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Job Title: |
Regional Director of Sales |
Exemption Status: |
Exempt |
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Department: |
Sales - Outside |
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Reports To: |
VP Sales and Marketing |
Summary
The Regional Director of Sales leads a dynamic sales team, driving the acquisition of new long-term care facility contract sales, expanding relationships with existing clients, and ensuring customer retention across a designated region. Success is measured by the achievement of strategic goals, sales quotas, and operational excellence.
Essential Duties & Responsibilities
- Lead and mentor a team of account executives, ensuring they achieve individual sales targets through recruitment, training, coaching, and performance management.
- Establish regional sales objectives and quotas for account executives in line with company goals.
- Maintain and expand the customer base by fostering relationships with key corporate clients and ensuring the team is effectively managing these relationships.
- Analyze sales performance data to identify trends and develop strategies for continuous improvement.
- Prepare and manage the regional sales budget, monitor expenditures, and ensure the achievement of financial targets.
- Ensure compliance with company policies and procedures and uphold high standards of professionalism and ethics.
- Create district-level sales strategies that align with company sales goals and ensure consistent performance across regions.
- Support organizational success by completing ad-hoc tasks and contributing to cross-departmental initiatives as required.
Education & Training Requirements
- Bachelor’s degree required; MBA or advanced degree preferred.
- Minimum of 5 years in a sales leadership role, with experience in long-term care, health insurance or a related industry.
- Proven track record of driving sales growth and exceeding performance targets.
- Expertise in CRM systems (e.g., Salesforce), with a data-driven approach to sales management.
- Strong communication, negotiation, and problem-solving skills.
- Ability to travel up to 50% within the assigned region.
Other Qualifications
- Leadership and Team Development: Recruit, develop, and manage a high-performing sales team. Foster a culture of continuous improvement, providing coaching, training, and mentorship to achieve individual and team targets.
- Sales Strategy and Execution: Design and implement strategic sales plans to achieve regional goals. Identify growth opportunities and drive the sales process from lead generation to closing.
- Customer Relationship Management: Strengthen customer relationships through ongoing account management, ensuring client satisfaction and long-term partnerships. Expand customer base by identifying and pursuing new business opportunities.
- Financial and Operational Oversight: Manage the regional sales budget, forecast revenue, and track financial performance. Adjust strategies as needed to meet budgetary and financial objectives.
- Market Insights and Reporting: Analyze market trends, competitor activities, and customer feedback to inform strategic decisions. Provide actionable insights and regular updates to senior leadership.
- Process Improvement and Innovation: Continuously review and refine sales processes to increase efficiency and effectiveness. Leverage CRM tools and data analytics to track performance and identify areas for improvement.
- Cross-functional Collaboration: Work closely with internal teams (marketing, product development, customer service) to align sales efforts with broader company goals and initiatives.
Physical Effort & Working Conditions
- This position may require up to 50% travel within assigned regions, including travel to client offices, conferences, and corporate meetings.
- Work is primarily performed in an office setting, with time spent visiting client locations for meetings.
