Sales Director

Job Description

Job Description

Description:

The Sales Director leads regional sales function and builds the commercial organization that will carry the company through its next stage of growth in new and existing markets. The role defines and executes the go-to-market strategy, informs growth priorities including market prioritization and input to site selection, and owns the full sales funnel, working hands-on and in close partnership with the CEO.

This is a build role rather than a caretaker role. The Sales Director is expected to set ambitious growth targets grounded in the facts on the ground, recruit and develop a team capable of reaching them, and bring management and ownership into the opportunities where the company’s relationships and resources can help close what the field cannot close alone.

Sales Strategy and Go-to-Market

• Strategy. Design and lead a comprehensive sales strategy aligned with the company’s growth plan and service model, including scalable processes for customer profiling, demand generation, sales structure, and referral engagement.
• Playbooks and enablement. Build and refine sales playbooks for physician referral, channel partnerships, and provider engagement, together with the onboarding and training programs that produce a high-performing team.
• Systems and analytics. Make full use of the CRM and sales analytics for pipeline tracking, performance measurement, and growth forecasting, so that results are current, visible, and verifiable.

Market Development and Strategic Relationships

• Expansion planning. Partner with executive leadership on the company’s expansion plan, including market prioritization, geographic growth strategy, and input to site selection, drawing on payer mix data, referral trends, competitive mapping, and geographic analysis.
• Referral and partner development. Develop relationships with provider groups, health systems, and industry stakeholders that drive referral growth, and identify where management or ownership involvement can accelerate or secure an opportunity.
• Marketing alignment. Work with marketing on messaging, positioning, and value proposition; guide branded collateral, referral materials, and digital content that support the field; and keep sales, marketing, and operations commercially aligned.

Leadership and Team Development

• Team building. Recruit, manage, mentor, and develop a high-performing regional sales team, including expanding headcount as growth targets require.
• Culture. Build a culture of ambition and accountability: a team that sets high targets, knows its numbers, and owns its results.
• Performance management. Set individual performance targets for each salesperson, hold each accountable for results, and conduct regular performance reviews and strategy sessions with the team, tied to the measures below.

Performance and Accountability

This role is accountable to management and ownership, and its performance is demonstrated in objectively measurable ways.

• Regular reporting. Present sales metrics on a regular cadence to both the sales team and management, so that the field and leadership work from the same numbers, with data to support every claim.
• Quarterly planning. Lead quarterly reviews and planning sessions with senior management and ownership, covering performance against target, pipeline, market development, and the plan for the coming quarter.
• Defined measures. Define, track, and report objective performance measures for the sales function and for this role, including referral and revenue growth against target, pipeline value and conversion, new referral sources opened, retention and reactivation of existing referral sources, market penetration, and forecast accuracy.
• Goal setting. Propose ambitious annual and quarterly targets grounded in market data, and own the plan to reach them, including the specific support required from management and ownership.

Compliance and Business Ethics

• Regulatory compliance. Conduct all referral development in compliance with the federal Anti-Kickback Statute, the Stark Law, applicable New Jersey self-referral and patient-referral requirements, and company compliance policy. Nothing of value may be offered or provided to a referral source as an inducement for referrals.
• Team accountability. Ensure that sales team members are trained on these requirements, and that sales practices, promotional materials, and expense activity remain within policy.
• Patient information. Handle patient and referral information in accordance with HIPAA and company privacy policy.

Requirements:

Required

• Five or more years of progressive healthcare services sales leadership experience, with a proven record of building and scaling a healthcare sales organization.

• Deep understanding of referral-based business models and physician engagement strategies.

• Substantial experience with CRM systems and sales performance tools, including accountability reporting.

• Strong analytical, strategic planning, and communication skills, including presenting to senior and ownership-level audiences.

• Ability to thrive in a fast-paced, evolving environment.

• Bachelor’s degree.

• Valid driver’s license, satisfactory motor vehicle record, reliable transportation, and ability to travel as required.

Preferred

• Infusion services, specialty pharmacy, or home infusion sales leadership experience.

• Established referral relationships across New Jersey.

• Salesforce experience.

• Advanced degree.

Candidate Profile

Entrepreneurial and grounded at the same time: sets targets that stretch the organization and backs them with real market data. Transparent with numbers, particularly when results are behind plan. Treats management and ownership as active partners and brings them into the opportunities where they can help. Builds teams that strong people want to join and that referral sources

want to work with.

Physical and Travel Requirements

With or without reasonable accommodation, this position requires the ability to travel regularly by motor vehicle across New Jersey and the surrounding region; work at a computer and present for extended periods; occasionally lift up to 40 pounds of materials and displays; and attend out-of-state conferences on occasion.

Compensation and Benefits

Base salary range: Commensurate with experience, plus a performance-based bonus structure tied to referral and revenue growth against target, performance of direct reports, and a long-term incentive component. The role includes an expense account and travel allowance. Full-time employees are eligible for a comprehensive benefits package, including health, dental, and vision insurance, life and disability insurance, a retirement plan, paid vacation, and employee discount and wellness programs.

Conditions of Employment

This position has access to confidential business information and to key company relationships. Employment is contingent on execution of the company’s confidentiality and restrictive covenant agreements; satisfactory completion of background, reference, and motor vehicle record screening; and federal and state healthcare exclusion screening.