General Manager

JOB TITLE:  General Manager REPORTS TO: CRO 

DEPARTMENT: Sales FLSA STATUS: Full-Time; Exempt 

 

SUMMARY 

The General Manager leads a division consisting of the following specialties: Primary Care, APP, Hospital-based Medicine, and Medical Evals. They own an eight-figure P&L, lead a cross-functional team, set ambitious growth targets and achieve them.  

As the P&L owner, the GM sets the direction for all aspects of strategy, growth, and delivery for their division, leading a team of business development professionals, account managers, and recruiters.  

The GM is hands-on with clients, creating new relationships and strengthening existing relationships to secure new contracts, growing share with existing accounts, generating & filling open jobs, and ensuring we maintain and increase our industry-leading level of client satisfaction.  

SUCCESS 

In 12 months, the GM will have materially grown the business in line with business objectives. 

1. New logos. Personally open and close new hospital, urgent care, and outpatient accounts, and build a repeatable outbound motion the reps can run without them. 

2. Growth in existing clients. Move from order-taker to account owner: more departments, more locations, more specialties, and a higher share of each client’s locum spend. 

3. Operational excellence on job orders. Work with the recruiting manager so that the orders we win get filled quickly and well, which protects repeat business. 

Time allocation: 

Activity	Share of time
Personal selling: At the executive-to-executive level, originate business, lead client meetings, win new business, and grow existing customers.	~25%
Leading and coaching the sales/AM team (pipeline reviews, joint calls)	~35%
Delivery oversight with the recruiting manager (fill rate, speed, pipeline of providers)	~25%
P&L management, forecasting, hiring, reporting	~15%

What good looks like: 

Milestone	What success looks like
First Week	Meet your team and leaders.  Understand the current pipeline, open job orders, and largest accounts.  Learn Caliber’s business model and value proposition.
First Month	New-account target agreed with leadership.  Largest accounts mapped, with an initial read on each team member’s activity and performance.  Growth strategy documented and agreed to.
First Quarter	A visible new-logo pipeline, with first new accounts in late-stage or won.  Each large account assigned a growth plan.  Consistent team activity and clear pipeline metrics, with any weak performers addressed.  Fill rate and time-to-submit improving.
First Year	Revenue increased significantly versus the prior 12 months, with gross profit growing at least as fast.  The agreed number of new accounts won, backed by a visible new-logo pipeline.  Existing accounts growing against their growth plans.  A sales team with consistent activity, clear pipeline metrics, and high performance culture.  Strong multi-year growth plan established based on year one market traction and future growth opportunities; future needed investments defined.

RESPONSIBILITIES 

• Create a growth strategy for your P&L to materially accelerate growth and implement action plans that address performance and exceed business goals 

• Build and sustain executive-level relationships with strategic client organizations and lead negotiation of enterprise-level agreements, including vendor-management and managed-service-provider programs 

• Lead Business Development, Account Management, and Delivery under a shared operating rhythm with common goals, clear handoffs, and consistent forecasting and pipeline reporting, and hold the team accountable to activity KPIs by reviewing activity and results regularly to coach and course-correct 

• Directly and through your leaders, secure new contracts, grow share with existing accounts, generate open jobs, and meet bookings and days targets 

• Lead the Delivery team, including the Manager of Recruiting and the recruiting professionals, to fill open jobs, deliver a strong client and provider experience, and meet days-filled targets, owning delivery performance, including fill rate, time to fill, and provider quality and retention 

• Own account health across the specialty group, including growth plans, renewals, and executive business reviews with strategic clients, and serve as the “Executive Sponsor” for assigned clients, maintaining senior-level relationships and serving as the escalation point for client priorities 

• Drive account planning, territory planning, and the prospecting plan, and their execution, to maximize coverage and market share and build a healthy new-business pipeline 

• Manage escalated customer situations on behalf of team members to preserve loyalty and market share, and interact with clients and providers as needed to ensure their needs are met in balance with company resources 

• Evaluate daily and weekly team member production against established criteria to coach and implement action plans using the performance improvement plan process, and conduct monthly/quarterly individual meetings to assess production results and consultative sales approach, project quarterly performance, and discuss team member obstacles and dynamics 

• Hold full accountability for the profit center’s P&L, including bookings, gross margin, and days-filled results, and manage the specialty group budget, approving expenditures within delegated authority limits 

• Identify and evaluate new market, specialty, geographic, and partnership opportunities, and develop business cases for expansion or investment 

• Adhere to all company policies, procedures, and business ethics codes, and ensure they are communicated and implemented with the team 

• Perform other duties and responsibilities as assigned 

 

QUALIFICATIONS 

The GM will be a proven revenue builder who has led teams and still sells. Locum experience is helpful but not required; a track record of winning and growing clients in a competitive, relationship-driven services market matters more. 

• Personally won new clients in a commoditized, relationship-driven B2B service (staffing, healthcare services, or similar), and can name the accounts and the dollars 

• Proven, verifiable track record of driving sales, account management, and delivery results from start to finish, as measured by revenue and gross profit growth, new customer acquisition, and existing account retention and growth 

• Owned or heavily influenced a P&L, with fluency in gross margin, bill/pay rates, and revenue forecasting 

• Led and developed a team of about 6-10 across sales and recruiting or delivery functions, including creating top performers and managing out underperformers 

• Bachelor’s degree, or an equivalent combination of education and work experience 

• Minimum 15 years of experience in a leadership role overseeing sales, account management, and delivery or recruiting teams in the staffing industry (locum tenens experience is a nice-to-have), with at least 4 direct reports 

• Strong leadership skills, initiative, and creativity, with the ability to identify and convey successful techniques and approaches, develop teams, and work effectively in team environments 

• Strong decision-making skills and the ability to prioritize amid competing demands, deal with ambiguity, act with minimal supervision or direction, be resourceful, and proactively seek out information and resources, with demonstrated success in a fast-paced, highly competitive, deadline-oriented environment 

• Exceptional written and verbal communication, presentation, follow-up, negotiation, and closing skills, with a strong emphasis on listening; cooperative, team-oriented, patient, and calm under pressure 

• Strong professional ethics, core values, and business acumen, with the ability to build trust, value others, drive execution, foster innovation, focus on the customer, collaborate with others, solve problems creatively, and demonstrate high integrity 

• Salesforce or Target Recruit experience preferred 

• Ability to travel to various locations (e.g., customer sites, other company offices) as needed 

Work Location: Hybrid in Irving, TX 75039 (in-office required Monday, Tuesday, and Wednesday; remote Thursday and Friday)