Sales Director

Job Description

Job Description

Description:

 

Sales Director

East Rutherford, NJ area East Rutherford, NJ

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: