Director of Sales

This is a fully remote position, open to applicants in Florida, +1 more state.

📋 Description

• Lead, mentor, and develop the Account Management team through setting expectations, conducting one-on-ones, performance evaluations, career advancement, and ensuring accountability.

• Manage client retention, revenue enhancement, solution utilization, quota achievement, pipeline health, and forecasting accuracy.

• Develop account-management strategies, coverage models, territory assignments, stewardship rhythm, and strategic growth initiatives.

• Foster strategic client relationships and act as the executive sponsor for priority and at-risk accounts.

• Supervise client stewardship meetings and business reviews.

• Promote growth through cross-selling, upselling, referrals, and adoption opportunities.

• Conduct pipeline reviews, forecasting, account planning, activity management, and performance reporting.

• Ensure the accuracy and adoption of Salesforce.

• Monitor account health, service issues, escalations, competitive threats, and risks related to renewals or retention.

• Leverage data and market intelligence to evaluate performance, identify trends, and suggest corrective measures.

• Collaborate with Sales, Product, Marketing, Services, Operations, Finance, Business Intelligence, and executive leadership.

• Represent the organization at executive client meetings, conferences, industry events, and public forums.

• Convert client and market feedback into actionable recommendations for product, service, marketing, pricing, and operational enhancements.

• Assist in recruiting, onboarding, training, performance management, succession planning, and leadership development.

• Report directly to the Assistant Vice President of Account Management.

⛳️ Requirements

• Bachelor’s degree in business, marketing, insurance, or a related field, or equivalent practical experience.

• Over 7 years of progressive experience in sales, account management, client success, or relationship management, including a minimum of 3 years in leadership and development of sales or account-management professionals.

• Proven track record of achieving retention, revenue, growth, and portfolio goals in a complex business-to-business environment.

• Experience in insurance, claims, MSP compliance, or a related regulated industry.

• Strongly preferred knowledge of Medicare Set-Asides, Conditional Payments, Section 111 reporting, carriers, TPAs, and self-insured organizations.

• Exceptional leadership and coaching skills.

• Experience in setting measurable expectations, managing performance, developing talent, and fostering an accountable team culture.

• Ability to establish executive-level client relationships, lead strategic business reviews, manage escalations, and influence complex decision-making.

• Experience in account planning, pipeline management, forecasting, performance metrics, and data-driven decision-making.

• Proficiency in Salesforce and Microsoft Office, including Excel, Word, PowerPoint, Outlook, Teams, and PowerBI.

• Outstanding communication, presentation, negotiation, and interpersonal abilities.

• High level of integrity, professionalism, sound judgment, and discretion in handling confidential matters.

• Excellent organizational and change management skills.

• Willingness to travel up to 75% of the time.

🏝️ Benefits

• Health Insurance

• Retirement Plan

• Disability benefits

• Paid Time Off program

• Work flexibility

• Support, coaching, and training

• Commission