B2B Senior Care Solutions Sales Director

Position Summary

We are seeking an experienced B2B Senior Care Solutions Sales Director to lead the development and expansion of our U.S. sales organization.

The Sales Director will be responsible for both revenue generation and building a scalable sales model across senior care, healthcare, rehabilitation, and post-acute markets.

This is not a position focused solely on managing an established sales organization. The successful candidate must be comfortable operating in an entrepreneurial growth environment, personally developing strategic accounts while creating the sales processes, team structure, KPIs, training systems, and market-expansion strategy required for future growth.

The Sales Director will play a critical role in identifying which customer segments and sales approaches can be successfully replicated as senior care solutions expands throughout Texas and into additional U.S. markets.

Key Responsibilities

Sales Strategy & Revenue Leadership

• Develop and execute the company's B2B U.S. sales strategy.
• Establish annual, quarterly, and monthly revenue and pipeline targets.
• Convert company growth objectives into measurable sales activities and KPIs.
• Identify the customer segments, channels, partnerships, and value propositions with the highest growth potential.
• Develop a repeatable sales model that can be scaled through additional sales personnel and territories.
• Take direct responsibility for achieving sales and pipeline objectives.

Strategic Business Development

Personally develop relationships with major customers and partners including:

• Hospital systems
• Rehabilitation organizations
• Skilled Nursing organizations
• Assisted Living / Memory Care operators
• Home Health organizations
• Physician and clinical networks
• Group Purchasing Organizations
• Durable Medical Equipment organizations
• Senior-care networks and industry associations
• Strategic distribution and referral partners

Lead executive-level discussions, strategic presentations, pilots, contract negotiations, and major account development.

Preferred Experience

• Proven experience obtaining Medicare Advantage coverage or approval for DME (Durable Medical Equipment) products , including direct involvement in the approval, reimbursement, or coverage process. Please be prepared to describe the types of products you have worked with.

• Demonstrated experience negotiating with health plans, payers, and Managed Care Organizations (MCOs) and successfully securing enterprise-level, network-wide, or comprehensive agreements for healthcare, senior care, or medical products and services.

Sales Team Development

• Recruit, onboard, train, coach, and manage Business Development personnel.
• Establish clear roles for Sales Directors, Sales Managers, and Business Development Associates as the organization grows.
• Create measurable individual and team KPIs.
• Conduct regular pipeline and performance reviews.
• Develop sales training, call strategies, customer presentation standards, and follow-up procedures.
• Identify performance gaps and implement corrective action and coaching.
• Build a performance-driven, accountable, and customer-focused sales culture.

Sales Operations & Forecasting

• Establish disciplined CRM usage across the sales organization.
• Maintain visibility into leads, qualified opportunities, pilots, proposals, conversion rates, and revenue.
• Develop reliable weekly, monthly, quarterly, and annual sales forecasts.
• Analyze pipeline quality and identify revenue risks early.
• Develop management dashboards and reporting processes.
• Partner with executive management on headcount planning, sales capacity, territory design, and sales compensation.

Market Expansion

• Lead the expansion of the business from the Dallas–Fort Worth market into additional Texas markets.
• Evaluate geographic expansion opportunities based on sales productivity, market potential, and customer demand.
• Develop territory and account allocation strategies.
• Determine when additional Sales Managers, Business Development Associates, or regional resources should be added.
• Develop a scalable Hub-and-Spoke sales structure that can eventually support expansion into additional U.S. states.

Product-Driven Customer Feedback

• Establish a structured process for gathering customer and clinical feedback.
• Work with management and product teams to identify unmet customer needs.
• Translate market insights into opportunities for new products, services, pricing models, and partnerships.
• Use real-world customer feedback to improve product positioning and sales strategy.
• Help create a continuous feedback loop between customers, sales, product development, and management.

Strategic Partnerships

Develop relationships with:

• Healthcare systems
• GPOs
• Senior living operators
• Clinical advisors
• Rehabilitation professionals
• Home Health providers
• Academic organizations
• Senior-care associations
• Referral networks
• Distribution and channel partners

Evaluate partnerships based on their potential to increase market access, credibility, recurring revenue, or geographic expansion.

Key Performance Indicators

The Sales Director will be accountable for metrics including:

• Total revenue
• Monthly and annual sales growth
• Qualified sales pipeline
• Pipeline coverage
• Initial customer meetings
• Pilot / Proof-of-Concept approvals
• Proposal volume
• Pilot-to-customer conversion
• Average account revenue
• New customer acquisition
• Strategic account development
• Sales cycle length
• Sales conversion rates
• Revenue per salesperson
• Forecast accuracy
• Sales team productivity
• CRM and pipeline discipline

A key measure of success will be the ability to demonstrate that sales performance remains repeatable as additional sales personnel are added .

Required Qualifications

• 10+ years of progressive B2B sales AND business development experience.
• 5+ years of sales management or leadership experience.
• Demonstrated experience building and managing sales pipelines.
• Proven track record of meeting or exceeding revenue targets.
• Experience hiring, coaching, and managing sales professionals.
• Experience developing sales strategy, territories, KPIs, forecasts, and performance-management processes.
• Strong executive communication, presentation, negotiation, and relationship-management skills.
• Ability to operate effectively in an entrepreneurial or early-stage business environment.
• Strong analytical and commercial judgment.
• Experience using CRM systems and sales-performance data to manage teams.
• Ability to travel throughout Texas and other U.S. markets as required.

Preferred Qualifications

Experience in one or more of the following sectors is strongly preferred:

• Senior living
• Hospital / health systems
• Rehabilitation
• Skilled Nursing
• Home Health
• Medical device sales
• Healthcare services
• Healthcare technology
• Patient safety
• Fall prevention
• Durable Medical Equipment
• Aging services

Experience selling to hospital executives, senior living operators, clinical leaders, rehabilitation professionals, or healthcare procurement organizations is highly desirable.

Existing healthcare and senior-care relationships in Texas are a significant advantage.

Ideal Leadership Profile

The ideal Sales Director is a builder, not simply an administrator .

The successful candidate should be able to:

• Create business opportunities personally.
• Develop strategic customer relationships.
• Turn successful individual sales activities into repeatable processes.
• Recruit and develop salespeople.
• Establish accountability through measurable KPIs.
• Make decisions using pipeline and performance data.
• Balance short-term revenue generation with long-term organizational development.
• Communicate effectively with executive management regarding market conditions, forecasts, risks, and resource requirements.
• Operate comfortably in an environment where strategies are continuously tested and improved.

Growth Mission

The Sales Director will help lead Senior care solutions through three stages of growth:

Market Discovery Identify two to three high-potential customer segments and sales models.

Validation & Replication Prove that successful sales performance can be replicated by additional sales personnel.

Scale Expand proven sales models into additional Texas markets and ultimately other U.S. regions.

The Sales Director will therefore play a central role not only in generating sales, but also in designing the commercial organization required for our long-term U.S. growth.