ability to engage C-suite stakeholders, physician leaders, and health system administrators.
- Strong strategic planning capability with experience building sales infrastructure, compensation models, and scalable processes.
- Experience managing revenue targets in complex reimbursement environments (Medicare, Managed Care, Commercial payers).
- Executive presence with strong communication, negotiation, and influencing skills.
- Data-driven mindset with fluency in CRM systems, forecasting models, and performance dashboards.
- Ability to lead through change, build culture, and elevate team capability.
Responsibilities
- Develop and own the multi-year sales strategy aligned with corporate growth objectives across all business lines.
- Lead market expansion initiatives, including territory design, channel development, referral pathway optimization, and strategic account penetration.
- Drive top-line revenue growth, margin improvement, and market share expansion using data analytics, payer insights, and competitive positioning.
- Build, mentor, and elevate a high-performing sales organization, including recruiting senior-level talent and developing succession depth within the team.
- Establish performance standards, KPIs, forecasting discipline, and pipeline management processes appropriate for a scaled healthcare sales organization.
- Serve as executive relationship lead for key health system partners, specialty clinics, physician groups, payers, and strategic referral sources.
- Identify critical leverage points within referral networks, payer channels, and care delivery pathways across each business line, implementing strategies that unlock sustainable growth and market advantage.
- Collaborate cross-functionally with operations, clinical leadership, revenue cycle, and executive leadership to ensure sales commitments align with operational excellence and service delivery capabilities.
- Present regular executive-level reports on revenue performance, territory effectiveness, payer trends, and strategic growth initiatives.
- Lead contract strategy discussions and support negotiation efforts with health systems and strategic accounts.
- Foster a culture of accountability, coaching, and measurable performance within the sales team.
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What This Job Offers
Job Type
Full-time
Career Level
Director
