Job Description
Job DescriptionJob Purpose
The Regional Sales Director is responsible for leading and developing a high-performing team of Field and Remote sellers to achieve revenue, profitability, and customer growth objectives across an assigned geographic region. This leader drives execution of the GCX commercial strategy through disciplined sales management, coaching, forecasting, talent development, and strategic account planning.
The Regional Sales Director partners closely with Channel Sales, Marketing, Customer Success, Project Management, Operations, and Executive Leadership to maximize customer satisfaction, accelerate growth, and expand GCX's presence within integrated delivery networks (IDNs), health systems, and acute care providers. This role does not maintain an assigned sales territory or personal quota. Success is measured by the performance of the regional team to the regional quota rather than individual selling activities.
The Regional Sales Director succeeds by improving the productivity, consistency, and development of the sales team rather than through personal selling. The role exists to create a scalable commercial organization by coaching talent, improving forecast accuracy, reinforcing commercial discipline, and supporting strategically important customer opportunities.
Key Responsibilities
- Lead, coach, and develop a team of sales representatives to consistently achieve regional sales, profitability, and customer satisfaction goals.
- Implement a field coaching and operating rhythm through weekly 1:1s, regular ride-alongs, weekly opportunity reviews, monthly territory reviews and performance discussions with each sales representative to improve sales execution, increase their sales capacity and accelerate professional development.
- Drive disciplined pipeline management, forecast accuracy, territory planning, and account prioritization to ensure achievement of monthly, quarterly, and annual business objectives.
- Develop strategic business plans for the region, identifying growth opportunities within existing customers while expanding relationships with new health systems and strategic accounts.
- Build and maintain executive-level relationships with key customers, healthcare executives, and strategic partners throughout the region.
- Partner cross-functionally with Channel Sales, Marketing, Customer Success, Project Management, Clinical Specialists, and Operations to deliver exceptional customer experience and successful implementations.
- Partner with sales representatives on strategically important opportunities, functioning as an executive sales coach during complex pursuits while ensuring ownership remains with the assigned sales representative.
- Monitor regional performance through KPIs, pipeline health, forecast accuracy, win rates, customer retention, and revenue growth metrics.
- Recruit, onboard, mentor, and develop top sales talent while creating succession plans that strengthen the long-term organization.
- Foster a culture of accountability, collaboration, continuous improvement, and customer-first execution.
- Ensure compliance with company policies, pricing strategies, CRM processes, and business operating standards.
- Continuously improve team productivity by ensuring sales representatives focus on high-value selling activities while leveraging Project Management, Customer Service, Marketing, and other support resources appropriately.
Qualifications
- Bachelor's degree in Business, Healthcare Administration, Marketing, or a related field, or equivalent professional experience.
- 7+ years of progressive healthcare sales experience including experience as a field sales representative.
- Demonstrated success consistently delivering revenue growth.
- Experience selling capital equipment, healthcare technology, medical devices, or healthcare IT solutions preferred.
- Strong executive presence with exceptional communication, presentation, negotiation, and relationship-building skills.
- Proven ability to coach sales professionals through complex sales cycles and strategic account development.
- Strong business and financial acumen with experience managing forecasts, budgets, and performance metrics.
- Highly collaborative leader capable of influencing cross-functional teams and driving organizational alignment.
- Proficient with Microsoft Office applications and CRM platforms.
- Must live within assigned region and ability to travel 50% or more as required.
Success Measures
• Achievement of regional revenue and profitability targets and quota
• Forecast accuracy and pipeline health
• Sales team performance and development
• Customer retention and satisfaction that drives revenue predictability (i.e. quota attainment)
• Strategic account growth
• New business acquisition
• Employee engagement and talent development
• Cross-functional collaboration and execution