PURPOSE AND SCOPE:  

The Director of Sales is responsible for leading and executing regional sales strategies to achieve growth targets across the acute and chronic renal care markets, including ICU-based therapies, home dialysis, and in-center dialysis. This role will drive field execution, build strong customer partnerships, and develop regional business plans aligned with national sales objectives. The Director will manage a team of Sales Managers, fostering a high-performance culture focused on delivering innovative, patient-centric solutions and driving business results. 

PRINCIPAL DUTIES AND RESPONSIBILITIES:  

• Lead and manage all regional sales activities to achieve or exceed revenue and growth targets across assigned markets. 

• Develop, implement, and manage regional business plans that align with national strategy and reflect market opportunities. 

• Cultivate relationships with key customers and stakeholders, positioning the company as a partner of choice in renal care delivery. 

• Monitor regional market trends, customer insights, and competitive dynamics to inform strategy and recommend course corrections as needed. 

• Partner with Marketing, Clinical, and Operations to ensure alignment of go-to-market strategies and seamless customer engagement. 

• Provide regular updates to senior leadership on regional performance, risks, and opportunities, offering data-driven recommendations. 

• Oversee execution of customer contracts, ensuring compliance and proper use of contract management systems such as APTTUS. 

• Ensure effective utilization of CRM tools to drive sales force productivity and visibility of performance against objectives. 

• Represent the company at regional and national industry events to enhance visibility and customer relationships. 

• Recruit, develop, and coach Sales Managers to build bench strength and future leadership capability. 

• Partner with HR to manage performance, employee development, and team engagement. 

• Ensure adherence to all applicable regulatory requirements, corporate policies, and ethical standards. 

PHYSICAL DEMANDS AND WORKING CONDITIONS: 

The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

• This position requires approximately 75% travel. 

SUPERVISION:  

• Manages a team of 9-10 Sales Managers 

EDUCATION AND REQUIRED CREDENTIALS:  

• Bachelor’s degree in Business, Science, or a related field required; Master’s degree preferred. 

EXPERIENCE AND SKILLS:  

• Minimum of 10+ years of experience in medical or pharmaceutical sales, including 5+ years in a leadership role. 

• Proven ability to manage and develop high-performing sales teams. 

• Strong interpersonal and communication skills, with the ability to engage stakeholders at all levels. 

• Demonstrated ability to drive strategic initiatives and execute complex sales programs. 

• Proficient in CRM tools and contract management systems. 

• Strong organizational, analytical, and project management skills. 

• Ability to thrive in a fast-paced, matrixed environment and lead through change.