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Director, Enterprise Sales

Description

Position Summary:

The Director of Enterprise Sales is responsible for leading and managing the enterprise sales to drive revenue growth through new client acquisition and existing client expansion. This role involves developing and executing strategic sales plans, managing high-profile accounts, and fostering relationships with key stakeholders. The Director of Enterprise Sales will work closely with senior leadership to align sales strategies with company objectives and ensure the achievement of sales targets. Territory includes CO, OK, WY, NM, AZ, NV, CA, UT, WA, OR and ID.


Essential Functions and Job Responsibilities:

  • Strategic Planning: Develop and implement comprehensive sales strategies to drive growth in enterprise accounts. Align strategies with company goals and market opportunities.
  • Sales Execution: Oversee the sales process for enterprise accounts, including prospecting, qualifying leads, negotiating contracts, and closing deals. Ensure the team follows best practices and maintains high standards of customer service
  • Account Management: Build and maintain strong relationships with key decision-makers and stakeholders in enterprise accounts. Identify and address client needs and concerns to ensure long-term satisfaction and retention.
  • Market Analysis: Analyze market trends, competitor activities, and customer feedback to identify opportunities for growth and adapt strategies accordingly.
  • Reporting and Forecasting: Prepare and present sales reports, forecasts, and performance metrics to senior management. Utilize data to make informed decisions and adjust strategies as needed.
  • Collaboration: Work closely with marketing, product, and customer success teams to ensure alignment and maximize sales effectiveness. Provide feedback on product offerings and marketing campaigns based on customer insights.
  • Contract Negotiation: Lead negotiations for high-value contracts and complex deals. Ensure favorable terms and conditions for the company while meeting client needs.
  • Budget Management: Manage the sales budget, including forecasting expenses and tracking costs to ensure financial targets are met.
  • Maintain patient confidentiality and function within the guidelines of HIPAA.
  • Completes assigned compliance training and other educational programs as required.
  • Maintains compliant with AdaptHealth’s Compliance Program and applicable company policies, procedures, and patient protocols.
  • Develops and maintains working knowledge of current products and services offered by the company.
  • Perform other related duties as assigned and responsibilities not specifically outlined herein, but which are logically and properly inherent to the position.
  • Establishes annual goals and objectives for the department based on the organization’s strategic goals.
  • Responsible for achieving organizational performance and retention goals, including timely completion of performance evaluations.

Competency, Skills, and Abilities:

  • Strong leadership and team management abilities.
  • Excellent communication, negotiation, and presentation skills.
  • Results-driven with a focus on achieving high performance.
  • Ability to build and maintain relationships with C-level executives and other key stakeholders.
  • Adaptability and resilience in a fast-paced environment.
  • Deep understanding of sales strategies and enterprise sales processes.
  • Ability to analyze complex data and market trends.
  • Proficiency in CRM software and sales tools.
  • Strategic thinker with strong problem-solving skills.
  • Strong ability to co-manage in a multi-site environment.
  • Strong analytical and problem-solving skills with attention to detail
  • Proficient computer skills and knowledge of Microsoft Office, specifically Excel
  • Solid ability to learn new technologies and possess the technical aptitude required to understand flow of data through systems as well as system interaction.

Requirements

Education and Experience Requirements:

  • Bachelor’s degree in business, marketing or related field. MBA or advanced degree preferred.
  • Minimum of 7-10 years of sales experience, with at least 3-5 years in a leadership role managing enterprise sales teams. Proven track record of achieving and exceeding sales targets.
  • Valid and unrestricted driver’s license in the state of residence

Physical Demands and Work Environment:

  • Work environment will be stressful at times, as overall office activities and work levels fluctuate.
  • Must be able to bend, stoop, stretch, stand, and sit for extended periods of time.
  • Subject to long periods of sitting and exposure to computer screen.
  • Ability to perform repetitive motions of wrists, hands, and/or fingers due to extensive computer use.
  • Mental ability to lead others and change processes in a fast-paced work environment.
  • Must be able to lift 30 pounds as needed.
  • May be exposed to angry or irate customers or patients.
  • Must be able to travel as needed.
  • Excellent ability to effectively communicate both verbally and written with internal and external customers with the ability to demonstrate empathy, compassion, courtesy, and respect for privacy.
  • Physical and mental ability to analyze data, problem solving and critical thinking.
  • Requires travel throughout service area and use of personal vehicles.

Average salary estimate

$140000 / YEARLY (est.)
min
max
$120000K
$160000K

If an employer mentions a salary or salary range on their job, we display it as an "Employer Estimate". If a job has no salary data, Rise displays an estimate if available.

What You Should Know About Director, Enterprise Sales, ADAPT Community Network

Join AdaptHealth as the Director of Enterprise Sales in beautiful Denver, Colorado! This exciting role is more than just a job; it’s an opportunity to lead a dynamic team and drive impressive revenue growth. As the Director of Enterprise Sales, you will have the chance to shape and execute strategic sales plans, engaging with high-profile accounts and nurturing relationships with key stakeholders. Your expertise in managing a variety of enterprise clients across several states—including Colorado, Oklahoma, Wyoming, New Mexico, Arizona, Nevada, California, Utah, Washington, Oregon, and Idaho—will be crucial to your success. You'll leverage market analysis to identify growth opportunities while collaborating with marketing, product, and customer success teams to optimize sales effectiveness. Your exceptional communication and negotiation skills will shine as you lead high-value contract negotiations, ensuring a win-win for both AdaptHealth and our clients. Reporting directly to senior leadership, you’ll be responsible for delivering insightful sales reports and forecasts while taking the lead in budget management. Your ability to develop and motivate a robust sales team is vital, ensuring everyone achieves their goals while maintaining the highest standards of customer service. This is a dynamic role that promotes both personal and professional growth. If you are a results-driven leader, ready to take on new challenges, and passionate about achieving excellence, this position is perfect for you!

Frequently Asked Questions (FAQs) for Director, Enterprise Sales Role at ADAPT Community Network
What are the key responsibilities of the Director of Enterprise Sales at AdaptHealth?

The Director of Enterprise Sales at AdaptHealth is responsible for leading and managing the enterprise sales strategy to drive revenue growth. Key responsibilities include developing strategic sales plans, overseeing the sales process, managing high-profile accounts, conducting market analysis, and collaborating with various teams to ensure alignment with company goals.

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What qualifications are required for the Director of Enterprise Sales position at AdaptHealth?

To qualify for the Director of Enterprise Sales position at AdaptHealth, candidates typically need a Bachelor's degree in business or marketing and significant sales experience (7-10 years), including at least 3-5 years in a leadership role managing enterprise sales teams. A proven track record of achieving sales targets is essential, and an MBA or advanced degree is preferred.

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What skills are important for a Director of Enterprise Sales at AdaptHealth to possess?

A successful Director of Enterprise Sales at AdaptHealth should possess strong leadership and team management skills, excellent communication abilities, and a results-driven mindset. Proficiency in sales strategies, CRM software, data analysis, and the ability to maintain relationships with C-level executives and stakeholders are also crucial for this role.

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What does the work environment look like for the Director of Enterprise Sales at AdaptHealth?

The work environment for the Director of Enterprise Sales at AdaptHealth can be fast-paced and occasionally stressful due to fluctuating office activities. Candidates should be prepared for a mix of sitting and engaging in collaborative activities, as well as occasional travel within their defined territory.

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Is there a travel requirement for the Director of Enterprise Sales position at AdaptHealth?

Yes, the Director of Enterprise Sales position at AdaptHealth entails travel within the assigned service area. This role will require flexibility and mobility as the individual interacts with key clients across multiple states.

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Common Interview Questions for Director, Enterprise Sales
Can you describe your experience in leading an enterprise sales team?

Certainly! I have managed enterprise sales teams for over 5 years, where I focused on developing comprehensive strategies to drive growth and performance. My approach involved clear communication, mentorship, and ensuring that all team members were aligned with organizational goals.

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How do you approach market analysis and identifying growth opportunities?

I approach market analysis by regularly reviewing competitive activities and consumer feedback. I also leverage CRM analytics to identify patterns and trends, which help me in proactively adjusting our strategies to capture emerging opportunities.

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What strategies have you used to build relationships with key stakeholders?

Building relationships starts with understanding their needs and concerns. I prioritize regular check-ins, transparent communication, and providing tailored solutions that demonstrate our commitment to their success.

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How do you handle contract negotiations in complex deals?

In complex contract negotiations, I focus on fostering a collaborative environment where both parties feel heard. I come prepared with solid data and alternatives, ensuring we are aligned on shared goals while also advocating for favorable terms.

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What is your experience with achieving sales targets?

I have consistently achieved and exceeded sales targets by implementing data-driven strategies, motivating my team to excel, and maintaining a customer-centric approach that prioritizes long-term relationships.

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How do you ensure high standards of customer service in your sales process?

I ensure high standards of customer service by setting clear expectations for my team, providing regular training, and gathering feedback from customers to continually refine our processes and services.

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Can you give an example of a successful sales strategy you've implemented?

One successful strategy I implemented involved developing customized sales packages for different market segments. This differentiation not only appealed to a broader audience but also significantly increased our win rates within competitive bids.

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How do you manage a sales budget effectively?

I manage a sales budget by closely monitoring both projected and actual expenses, analyzing where funds are most effectively utilized, and making adjustments where necessary. This proactive approach helps ensure financial targets are met.

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Describe your leadership style when managing a sales team.

My leadership style is collaborative and supportive. I believe in empowering my team by encouraging individual strengths and fostering an environment where everyone feels comfortable sharing ideas and feedback.

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What techniques do you use to motivate your sales team?

I motivate my sales team by recognizing and celebrating achievements, providing opportunities for professional development, and setting challenging yet attainable goals that inspire a sense of accomplishment and urgency.

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Full-time, on-site
DATE POSTED
April 17, 2025

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