Regional Sales & Client Services Manager - Indiana

Public Posting Title: Regional Sales & Client Services Manager
Internal Title: Director of Client Services

Position Overview

The Director of Client Services is a regional position responsible for driving sustainable growth for the nurse case management offering and other company products across an assigned region. This position is a strategic, hands-on role that requires extensive understanding of healthcare service delivery, payor/provider dynamics, and consultative sales practices. The Director of Client Services will oversee a growing portfolio of regional accounts and manage clients, prospects, vendors and other key constituents for growth, service and quality outcomes.

Key Responsibilities

Strategic Territory Management

• Develop and execute a sales strategy specific to the assigned territory that aligns with organizational growth goals and market dynamics.
• Prioritize outreach and team focus.
• Identify underserved markets or emerging opportunities in the assigned region.

Sales Execution & Revenue Growth

• Drive full-cycle sales efforts from lead generation and qualification through proposals, contracting, and closing.
• Manage a dynamic pipeline of opportunities across payors, employers, third-party administrators, and other viable options for the company’s product offerings.
• Collaborate with Marketing and Clinical teams to develop compelling, clinically grounded messaging tailored to decision-makers.
• Coordinate cross-functional solutioning to address complex prospect requirements, including pricing structures, program outcomes, and regulatory needs.
• Consistent progress toward growth benchmarks.

Collaboration & Feedback

• Build and sustain high trust relationships with key stakeholders, insurance executives, case management directors, and benefit consultants.
• Serve as a strategic partner to clients, offering insight on care coordination trends, workforce shortages, and clinical ROI from nurse case management.
• Attend and present at regional healthcare events, roundtables, and thought leadership forums to promote the company’s brand and services.
• Support client onboarding and ensure alignment between sales promises and delivery outcomes through coordination with Account Management and Clinical Teams.
• Provide regular feedback from the field to Product, Marketing, and Executive teams to help shape service offerings and go-to-market messaging.
• Stay ahead of regional trends in managed care, value-based care, and case management models—including regulatory, clinical, and technological changes.

Sales & Product Knowledge

• Extensive understanding of the company\'s product offerings, workflows, solutions, differentiators, and clinical impacts.
• Stay current on industry trends, prospect pain points, and relevant value-based care language.

Performance Expectations

• Consistently meet or exceed quarterly and annual growth goals.
• Demonstrate consistent performance improvement and year over year growth.
• Maintain a high standard in the CRM ensuring data is accurate and organized, including activity metrics and conversion rates.
• Maintain high standards by delivering excellent service through diligent follow up.

Required Skills and Qualifications

• Excellent verbal and written communication, negotiation and presentation skills.
• Proficient with CRM platforms, Microsoft Office, Excel and PowerPoint.
• Strong organizational skills and attention to detail.
• Strategic thinking and analytical skills.
• Self-motivated, and able to work independently.

Preferred Experience and Credentials

• Bachelor’s degree preferred, or equivalent work experience.
• 5+ years of workers’ compensation and nurse case management sales experience is a plus.
• Prior experience using CRM and sales engagement platforms (e.g., Pipedrive, Salesforce, HubSpot, Outreach).

Work Environment & Location

• Remote with travel as required for successful sales, team meetings or industry events.
• Reports to: Senior Director of Regional Sales & Account Management.

Compensation & Benefits

• Competitive base salary + performance-based bonus
• Comprehensive benefits package (healthcare, 401k, PTO, etc.)