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Regional Sales Director (Direct Hire)
Location: San Bernardino, CA 92408 (on-site)
Territory/coverage includes:
- San Bernardino, CA 92408
- Los Angeles, CA 90018
- Sacramento, CA 95834
Schedule: Monday–Friday, 8:00 AM–5:00 PM
Travel: ~50% overall, with 10–20% overnight; during start-up phase, expect increased on-site presence (up to 80–100%)
Reports to:VP of Sales
Direct reports: 23
Compensation: $146,000–$180,000 base (exempt) + monthly commission opportunity + annual bonus
Tools: CRM/sales tracking (Salesforce experience preferred)
Position summary
The Regional Sales Director is responsible for meeting and exceeding gross enrollment goals for the assigned region by developing and executing a sales plan and leading B2B and B2C growth activities. This leader builds referral partnerships, drives pipeline health, forecasts performance, and develops a high-performing outreach/enrollment team across multiple sites.
Key responsibilities
Sales strategy, plan development, reporting (approx. 40%)
- Build strong partnerships with internal stakeholders across operations, clinical, finance, and compliance to support growth.
- Develop regional and center-level referral channel and market strategies aligned with regional priorities and national sales direction.
- Create and execute annual/quarterly/monthly sales plans (channels/accounts, initiatives, tactics) to achieve growth targets.
- Align sales plans with company sales systems to optimize team performance.
- Analyze, identify, and grow priority referral channels to maximize referral partner productivity.
- Monitor territory coverage to ensure optimal market coverage and performance.
- Manage weekly/monthly KPI reporting and maintain accurate forecasting to leadership.
- Monitor the enrollment funnel to ensure lead quality and conversion viability.
- Build a brand within the assigned region without existing market share.
Sales leadership, supervision, talent development (approx. 60%)
- Monitor individual performance and administer performance management protocols to drive growth and development.
- Develop quarterly and monthly sales plans with Outreach Specialists to achieve gross enrollment goals.
- Implement and administer the Sales Bonus Plan for targets and performance payout.
- Reinforce national sales trainings with sales teams to maximize performance.
- Maintain a funnel of qualified leads and referral sources, including accurate records of sales/prospecting activity within the CRM.
- Help set the tone of the department to maintain morale, teamwork, and a positive culture.
- Coach and mentor center Outreach Specialists on sales approaches, best practices, and tactics to improve engagement and productivity.
Required qualifications
- Bachelor’s degree from an accredited institution.
- 11+ years of related experience, including 5+ years of demonstrated success leading sales teams and delivering on business sales objectives.
- Experience supervising staff in multiple facilities/locations and the ability to communicate via various methods.
- Proven ability to interact effectively with senior executives.
- Ability to manage a cross-functional team effectively.
- Experience developing sales strategies and performance management metrics.
- Exceptional verbal and written communication skills.
- Leadership ability, entrepreneurial attitude, and strong teamwork.
- Strong training and presentation skills.
- Excellent negotiation and sales skills.
- Ability to work under pressure and deadlines.
- Valid state-issued driver’s license, personal transportation, good driving record, and auto insurance as required by law.
Preferred qualifications
- Master of Business Administration or related master’s degree.
- Experience in aging and long-term care services.
- 3+ years of Medicare Advantage/Managed Medicaid/Commercial Health Plan sales experience.
- Experience with CRM and sales tracking systems (e.g., Microsoft Dynamics, Salesforce, Playmaker); Salesforce specifically noted for this role.
Background checks / onboarding requirements
- Background check including OIG
- Drug screening (4-panel; no THC)
- Motor vehicle report (MVR); must have license and insurance
Benefits (Day 1 eligibility)
- Medical (United; Kaiser option for CA residents)
- Dental, vision, life insurance
- 401(k) with 50% match of the first 4% contributed
- 11 paid holidays
- PTO accrual (15 days year 1; 17 days year 2; 22 days year 5)
- Sick time (40 hours annually)
- EAP, wellness benefit, employee discounts
- Tuition reimbursement (after 1 year of service)
- Employee referral bonus program (up to $10,000)