Restorative Therapies
Director Domestic Clinical Sales
Restorative Therapies, Baltimore, Maryland, United States, 21276
Summary of Role
The Director of Domestic Clinic Sales reports to the CEO and is responsible for maximizing sales volume, profitability, market penetration, sales and clinical training. This position requires accurate forecasting and improved sales funnel processes along with the implementation of core selling processes such as upselling, cross selling, and team selling to drive success. This role will directly lead high value sales engagements with healthcare systems and C-level decision-makers. Responsibilities include product sales, capital equipment sales, and maximizing clinic-driven referrals for home systems across multi-specialty medical teams of HCPs, including occupational and physical therapists, physicians and researchers. Driving clinic referrals that convert to home sales is a core KPI, requiring close partnership and alignment with the Director of Home Sales.
Direct Reports:
6 Territory Sales Managers, 6 Clinical Sales Representatives, 1 Business Development Representative, 2 Clinical Educators
Key Responsibilities Sales Leadership & Revenue Growth
Own and deliver regional and national clinical sales performance, including revenue, margin, and growth targets.
Lead and directly participate in large, strategic sales opportunities with enterprise healthcare systems and C-level stakeholders.
Drive capital equipment sales across multi-specialty clinical teams, physicians and other HCPs.
Maximize clinic-based referrals that convert into home system sales as a core KPI of the role.
Ensure strong alignment and collaboration with the Director of Home Sales to optimize referral conversion and shared revenue objectives.
Business Development & Sales Strategy
Develop and expand enterprise customer relationships, including continued growth of referrals and new business opportunities.
Establish and grow strategic relationships with VA hospitals and expand access to new VA clinics within assigned regions.
Develop and execute a regional and national clinical sales strategy aligned with corporate objectives and growth expectations.
Implement best-in-class sales processes, including forecasting, dashboards, pipeline management, upselling, cross-selling, and team-selling.
Provide accurate monthly and quarterly sales forecasts, performance reports, and business reviews.
Ensure consistent achievement of sales targets and implement corrective actions as needed, including territory realignment and resource optimization.
Team Leadership & Development
Provide strong leadership, coaching, and mentorship to sales and clinical teams to drive accountability, engagement, and performance.
Build and sustain a high-performance sales culture with a strong focus on execution, deal closure, and customer-centric selling.
Recruit, onboard, and develop top sales talent while ensuring proper sales coverage and capability across territories.
Conduct ride-along coaching and field support to elevate sales execution and professional development.
Support Clinical Education team initiatives and development of team to enhance customer experience and sales team effectiveness.
Cross-Functional Collaboration
Partner closely with executive leadership and cross-functional teams including Marketing, Clinical, Service, Sales Operations, and Service team.
Communicate customer insights, market feedback, and operational needs to inform product development, service improvements, and marketing strategies.
Drive adoption of common sales tools, CRM usage, and standardized processes that improve visibility, execution, and customer experience.
Qualifications & Experience
7+ years of proven success leading clinical and capital equipment sales teams in healthcare or medical device environments, or equivalent experience.
Demonstrated experience selling capital equipment with an understanding of capital budget cycles and enterprise procurement, with rehab experience a plus.
Extensive knowledge of decision-makers within hospitals, clinics, and integrated delivery networks.
Experience selling into multi-specialty clinical teams and navigating complex healthcare sales environments.
Strong relationships with major healthcare systems and enterprise customers.
Track record of building and executing regional or multi-state growth strategies.
Entrepreneurial mindset with experience thriving in fast-paced, high-growth organizations.
Exceptional communication, presentation, and executive-level engagement skills.
High energy, strong work ethic, and commitment to ownership, accountability, ethics, and transparency.
Excellent leadership, problem-solving, conflict resolution, and decision-making capabilities.
Ability to travel as required to achieve goals including support of trade shows, meeting with KOLs, C-Suite negotiations, staff mentoring and other high level activities as needed.
Limitations and Disclaimer This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. The Director of Domestic Clinical Sales will be required to follow any other job-related instructions and to perform other job-related duties requested by their supervisor in compliance with Federal and State Laws. Requirements are representative of minimum levels of knowledge, skills and/or abilities. To perform this job successfully, the employee must possess the abilities or aptitudes to perform each duty proficiently. Continued employment remains on an “at-will” basis. This job description in no way creates an implied contract. All job requirements are subject to possible modification to reasonably accommodate individuals with disabilities. Some requirements may exclude individuals who pose a direct threat or significant risk to the health and safety of themselves or other employees.
#J-18808-Ljbffr
Direct Reports:
6 Territory Sales Managers, 6 Clinical Sales Representatives, 1 Business Development Representative, 2 Clinical Educators
Key Responsibilities Sales Leadership & Revenue Growth
Own and deliver regional and national clinical sales performance, including revenue, margin, and growth targets.
Lead and directly participate in large, strategic sales opportunities with enterprise healthcare systems and C-level stakeholders.
Drive capital equipment sales across multi-specialty clinical teams, physicians and other HCPs.
Maximize clinic-based referrals that convert into home system sales as a core KPI of the role.
Ensure strong alignment and collaboration with the Director of Home Sales to optimize referral conversion and shared revenue objectives.
Business Development & Sales Strategy
Develop and expand enterprise customer relationships, including continued growth of referrals and new business opportunities.
Establish and grow strategic relationships with VA hospitals and expand access to new VA clinics within assigned regions.
Develop and execute a regional and national clinical sales strategy aligned with corporate objectives and growth expectations.
Implement best-in-class sales processes, including forecasting, dashboards, pipeline management, upselling, cross-selling, and team-selling.
Provide accurate monthly and quarterly sales forecasts, performance reports, and business reviews.
Ensure consistent achievement of sales targets and implement corrective actions as needed, including territory realignment and resource optimization.
Team Leadership & Development
Provide strong leadership, coaching, and mentorship to sales and clinical teams to drive accountability, engagement, and performance.
Build and sustain a high-performance sales culture with a strong focus on execution, deal closure, and customer-centric selling.
Recruit, onboard, and develop top sales talent while ensuring proper sales coverage and capability across territories.
Conduct ride-along coaching and field support to elevate sales execution and professional development.
Support Clinical Education team initiatives and development of team to enhance customer experience and sales team effectiveness.
Cross-Functional Collaboration
Partner closely with executive leadership and cross-functional teams including Marketing, Clinical, Service, Sales Operations, and Service team.
Communicate customer insights, market feedback, and operational needs to inform product development, service improvements, and marketing strategies.
Drive adoption of common sales tools, CRM usage, and standardized processes that improve visibility, execution, and customer experience.
Qualifications & Experience
7+ years of proven success leading clinical and capital equipment sales teams in healthcare or medical device environments, or equivalent experience.
Demonstrated experience selling capital equipment with an understanding of capital budget cycles and enterprise procurement, with rehab experience a plus.
Extensive knowledge of decision-makers within hospitals, clinics, and integrated delivery networks.
Experience selling into multi-specialty clinical teams and navigating complex healthcare sales environments.
Strong relationships with major healthcare systems and enterprise customers.
Track record of building and executing regional or multi-state growth strategies.
Entrepreneurial mindset with experience thriving in fast-paced, high-growth organizations.
Exceptional communication, presentation, and executive-level engagement skills.
High energy, strong work ethic, and commitment to ownership, accountability, ethics, and transparency.
Excellent leadership, problem-solving, conflict resolution, and decision-making capabilities.
Ability to travel as required to achieve goals including support of trade shows, meeting with KOLs, C-Suite negotiations, staff mentoring and other high level activities as needed.
Limitations and Disclaimer This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. The Director of Domestic Clinical Sales will be required to follow any other job-related instructions and to perform other job-related duties requested by their supervisor in compliance with Federal and State Laws. Requirements are representative of minimum levels of knowledge, skills and/or abilities. To perform this job successfully, the employee must possess the abilities or aptitudes to perform each duty proficiently. Continued employment remains on an “at-will” basis. This job description in no way creates an implied contract. All job requirements are subject to possible modification to reasonably accommodate individuals with disabilities. Some requirements may exclude individuals who pose a direct threat or significant risk to the health and safety of themselves or other employees.
#J-18808-Ljbffr