The Role
Lead sales efforts across the Western U.S., develop strategies, manage teams, drive revenue growth, and collaborate with stakeholders. Focus on healthcare and B2B sales.
Summary Generated by Built In
We are seeking a dynamic and results-driven Senior Sales Director to lead our sales efforts across the Western Region of the United States. This strategic role is responsible for driving revenue growth, building and mentoring high-performing teams, and expanding our customer base with a focus on Integrated Delivery Networks (IDNs), acute-level partnerships, and new hospital systems.
Key Responsibilities:
- Strategic Sales Leadership: Develop and execute regional sales strategies aligned with national objectives to exceed revenue and growth targets.
- Sales Planning & Optimization: Regularly review and refine sales strategies, territory coverage, and budget planning to ensure alignment with overall company goals and market dynamics.
- Team Management: Lead, coach, and develop a team of Regional Sales Managers and Account Executives. Foster a high-performance, accountability-driven culture.
- Territory Planning & IDN Strategy: Partner with individual sales representatives to develop and execute comprehensive territory business plans focused on Integrated Delivery Network (IDN) relationships. Leverage Salesforce.com to track target accounts, activities, and progress toward goals.
- Pipeline & Opportunity Management: Maintain a strong and healthy sales pipeline through proactive opportunity management. Ensure all activities are accurately tracked in Salesforce.com to support transparency, forecasting, and strategic planning.
- Performance Monitoring & Reporting: Continuously monitor sales activity, team strategy, and performance metrics. Deliver regular performance reports (monthly, quarterly, annually) to the Executive Team with key insights and strategic recommendations.
- Customer Relationship Excellence: Champion customer satisfaction by ensuring client needs are met and relationships are nurtured—from initial contact to long-term IDN partnerships. Identify and implement strategies to secure long-term commitments with key clients and prospects.
- Key Account Oversight: Cultivate and maintain relationships with strategic accounts. Serve as an executive sponsor to support high-value deals and deepen client trust.
- Market Expansion: Identify growth opportunities in emerging or underserved markets. Monitor industry trends and competitor activity to inform and adapt regional strategy.
- Cross-Functional Collaboration: Collaborate with internal stakeholders including Marketing, Product, Customer Success, and Finance to ensure alignment in go-to-market execution and customer lifecycle management.
- Engagement & Presence: Actively participate in all relevant sales, strategy, and product meetings to stay aligned with company initiatives and product direction.
Qualifications:
- Bachelor’s degree in business, Marketing, or related field (preferred, not required)
- 10+ years of sales experience, with 5+ years in a senior leadership role.
- Demonstrated success in leading complex sales processes and exceeding targets in enterprise, healthcare, or B2B environments.
- Deep experience using Salesforce.com and applying data-driven decision-making.
- Strong leadership, communication, and negotiation skills.
- Ability to travel throughout the Western Region (30–40%).
Preferred Experience
- Experience in healthcare, medical devices, life sciences, or SaaS sales.
- Familiarity with IDN dynamics and multi-level stakeholder management.
- A strong network of healthcare executives or key buyers across key Western states (California)
Learn more about us and our mission!
Daniels Health & Sharpsmart is an equal opportunity employer. In accordance with anti-discrimination law, it is the purpose of this policy to effectuate these principles and mandates. Daniels Health & Sharpsmart prohibit discrimination and harassment of any type and affords equal employment opportunities to employees and applicants without regard to race, color, religion, sex, age, national origin, disability status, protected veteran status, or any other characteristic protected by law. Daniels Health & Sharpsmart conforms to the spirit as well as to the letter of all applicable laws and regulations.
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The Company
What We Do
MAKING HEALTHCARE SAFER
The philosophy that guides Daniels - striving to make a safer environment for everyone involved in healthcare.
Daniels has operations in Australia, USA, Canada, New Zealand, UK, Europe and South Africa and is widely regarded as a leader of innovation in the medical waste space. Daniels' flagship product - the Sharpsmart collector, was launched in 1999 and is now used in thousands of healthcare facilities around the globe. It has been peer reviewed in numerous medical journals with findings that indisputably assert it as the safest sharps collector in the world.
Through education, innovation and service, we are committed to make the healthcare industry safer for the people who work in it and continually drive the development of ecologically sustainable solutions to reduce the environmental impact of medical waste.
