JOB OVERVIEW: Responsible for the strategic development and execution of sales strategies that drive sustained revenue growth, market expansion, and competitive positioning. Aligns sales initiatives, investments, and incentive structures with broader corporate objectives to maximize performance and profitability. Designs and optimize territory and regional strategies while identifying and pursuing new markets, channels, and strategic business opportunities that leverage HealthFirst's core capabilities and long-term growth objectives.
KEY RESPONSIBILITIES: - Own and deliver sales revenue growth and market share objectives by developing and executing sales strategies. Provide oversight of the sales pipeline, drive disciplined funnel management, and personally engage in the negotiation and closing of complex, strategic, and high-value opportunities.
- Define and lead national channel strategy across direct, indirect, and multi-vertical markets, including Medical, Dental, and Public Access. Identify new growth segments, optimize partner engagement, and ensure scalable go-to-market execution across all channels.
- Provide executive leadership to the sales organization, establishing performance frameworks, driving accountability, and developing high-performing sales leaders through structured coaching, mentoring, and succession planning.
- Lead the strategic planning and execution of National Sales Meetings and major sales initiatives. Establish and continuously refine national policies, operating procedures, and performance standards that enable consistent, scalable sales execution.
- Design and oversee commission and incentive programs aligned with corporate growth objectives. Set and drive quarterly recruiting, channel expansion, and territory coverage strategies to maximize market penetration and partner productivity.
- Partner closely with Marketing to shape channel marketing strategy, support integrated campaigns, lead trade show engagement, and provide input on messaging, collateral, and sales enablement programs.
- Accountable to oversight of key P&L drivers, working with sales management to monitor revenue performance, margin contribution, forecasting accuracy, and operational efficiency.
- Collaborate cross-functionally with executive leadership on strategic business development initiatives, including new partnerships, market expansion opportunities, and long-term growth strategies.
- Lead and contribute to high-impact strategic initiatives and enterprise projects as assigned, providing senior-level insight and operational leadership.
SPECIFIC KNOWLEDGE & SKILLS: - Sales management experience with P&L responsibility.
- National leadership experience: Medical/Dental industry background preferred.
- Ability to build strategic relationships and partnerships.
- Strong analytical and advanced problem-solving abilities.
GENERAL SKILLS & COMPETENCIES: - Proven ability to lead, motivate, and develop high-performing teams.
- Exceptional communication, presentation, and dispute-resolution skills.
- Strong decision-making, financial acumen, and understanding of industry trends.
- Ability to plan and manage complex projects, allocate resources, and meet deadlines.
- Skilled at influencing senior leaders, managing conflict, and navigating organizational dynamics.
- Experience leading virtual teams and applying broad business and technical knowledge.
- Strong strategic planning and organizational capabilities.
MINIMUM WORK EXPERIENCE: Typically 12+ years of progressive professional experience and 6+ years of management experience.
PREFERRED EDUCATION: Typically, a bachelor's degree or global equivalent in related discipline. Master's degree or global equivalent a plus.
TRAVEL / PHYSICAL DEMANDS:Up to 50% travel. Standard office environment.
COMPLEXITY: Manages complex issues requiring deep organizational knowledge and sound judgment. Applies experience across multiple functions to support innovation and strategic improvements.
STRATEGY:Contributes to the development and execution of strategic priorities. Translates strategy into actionable plans for the team.
SUPERVISION: Direct and control activities through several managers or senior professional level staff who have responsibility for the operation of the assigned area and/or process or system.
INTERACTION: Frequently engages with executives and key customers. Negotiates and influences at senior levels to achieve organizational objectives.
SCOPE: Oversees a large, complex department or function with significant financial and operational impact. Accountable for performance, staffing, and budget. Operates with substantial independence.
MANAGEMENT DUTIES: Responsible for hiring, promotions, terminations, performance reviews, compensation decisions, and disciplinary actions.
PERFORMANCE REQUIREMENTS: Typically, to advance to a new job level, TSMs must demonstrate professional behavior and should consistently be at the high-end of meeting expectations or consistently exceed expectations.
