National Sales Director, Legal Services
About The Position
Dane Street is seeking a motivated Sales Director to grow its Independent Medical Examination (IME) and Peer Review business with law firms, particularly Workers’ Compensation and Auto Defense firms. The role focuses on acquiring new law firm clients and expanding business with existing clients. The successful candidate will use established relationships with paralegals and senior partners, prospect for new firms, and persuade firms to include Dane Street among their IME partners. The position calls for a balance of prospecting and relationship-building skills, with a focus on achieving local sales growth targets. The Sales Director works with operations to develop products based on client needs and with marketing to cross-sell those products. The role also includes managing sales and account pipeline activity in Salesforce.com, participating in relevant industry events, and supporting other duties and projects as assigned. Dane Street describes its culture as collaborative and focused on customer satisfaction and results. The position requires long periods of sitting and computer work, as well as any travel or other physical activity necessary to perform the duties. For remote work, the employee must supply and support their own internet service and maintain an uninterrupted connection. Apple equipment and a media stipend are provided for the remote workspace.
Requirements
- Four-year college degree (BA/BS).
- Business development mindset.
- Presentation skills.
- Proficiency in Microsoft Excel and PowerPoint.
- Excellent internal and external communication skills.
- Closing skills.
- Motivation for sales.
- Sales planning skills.
- Prospecting skills.
- Strong follow-up.
- Ability to meet sales goals.
- Supply and support personal internet service for work from home and maintain an uninterrupted internet connection.
Nice To Haves
- Business experience in an insurance setting.
- IME or record retrieval sales experience.
- Experience working with law firms.
- An existing network of relationships at paralegal and senior partner levels.
Responsibilities
- Schedule appointments, understand account requirements, and build relationships with paralegals, partners, associates, and other law firm employees who influence IME vendor selection.
- Identify new product opportunities based on law firm client needs.
- Work with operations on the development of new products.
- Collaborate with marketing to cross-sell new products to existing customers.
- Increase referral volume and revenue by building rapport with potential accounts, explaining product and service benefits and capabilities, and overcoming objections.
- Complete and document sales and account pipeline activities and results in Dane Street’s Salesforce.com platform.
- Participate in relevant industry opportunities, such as conferences and seminars, to update job knowledge.
- Perform other duties and special projects as assigned based on business needs.
Benefits
- Medical coverage for employees and their families.
- Dental coverage for employees and their families.
- Vision coverage for employees and their families.
- Voluntary life insurance options for employees, spouses, and children.
- Voluntary hospital indemnity, critical illness, accident indemnity, and pet insurance plans.
- Basic life insurance at no cost.
- Short-term disability coverage at no cost.
- Long-term disability coverage at no cost.
- Paid time off.
- 401(k) plan with company match.
- Apple equipment and a media stipend for the remote workspace.
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What This Job Offers
Job Type
Full-time
Career Level
Director
