Regional Sales Director

Regional Sales Director Reports to: Vice President, Sales Position Summary The Regional Sales Director leads a team of Diagnostic Imaging Specialists to grow physician referrals and outpatient imaging volume across an assigned region. This leader translates division sales priorities into actionable territory plans, develops sales talent through hands-on field coaching, and uses data to improve performance. Working closely with operations, marketing, and local market leaders, the Director builds strong referring-provider relationships and supports sustainable growth across priority services and modalities. Essential Duties and Responsibilities • Execute Lumexa's sales strategy within the assigned region, developing short-term and long-range regional and territory plans aligned with division growth goals, local market opportunities, and imaging capacity. • Lead, recruit, onboard, coach, and develop Diagnostic Imaging Specialists, including team members new to healthcare imaging. Establish clear goals, conduct regular performance reviews, and address performance gaps promptly. • Conduct regular field training visits, joint provider meetings, and individual coaching sessions to strengthen consultative selling, account planning, imaging knowledge, and follow-through. • Build a collaborative team culture grounded in accountability, shared learning, recognition, and proactive problem-solving. Keep the team focused and motivated through operational or market challenges. • Use CRM and business intelligence tools to track referral volume, sales activity, account retention, new referring providers, and modality mix against agreed-upon KPIs. Diagnose volume shifts and implement targeted action plans. • Prioritize territories, accounts, and sales resources using referral trends, specialty needs, competitive activity, and growth potential. Expand relationships in specialties such as orthopedics, primary care, and oncology. • Coach the team to grow appropriate utilization across imaging modalities and support revenue quality, including rate per unit, by targeting service opportunities aligned with clinical needs and division priorities. • Develop and maintain relationships with key referring providers, practice leaders, and other customers. Support the team in retaining accounts, winning new business, and resolving referral barriers. • Partner with operations and local market leaders to address scheduling, access, capacity, service, and referral workflow issues. Escalate unresolved barriers with clear recommendations and coordinate timely follow-through. • Collaborate with marketing to execute approved local campaigns, communicate service capabilities, and support new centers, expanded services, and entry into assigned markets. • Maintain consistent territory management practices, CRM documentation, account plans, and performance reporting. Share market insights, forecasts, and resource needs with the Vice President, Sales. • Participate in annual budget planning, manage regional sales expenses within approved budgets, and review monthly territory expense reports. • Ensure team members understand and follow corporate compliance policies and standards for ethical interactions with referring providers. Complete other related duties as assigned. Minimum Qualifications Education and Experience • Bachelor's degree required; an advanced degree or related certifications preferred. • At least five years of direct outside sales experience in a healthcare-related field, including two to three years of team leadership experience. • Demonstrated success leading sales teams to achieve growth goals, developing talent, and managing performance across multiple territories. • Experience in outpatient imaging, diagnostics, or physician services preferred; familiarity with physician referral relationships and healthcare practice operations. Knowledge and Skills • Ability to motivate and develop teams through clear expectations, field coaching, accountability, and recognition. • Strong business acumen and analytical skills; ability to translate CRM and business intelligence data into account priorities, resource decisions, and measurable action plans. • Ability to build productive relationships and influence results in a matrixed organization, working effectively with sales, operations, marketing, and local leaders. • Strong communication, listening, presentation, and relationship management skills, with sound judgment in addressing customer concerns and internal challenges. • Highly organized and self-motivated, with the ability to manage competing priorities, adapt to change, and approach challenges with curiosity and practical solutions. • Proficiency with CRM systems, business intelligence tools, and Microsoft Word, Excel, and PowerPoint. Location and Travel Must be located in the Pittsburgh, PA; Charlotte, NC; or Philadelphia, PA area. Frequent travel throughout the assigned region and other areas of the division is required, including weekly travel for field coaching, customer meetings, and training. Lumexa Imaging provides a competitive compensation program to attract, retain, and motivate a high-performance workforce.