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.