Director of Sales

2 weeks ago

Sherman Oaks, California, United States Proactive Work Health Services Full time

Location: Sherman Oaks, CA

Description

Position Summary

The Director of Sales is responsible for leading business development and revenue growth for our occupational medicine services across designated markets. This role develops and executes companywide sales strategy, builds long-term relationships with employer clients, and drives new business that aligns with our clinical capacity and operational capabilities. This leader will oversee sales planning, performance metrics, pipeline management, pricing strategy support, and the effectiveness of the sales team.

Key Responsibilities

  • Develop and execute strategic sales plans to expand employer client base and grow revenue in line with organizational goals.
  • Identify, pursue, and close new business opportunities with employer partners in target industries (manufacturing, logistics, public sector, healthcare, construction, etc.).
  • Lead sales team performance management: set quotas, coach to sales excellence, and ensure consistent pipeline movement.
  • Partner with clinical operations, marketing, and executive leadership to align sales commitments with capacity, turnaround time expectations, and service model.
  • Maintain deep understanding of occupational health services offered (post-offer exams, DOT exams, drug/alcohol testing, work injury management, case management, RTW, respirator medical clearance, etc.).
  • Develop and manage employer contracts in collaboration with executive team (pricing strategy, service menu, bundled services, volume-based pricing structures).
  • Represent the company at industry events, employer safety councils, workers' comp groups, and community business forums.
  • Ensure CRM utilization, pipeline tracking, forecasting accuracy, and reporting cadence for executive leadership.

Requirements:

Qualifications

5+ years in B2B sales leadership, preferably in healthcare or occupational medicine, employer services, or workers' comp.

Proven track record of driving multi-site revenue growth and closing mid-market and enterprise level employer accounts.

Deep familiarity with occupational health service offerings and employer compliance requirements preferred.

Strong executive presence with ability to communicate value and ROI to HR, Safety, Risk, and Operations decision makers.

Ability to build strong relationships and trust at multiple levels within employer organizations.

CRM fluency (Salesforce, HubSpot, or similar).

Key Competencies

Results-oriented, metrics-driven

Business acumen + pricing strategy thinking

Relationship building and consultative selling approach

Strong communicator and executive-level presenter

Cross-functional collaborator (clinical ops, marketing, finance)

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