Public Posting Title: Regional Sales & Client Services Manager
Internal Title: Director of Client Services
The Director of Client Services is a regional position responsible for driving sustainable growth for the nurse case management offering and other company products across an assigned region. This position is a strategic, hands-on role that requires extensive understanding of healthcare service delivery, payor/provider dynamics, and consultative sales practices. The Director of Client Services will oversee a growing portfolio of regional accounts and manage clients, prospects, vendors and other key constituents for growth, service and quality outcomes.
Key ResponsibilitiesStrategic Territory Management
• Develop and execute a sales strategy specific to the assigned territory that aligns with organizational growth goals and market dynamics.
• Prioritize outreach and team focus.
• Identify underserved markets or emerging opportunities in the assigned region
Sales Execution & Revenue Growth
• Drive full-cycle sales efforts from lead generation and qualification through proposals, contracting, and closing.
• Manage a dynamic pipeline of opportunities across payors, employers, third-party administrators, and other viable options for the company’s product offerings.
• Collaborate with Marketing and Clinical teams to develop compelling, clinically grounded messaging tailored to decision-makers.
• Coordinate cross-functional solutioning to address complex prospect requirements, including pricing structures, program outcomes, and regulatory needs.
• Consistent progress toward growth benchmarks.
Collaboration & Feedback
• Build and sustain high trust relationships with key stakeholders, insurance executives, case management directors, and benefit consultants.
• Serve as a strategic partner to clients, offering insight on care coordination trends, workforce shortages, and clinical ROI from nurse case management.
• Attend and present at regional healthcare events, roundtables, and thought leadership forums to promote the company’s brand and services.
• Support client onboarding and ensure alignment between sales promises and delivery outcomes through coordination with Account Management and Clinical Teams.
• Provide regular feedback from the field to Product, Marketing, and Executive teams to help shape service offerings and go-to-market messaging.
• Stay ahead of regional trends in managed care, value-based care, and case management models—including regulatory, clinical, and technological changes.
Sales & Product Knowledge
• Extensive understanding of the company's product offerings, workflows, solutions, differentiators, and clinical impacts.
• Stay current on industry trends, prospect pain points, and relevant value-based care language.
Performance Expectations• Consistently meet or exceed quarterly and annual growth goals.
• Demonstrate consistent performance improvement and year over year growth.
• Maintain a high standard in the CRM ensuring data is accurate and organized, including activity metrics and conversion rates.
• Maintain high standards by delivering excellent service through diligent follow up.
Required Skills and Qualifications• Excellent verbal and written communication, negotiation and presentation skills.
• Proficient with CRM platforms, Microsoft Office, Excel and PowerPoint.
• Strong organizational skills and attention to detail.
• Strategic thinking and analytical skills.
• Self-motivated, and able to work independently.
Preferred Experience and Credentials• Bachelor’s degree preferred, or equivalent work experience.
• 5+ years of workers’ compensation and nurse case management sales experience is a plus.
• Prior experience using CRM and sales engagement platforms (e.g., Pipedrive, Salesforce, HubSpot, Outreach).
Work Environment & Location• Remote with travel as required for successful sales, team meetings or industry events.
• Reports to: Senior Director of Regional Sales & Account Management.
Compensation & Benefits• Competitive base salary + performance-based bonus
• Comprehensive benefits package (healthcare, 401k, PTO, etc.)
Skills Required
- Excellent verbal and written communication, negotiation and presentation skills.
- Proficient with CRM platforms, Microsoft Office, Excel and PowerPoint.
- Strong organizational skills and attention to detail.
- Strategic thinking and analytical skills.
- Self-motivated and able to work independently.
- Bachelor's degree or equivalent work experience.
- 5+ years of workers' compensation and nurse case management sales experience.
- Prior experience using CRM and sales engagement platforms (Pipedrive, Salesforce, HubSpot, Outreach).
What We Do
Opus Medical provides personalized, physician-led case management services for injured workers, specifically within the workers' compensation and Texas Option industries. Combining compassionate advocacy with clinical expertise, the company optimizes health outcomes for employees and efficiency for employers and payors. Their high-touch, concierge approach focuses on early diagnosis and evidence-based treatment to ensure a safe and timely return to health and work.
