Senior Director of Sales

PT Solutions Physical Therapy•Atlanta, GA

About The Position

The Senior Director of Sales (Sr. DOS) is a strategic leader of leaders, accountable for driving patient growth across all PT Solutions markets through operationally integrated sales execution. This role is responsible for both the what (e.g., market share growth, referral volume, payer mix improvement) and the how (rigor, discipline, and field-level execution). This role oversees and leads a national team of Physician Liaisons and Regional Sales Leaders. This position demands cross-functional alignment, a high-performance sales culture, and measurable results tied to business priorities and strategic growth initiatives. The Sr. DOS must demonstrate a blend of field-based leadership, analytics-driven planning, and cross-department collaboration to embed sales efforts seamlessly within market operations. This position requires regular national travel.

Requirements

Proven ability to lead, develop, and coach high-performing, multi-level sales teams
Demonstrated success in scaling and executing field-based sales strategies
Advanced proficiency in Salesforce and CRM platforms, with a strong focus on referral conversion metrics
Strong analytical skills with the ability to translate field activity into measurable business outcomes
Excellent communication, presentation, and cross-functional collaboration skills
High emotional intelligence and ability to build trust across departments and stakeholders
Proficiency in Windows-based tools (e.g., Word, Excel) and other sales technology platforms
Strong organizational and time management skills, with the ability to prioritize and meet deadlines
Ability to work independently and collaboratively in a fast-paced, results-driven environment
Strategic thinker with experience in planning and executing initiatives tied to measurable targets
Financial acumen, including experience with sales performance analysis, forecasting, and budget planning
Effective delegation and team coordination to align business and affiliate needs
In-depth understanding of the healthcare marketplace and the sales processes impacting goal attainment
Ability to travel up to 1–2 times per month for short trips (2–3 days each), with 1–2 longer onsite meetings annually(approximately 3 days each); additional travel may be required based on business needs
Bachelor’s degree in business, Marketing, Health Sciences or related field; MBA preferred
7-10 years in progressive sales experience
2+ years leading regional or national field sales team
Must live in a key market of their assigned territory

Responsibilities

Design, implement and execute regional and market level strategic sales plans to meet referral and revenue targets
Drive monthly Structures Market Planning in collaboration with RVPs and DDOs to build and review market-specificSales Action Plans that define:
Weekly referral goals
Target accounts and strategic outreach plans
Initiatives to diversify payer mix
Market-specific performance risks and mitigation strategies
Ensure alignment of these plans to both national sales goals and operational budget expectations
Lead, mentor and develop a high-performing team of Regional Sales Leaders and a national network of Physician Liaisons (PLs)
Conduct monthly ride-along coaching with underperforming PLs and ensure proper documentation and follow-up
Utilize Salesforce and other CRM tools to measure performance against KPIs, drive accountability and assess performance
Require and review monthly sales action plans from market leaders to ensure alignment and execution
Partner cross-functionally with operations to drive growth initiatives
Plan and execute biannual National Sales Summits to cascade strategy, reinforce expectations, and develop next- generation sales talent.
Provide executive-level reporting, insights and performance reviews to senior leadership
Standardize onboarding and performance expectations for new PLs and Sales Leaders with a defined 90-day ramp plan and defined success checkpoints.