The Role
Leads multi-region healthcare sales strategy, manages Regional Sales Managers, drives revenue and new patient growth, expands referral networks, oversees strategic health system partnerships, and aligns sales with operations and clinical teams. Establishes KPIs, forecasts performance, develops sales talent, supports negotiations, and provides market intelligence to executive leadership. Requires frequent travel across assigned regions.
Summary Generated by Built In
Job Summary & Responsibilities
The Regional Director, Sales is responsible for leading, developing, and executing multi-region sales strategy.
- Provides direct leadership to Regional Sales Managers and is accountable for driving enterprise-wide revenue growth, expanding referral networks, and achieving budgeted new patient growth targets
- Translates corporate growth objectives into scalable, high-impact sales strategies across multiple regions
- Ensures alignment between sales, operations, clinical teams, and executive leadership while building a high-performance, data-driven sales culture
The role is instrumental in shaping market expansion, strengthening strategic partnerships with health systems, and optimizing sales execution across the organization.
JOB FUNCTIONS
- Develops and leads the overarching sales strategy across all assigned regions, aligned with company growth objectives
- Translates corporate goals into clear direction and expectations for Regional Sales Managers
- Drives consistency in sales execution, pipeline management, and performance metrics across regions
- Identifies market opportunities, competitive threats, and growth levers to accelerate enterprise performance
- Directly leads and develops Regional Sales Managers, providing coaching, accountability, and strategic guidance
- Establishes performance expectations and KPIs for regional leaders and ensures consistent execution
- Conducts regular business reviews to evaluate regional performance, identifies gaps, and implements corrective action plans
- Fosters a high-performance, results-oriented culture grounded in accountability, collaboration, and ethical selling
- Owns new patient growth and budgets attainment across all assigned regions
- Monitors and forecasts performance against targets
- proactively adjusts strategy to ensure goals are met or exceeded
- Drives initiatives to increase referral volume, improves conversion rates, and grows share of wallet across key accounts
- Ensures alignment between sales targets and operational capacity
- Oversees high-level strategy for hospital, health system, and preferred provider agreements
- Supports Regional Sales Managers in complex negotiations and executive-level relationship management
- Leads the development of sales capabilities across the organization, including training, onboarding, and ongoing skill development
- Partners with HR and leadership to recruit, retain, and develop top sales talent
- Ensures consistent adoption of best practices in referral development, value-based selling, and compliance
- Mentors Regional Sales Managers and supports succession planning
- Partners closely with operations and clinical leadership to ensure service excellence, patient outcomes, and referral satisfaction
- Collaborates with marketing, finance, contracting, and executive leadership to support growth initiatives and strategic planning
- Serves as the key liaison between the field sales organization and executive leadership
- Provides market intelligence and strategic recommendations to influence organizational decision-making
- Ability to travel frequently across regions (approximately 50--75%)
Education
- Bachelor's Degree in Business, Marketing, Healthcare Administration, or related field, Required
- Master's Degree, Preferred
Work Experience
- 10+ years of progressive sales leadership in healthcare (homecare, home health, hospice, medical device, or related)
- matrixed, highly cross-functional environment
Knowledge, Skills, and Abilities
- Strong strategic leadership to operationalize and scale execution
- Demonstrated success in leading leaders and building high-performance sales teams
- Exceptional presence, communication, and negotiation
- Advanced analytical and data-driven decision-making capabilities
- Deep understanding of healthcare referral dynamics
- High level of professionalism, integrity, and compliance orientation
- influence all levels of the organization, including executive stakeholders
Lincare offers employees a variety of competitive benefits that include ongoing training and advancement opportunities. Employees can also qualify for comprehensive medical, dental, and vision coverage, as well as paid time off, retirement savings, tuition reimbursement, and other benefits. There are also a generous employee referral program and a wide array of employee discounts to take advantage of.
Skills Required
- Bachelor's degree in Business, Marketing, Healthcare Administration, or a related field
- 10+ years of progressive sales leadership experience in healthcare, homecare, home health, hospice, medical device, or a related field
- Experience working in a matrixed, highly cross-functional environment
- Master's degree
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The Company
What We Do
Lincare is a leading supplier of respiratory-therapy products and services for patients in the home. You can learn more about our extensive suite of products and services by visiting our website. Everywhere we operate, Lincare is working to be a partner in patient care by providing high-quality services and supplies, promoting patient education, and building strong relationships with patients, physicians, families and caregivers. Services we offer include: Oxygen Therapy Nebulizer Therapy Sleep Therapy Ventilator Therapy Enteral Therapy Pediatric Services Caring Responders Long Term Care Disease Management Programs and More!
