Regional Sales Director

Job Title:

Regional Director of Sales

Exemption Status:

Exempt

Department:

Sales - Outside

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.