Director, Sales and Account Management

BASIC JOB PURPOSE: We are seeking a dynamic and experienced Director of Sales to lead and expand our sales division for a fast-growing medical transportation brokerage. The ideal candidate will have a proven track record in sales leadership, a deep understanding of the healthcare transportation industry, and the ability to build, manage, and mentor a high-performing sales team. Reporting directly to the Chief Operating Officer (COO), this role will be responsible for developing and executing strategies to acquire new business, manage existing client relationships, and ensure the overall success of the sales department. The Director of Sales will also oversee a team of Account Managers and work closely with a dedicated Request for Proposal (RFP) Writer to ensure timely and effective responses to client needs. 

SUPERVISION RECEIVED: Reports directly to the Chief Operating Officer (COO) 

TYPICAL WORKING CONDITIONS: Office environment with occasional travel for client meetings, industry conferences, and networking events. May require evening and/or weekend work. The position may require long periods of sitting, standing, kneeling, bending, and lifting at least 25 lbs. 

RESPONSIBILITES/DUTIES: 

1. Develop and execute a comprehensive sales strategy to drive business growth in both new and existing accounts.
2. Lead, mentor, and manage a growing sales team, including Account Managers and the RFP Writer.
3. Set clear sales targets, KPIs, and performance expectations for the team.
4. Provide guidance and coaching to the team to improve performance and professional development.
5. Build and scale a high-performing sales team, hiring and onboarding top talent. 
6. Work with HR and leadership to recruit, retain, and train new team members. 
7. Foster a positive, collaborative, and results-driven team culture.
8. Oversee Account Managers in maintaining and growing relationships with existing clients. 
9. Ensure client satisfaction through proactive account management and strategic relationship-building. 
10. Work with Account Managers to identify new opportunities within existing accounts, upsell, and ensure retention.
11. Collaborate with the RFP Writer to ensure timely and high-quality responses to RFPs, ensuring alignment with client needs and company capabilities.
12. Review and refine RFP responses to ensure they effectively address client requirements and maximize the likelihood of winning new contracts. 
13. Provide strategic oversight and guidance on competitive positioning and pricing strategies.
14. Monitor sales performance metrics and provide regular updates to executive leadership. 
15. Use Customer Relationship Management (CRM) and analytics tools to track sales pipeline, forecast revenue, and identify areas for improvement. 
16. Analyze market trends and competitor strategies to adjust sales tactics accordingly.
17. Collaborate with operations, marketing, and finance teams to ensure seamless execution of contracts and service delivery. 
18. Provide feedback to marketing teams regarding lead generation and brand positioning. 
19. Any other duties as assigned by management.

PERFORMANCE REQUIREMENTS 

Knowledge, Skills and Abilities: 

1. Must pass a Criminal Background Screening.
2. Must pass a Drug Screen.
3. Must pass government exclusion list at time of hire and monthly thereafter.
4. Bachelor’s degree in Business, Healthcare Administration, or a related field (Master’s degree preferred).
5. 7 years of experience in sales leadership, preferably in the healthcare or medical transportation industry.
6. Proven success in managing and growing sales teams, with a track record of achieving and exceeding targets.
7. Experience in RFP management and proposal writing, including developing pricing strategies and working with cross-functional teams.
8. Strong leadership and people management skills, with the ability to inspire and motivate a diverse team.
9. Excellent communication and negotiation skills.
10. Ability to build and maintain strong relationships with clients and key stakeholders.
11. Strong strategic thinking and problem-solving abilities.
12. Proficient with CRM software, sales forecasting, and pipeline management tools.
13. Willingness to travel as needed to meet business objectives.