Sales Director – Hospital

Role Overview

• Develop and execute strategic sales plans targeting hospitals and integrated delivery networks (IDNs)
• Drive revenue through diagnostic solutions, leveraging deep industry knowledge and a consultative sales approach to deliver value-based outcomes
• Build and maintain executive-level relationships within health systems to drive long-term partnerships
• Identify and pursue new business opportunities across diagnostic portfolios
• Collaborate cross-functionally with marketing, medical affairs, and operations to align solutions with customer needs
• Lead contract negotiations, RFP responses, and value-based selling initiatives
• Track and synthesize industry, segment, and regulatory trends along with competitive intelligence to shape go-to-market strategies
• Forecast overall revenue and pipeline growth accurately using CRM tools and analytics
• Lead, coach, and develop a high-performing team of sales professionals, setting clear goals, providing regular feedback, and fostering a culture of accountability and continuous improvement
• Recruit, onboard, and retain top sales talent while ensuring alignment with company values and strategic objectives
• Conduct regular performance reviews, territory planning, and pipeline assessments to optimize team effectiveness and drive results
• Collaborate closely with the VP of Sales and divisional VP/General Managers to align field execution with broader business objectives and growth targets
• Drive customer relationship management excellence by ensuring consistent engagement, satisfaction tracking, and long-term account planning across key hospital and health system partners
• Mentor and support regional sales teams to ensure alignment with strategic goals

Requirements

• Bachelor’s degree
• 8 or more years of commercial sales experience in healthcare
• Proven success in selling to hospitals, IDNs, and C-suite stakeholders
• Demonstrated experience managing and developing sales teams in a complex, matrixed environment
• Strong understanding of laboratory workflows, reimbursement, and clinical value drivers
• Excellent communication, negotiation, and strategic planning skills
• Reside within the territory: MD, DC, VA, NC, SC, Parts of TN and GA

Benefits

• Medical
• Dental
• Vision
• Life
• STD/LTD
• 401(k)
• Paid Time Off (PTO) or Flexible Time Off (FTO)
• Tuition Reimbursement
• Employee Stock Purchase Plan