Director of Sales

The Director of Sales owns sales performance and new business growth across assigned markets. This leader personally builds and advances a sales pipeline while coaching and leading the Program Advisor inside-sales team, the Key Accounts or Key Partnerships representative, and other sales personnel. The Director develops strong relationships with our centers to expand member referrals, strengthens strategic partnerships, and establishes disciplined prospecting and follow-up practices that convert opportunities into lasting customer relationships.

Key Responsibilities

Sales ownership and pipeline generation

• Personally generate and manage a sales funnel through prospecting, networking, referrals, direct outreach, and relationship-building. Meet individual sales goals through consistent activity and direct ownership of opportunities.
• Build a reliable pipeline without depending on Marketing to provide leads. Use personal and professional relationships, member and center referrals, community connections, and targeted outreach to create new opportunities.
• Maintain accurate visibility into every stage of the sales funnel. Set clear next steps, follow up promptly and persistently, address stalled opportunities, and guide prospects through to a decision.
• Identify new markets, customer groups, partnership models, and other creative ways to generate business. Turn promising ideas into practical plans, outreach, and measurable sales activity.

Sales team leadership

• Coach and lead the Program Advisor team, which is responsible for inside sales. Set goals and expectations for prospect outreach, qualification, follow-up, conversion, and customer handoffs; review results and coach team members to improve performance.
• Lead the Key Accounts or Key Partnerships representative and other sales personnel. Set priorities, coach performance, and ensure each person has clear account plans, pipeline goals, and follow-through expectations.
• Align individual and team sales activity with company priorities. Establish a consistent cadence for pipeline reviews, coaching, accountability, and sharing effective sales practices.

Center relationships and referral growth

• Build strong working relationships with our centers and their teams. Coordinate regularly with center leaders to identify referral opportunities, align on follow-up, and make it easy for prospective members to connect with the sales team.
• Create and improve strategies that grow the center referral pipeline, including clear referral processes, timely communication, and dependable follow-up between sales personnel and center teams.
• Maximize member referrals by encouraging introductions, making the referral process straightforward, responding promptly, and tracking referral activity and outcomes.

Business development and account growth

• Identify, develop, and close new business and strategic partnerships across relevant markets, including private clubs, hospitality, residential communities, healthcare, corporate and public organizations, health insurance, and other customer or partner groups.
• Nurture current accounts and partnerships while building relationships with new clients, prospects, decision-makers, and influencers. Understand partner needs and connect them with appropriate services.
• Represent the company professionally at partner meetings, industry gatherings, and local and regional events. Communicate the company’s vision and preventative healthcare offerings with clarity.

Customer experience and cross-functional execution

• Coordinate with centers, partners, and internal teams to support responsive, high-touch service throughout the sales and customer journey. Address issues promptly and ensure clear ownership of follow-up.
• Work with relevant departments to align sales commitments with service delivery, share customer feedback, and resolve barriers that affect prospective or current customers.

Sales operations and results

• Own sales targets and manage the assigned sales budget. Monitor individual and team performance, identify gaps early, and adjust activity and strategy to improve results.
• Maintain accurate records of pipeline, account activity, referrals, forecasts, and outcomes. Provide regular, useful reports to management on sales progress, conversion, revenue, risks, and growth opportunities.

Qualifications

• Progressive experience in sales, business development, strategic partnerships, or a related commercial role, with a record of generating new business and meeting sales goals.
• Demonstrated ability to independently build a pipeline through prospecting, networking, referrals, direct outreach, and disciplined follow-up.
• Experience leading, coaching, or developing sales professionals, including inside-sales teams and account or partnership representatives.
• Strong relationship-building skills and the ability to engage decision-makers, partners, members, and center teams.
• Ability to manage a sales funnel, forecast results, prioritize opportunities, and use performance data to improve conversion.
• Creative, entrepreneurial approach to identifying new markets and developing practical business opportunities.
• Excellent written and verbal communication, presentation, organization, and negotiation skills; able to manage multiple priorities with sound judgment.

Preferred Experience

• Experience in healthcare, diagnostics, wellness, hospitality, private clubs, health insurance, or another high-touch customer environment.
• Experience building referral programs or growing business through center, member, client, or partner relationships.
• Experience managing sales budgets, forecasts, and performance reporting.