Sales Team Lead - Workers Compensation

EK Health Services Inc.•St. Louis, MO

About The Position

The Sales Team Lead guides a team of sales representatives in executing EK Health’s sales strategy and driving new business and account growth within an assigned territory or market segment. As a player-coach, the role manages a personal book of business while coaching the team to achieve its goals. The position requires a solid understanding of the workers’ compensation landscape and experience leading, mentoring, or coaching sales professionals. This is a full-time exempt position with regular travel required within the USA. The role also requires a safe, HIPAA-compliant home office with a DSL, fiber, or cable internet connection; 100 Mbps or better is preferred. Compensation includes a competitive salary based on experience, with commission and bonus opportunities. The company provides medical, dental, and vision insurance, a 401(k), paid time off, paid holidays, a monthly internet stipend, and equipment.

Requirements

Bachelor’s degree in business, marketing, or a related field, or equivalent work experience.
At least 5 years of sales experience, including 1–2 years leading, mentoring, or coaching others; preferably in managed care or workers’ compensation.
Proven track record of meeting or exceeding individual sales quotas.
Working knowledge of workers’ compensation, managed care, or related insurance and healthcare markets.
Excellent communication, negotiation, and interpersonal skills.
Hands-on and well-organized, with the ability to balance personal sales goals and team leadership responsibilities.
Proficiency with CRM systems and sales reporting tools, and a positive, results-oriented approach to motivating others.
Strong knowledge of MS Office Suite (Word, Excel, PowerPoint, Outlook, Teams) and CRM systems.
Able to sit and use a keyboard most of the day, with manual dexterity; able to speak on the telephone intermittently throughout the day.
Able to read and write English fluently and provide and confirm a safe home office environment that is HIPAA compliant.
Home internet connection must be DSL, fiber, or cable.

Nice To Haves

Master’s degree preferred.
Experience in the managed care or workers’ compensation sector preferred.
Knowledge of Zoho is a plus.
Home internet speed of 100 Mbps or better is preferred.

Responsibilities

Execute the sales strategy set by sales leadership, translating company goals into team and individual sales plans, activity targets, and daily priorities to achieve sales goals and revenue targets.
Monitor market trends, customer needs, and competitor activity within the territory, and share field insights with sales leadership to help refine sales tactics.
Train, coach, and support sales representatives through regular one-on-ones, call reviews, and joint client meetings; participate in interviewing and onboarding new team members.
Manage a personal portfolio of accounts and support representatives on key opportunities, building relationships with insurers, employers, and healthcare providers to drive satisfaction and retention and identify new business opportunities.
Monitor team activity, pipeline, and KPIs; provide regular reports to sales leadership and work with individual representatives to address performance gaps.
Partner with marketing, operations, and clinical teams to ensure consistent messaging, smooth client handoffs, and a strong client experience.
Ensure accurate CRM usage, pipeline forecasting, and adherence to sales processes; manage team expenses within approved guidelines.