Senior Director of Sales

The Senior Director of Sales (Sr. DOS) is a strategic leader of leaders, accountable for driving patient growth across all PT Solutions markets through operationally integrated sales execution. This role is responsible for both the what (e.g., market share growth, referral volume, payer mix improvement) and the how (rigor, discipline, and field-level execution). This role oversees and leads a national team of Physician Liaisons and Regional Sales Leaders. This position demands cross-functional alignment, a high-performance sales culture, and measurable results tied to business priorities and strategic growth initiatives.

The Sr. DOS must demonstrate a blend of field-based leadership, analytics-driven planning, and cross-department collaboration to embed sales efforts seamlessly within market operations. This position requires regular national travel.

Essential Functions

• Design, implement and execute regional and market level strategic sales plans to meet referral and revenue targets
• Drive monthly Structures Market Planning in collaboration with RVPs and DDOs to build and review market-specific

Sales Action Plans That Define

• Weekly referral goals
• Target accounts and strategic outreach plans
• Initiatives to diversify payer mix
• Market-specific performance risks and mitigation strategies

• Ensure alignment of these plans to both national sales goals and operational budget expectations

• Lead, mentor and develop a high-performing team of Regional Sales Leaders and a national network of Physician Liaisons (PLs)

• Conduct monthly ride-along coaching with underperforming PLs and ensure proper documentation and follow-up
• Utilize Salesforce and other CRM tools to measure performance against KPIs, drive accountability and assess performance
• Require and review monthly sales action plans from market leaders to ensure alignment and execution
• Partner cross-functionally with operations to drive growth initiatives
• Plan and execute biannual National Sales Summits to cascade strategy, reinforce expectations, and develop next- generation sales talent.
• Provide executive-level reporting, insights and performance reviews to senior leadership
• Standardize onboarding and performance expectations for new PLs and Sales Leaders with a defined 90-day ramp plan and defined success checkpoints.

Required Skills & Abilities

• Proven ability to lead, develop, and coach high-performing, multi-level sales teams
• Demonstrated success in scaling and executing field-based sales strategies
• Advanced proficiency in Salesforce and CRM platforms, with a strong focus on referral conversion metrics
• Strong analytical skills with the ability to translate field activity into measurable business outcomes
• Excellent communication, presentation, and cross-functional collaboration skills
• High emotional intelligence and ability to build trust across departments and stakeholders
• Proficiency in Windows-based tools (e.g., Word, Excel) and other sales technology platforms
• Strong organizational and time management skills, with the ability to prioritize and meet deadlines
• Ability to work independently and collaboratively in a fast-paced, results-driven environment
• Strategic thinker with experience in planning and executing initiatives tied to measurable targets
• Financial acumen, including experience with sales performance analysis, forecasting, and budget planning
• Effective delegation and team coordination to align business and affiliate needs
• In-depth understanding of the healthcare marketplace and the sales processes impacting goal attainment
• Ability to travel up to 1–2 times per month for short trips (2–3 days each), with 1–2 longer onsite meetings annually (approximately 3 days each); additional travel may be required based on business needs

Required Credentials

• Bachelor's degree in business, Marketing, Health Sciences or related field; MBA preferred
• 7-10 years in progressive sales experience
• 2+ years leading regional or national field sales team
• Must live in a key market of their assigned territory

Expanding Access to Quality Care
At PT Solutions, we're more than colleagues; we're a tight-knit community united in our mission to expand access to quality care. Our commitment to you is evident in our industry-leading professional development opportunities. From ongoing evidence-based clinical education to dedicated mentorship opportunities and an APTA-accredited Orthopaedic Residency Program, we propel our clinicians toward excellence in physical therapy, occupational therapy, speech-language pathology, and athletic training.

As we aim to be the go-to rehabilitation provider, we seek committed professionals eager to join us in that mission. A career with PT Solutions is an opportunity to shape the industry and make a lasting impact.

Let's go further together and transform care. Join the #PTSLife today

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