Description
Senior Regional Director of Sales
Job Title: Senior Regional Director of Sales
Department: 7000 - Business Development
Reports to: Regional Vice President, Operations
Direct Reports: Brand Ambassadors (Physician Liaison)
Job Summary:
The Senior Regional Director of Sales is a senior leadership role responsible for building, leading, and scaling Arete Health's outpatient physical therapy referral network across an assigned multi-market region. This position owns the regional business development strategy-driving new patient volume growth through direct sales leadership, referral source development, and the management and mentorship of Brand Ambassador (Physician Liaison) staff.
The right candidate combines field-level sales credibility with the organizational maturity to translate territory data into strategic action. Success in this position is measured by regional new patient volume growth, Brand Ambassador team performance, and Arete Health's standing as the preferred outpatient PT provider in every market it serves. This role partners closely with clinic operations, marketing, and senior leadership to position Arete Health as the partner of choice for providers and patients alike.
Supervisory Responsibilities:
• Directly supervises Brand Ambassadors across an assigned regional territory.
• Responsible for hiring, onboarding, coaching, and performance management of direct reports.
• Conducts regular field rides, call reviews, and one-on-one development sessions with Brand Ambassadors.
• Sets individual territory targets aligned with regional growth goals and holds team accountable to KPIs.
Duties/Responsibilities:
Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.
Regional Sales Strategy & Growth
• Develop and execute a regional business development plan targeting physicians, specialists, health systems, and community referral partners.
• Identify market expansion opportunities, high-value referral segments, and underperforming territories requiring intervention.
• Own the regional new patient referral pipeline-tracking volume, velocity, and conversion trends across all clinics and Brand Ambassador territories.
• Lead strategic outreach to large health systems, hospital groups, and multispecialty practices that require senior-level relationship management.
Team Leadership & Development
• Recruit, onboard, and continuously develop Brand Ambassador staff to execute consistent, high-quality referral outreach.
• Provide structured coaching on sales technique, provider messaging, objection handling, and CRM discipline.
• Conduct field accompaniment visits and co-call debriefs to reinforce best practices.
• Build a team culture that reflects The Arete Way-patient-first, provider-centered, and outcome-driven.
Provider Engagement & Relationship Management
• Personally manage a portfolio of high-priority, high-volume, or strategically complex referral accounts.
• Serve as the regional escalation point for provider concerns, access issues, or referral barriers requiring senior-level resolution.
• Lead executive-level presentations and partnership discussions with hospital administrators, practice managers, and physician group leadership.
• Ensure referring providers receive consistent feedback on patient outcomes, access, and scheduling experience.
Performance Metrics & Reporting
• Define, monitor, and report on regional KPIs: new referral sources added, provider visit frequency, monthly new patients by clinic, and referral conversion rates.
• Analyze territory-level performance data to identify trends, gaps, and reallocation opportunities across the Brand Ambassador team.
• Present regional performance summaries and strategic recommendations to the Regional Vice President of Operations.
• Maintain data integrity within CRM and referral tracking systems; hold team accountable to documentation standards.
Internal Collaboration
• Partner with Clinic Directors to align business development efforts with clinic capacity, scheduling availability, and operational readiness.
• Collaborate with the marketing team on regional campaigns, provider communications, and community engagement initiatives.
• Translate provider and market intelligence gathered in the field into actionable insight for senior leadership and clinical operations.
• Participate in growth planning, budget discussions, and market prioritization exercises with the Regional Vice President.
Required Skills/Abilities:
Bachelor's degree in Business, Healthcare Administration, Marketing, or related field; advanced degree a plus.
5+ years of experience in healthcare sales, physician liaison, or referral development-outpatient physical therapy or musculoskeletal care strongly preferred.
2+ years of experience managing or mentoring sales staff, liaison teams, or territory-based field representatives.
Demonstrated track record of driving measurable referral volume growth in a competitive healthcare market.
Strong command of CRM and referral tracking tools; data-driven approach to pipeline management.
Exceptional communication, presentation, and relationship-building skills at the provider, administrator, and executive level.
Familiarity with healthcare compliance requirements including HIPAA and Stark Law basics relevant to referral relationships.
Valid driver's license and ability to travel frequently across a multi-market regional territory.
Physical Requirements:
Prolonged periods of driving, standing, and in-person provider engagement across a regional territory.
Must be able to lift up to 15 pounds at times.
Regular travel to clinic locations, physician offices, hospitals, and community events.
Other duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
Requirements
Bachelor's degree in Business, Healthcare Administration, Marketing, or related field; advanced degree a plus.
5+ years of experience in healthcare sales, physician liaison, or referral development-outpatient physical therapy or musculoskeletal care strongly preferred.
2+ years of experience managing or mentoring sales staff, liaison teams, or territory-based field representatives.
Demonstrated track record of driving measurable referral volume growth in a competitive healthcare market.
Strong command of CRM and referral tracking tools; data-driven approach to pipeline management.
Exceptional communication, presentation, and relationship-building skills at the provider, administrator, and executive level.
Familiarity with healthcare compliance requirements including HIPAA and Stark Law basics relevant to referral relationships.
Valid driver's license and ability to travel frequently across a multi-market regional territory.
