Regional VP, Sales (West Coast)

Accountabilities:

Drive new business acquisition: Own sales and business development activities across the assigned territory, consistently meeting or exceeding quarterly and annual revenue targets.
Develop strategic territory plans: Identify and prioritize hospitals, health systems, key decision-makers, and high-potential opportunities that align with target markets and ideal client profiles.
Generate qualified sales opportunities: Build a strong prospect pipeline through targeted outreach, networking, referrals, industry relationships, conferences, and other proactive prospecting strategies.
Build executive relationships: Establish and maintain relationships with senior healthcare executives and key stakeholders across clinical, financial, and operational functions, navigating complex decision-making structures.
Lead discovery and solution development: Assess prospective clients' business challenges, revenue cycle priorities, and operational needs, connecting those requirements to relevant service capabilities.
Manage the full sales cycle: Lead presentations, discovery meetings, proposals, business case development, objection handling, procurement discussions, and contract negotiations through successful execution.
Demonstrate business value: Develop persuasive, data-driven business cases that communicate the financial, operational, and clinical benefits of proposed solutions and support informed purchasing decisions.
Coordinate cross-functional expertise: Collaborate with clinical, product, operations, marketing, HR, talent acquisition, and executive teams to develop appropriate solutions and ensure proposed commitments are achievable.
Maintain pipeline discipline and forecasting accuracy: Keep CRM records current, manage opportunity stages, document next steps and risks, and provide reliable revenue forecasts with realistic expected close dates.
Support existing account growth: Partner with Client Success and Client Operations teams to identify and pursue expansion opportunities within designated existing accounts.
Monitor market and competitive trends: Maintain current knowledge of service offerings, client outcomes, competitors, and healthcare industry developments, sharing market intelligence and prospect feedback with internal teams.
Represent the organization externally: Participate in client meetings, conferences, and networking events while working with Marketing to improve targeting, sales messaging, campaigns, and supporting materials.
Maintain professional standards: Demonstrate accountability, proactive communication, sound judgment, and strict confidentiality when handling sensitive healthcare and client information.
Requirements:
Professional experience: At least five years of relevant experience in healthcare sales, business development, or a related commercial role, with direct responsibility for generating and closing new business.
Healthcare sales track record: Demonstrated success selling to hospitals, health systems, or other complex healthcare organizations, including personally negotiating and closing new business while meeting or exceeding sales quotas.
Executive stakeholder engagement: Proven ability to establish credibility with senior healthcare executives and navigate complex organizations involving multiple buyers, influencers, and decision-makers.
Consultative sales expertise: Experience managing complex sales cycles from prospecting and discovery through solution design, proposal development, negotiations, and contract execution.
Communication and presentation skills: Excellent written and verbal communication, active listening, discovery, presentation, persuasion, and negotiation skills, with the ability to communicate business value to diverse audiences.
Pipeline management and forecasting: Demonstrated ability to build and maintain a qualified sales pipeline, manage multiple opportunities, evaluate deal risks, and deliver accurate revenue forecasts.
CRM and sales technology proficiency: Experience using CRM platforms and modern prospecting tools to organize sales activities, track opportunities, and support data-driven decision-making.
Strategic and analytical thinking: Ability to assess client needs, identify growth opportunities, develop compelling business cases, and align proposed solutions with measurable business outcomes.
Cross-functional collaboration: Ability to work effectively with clinical, operational, technical, marketing, and executive teams to advance opportunities and develop client solutions.
Preferred healthcare expertise: Knowledge of healthcare revenue cycle management, revenue integrity, clinical documentation improvement, medical coding, utilization management, or related disciplines.
Preferred solution-selling experience: Experience selling physician-led consulting services or technology-enabled healthcare solutions and translating complex clinical and operational expertise into tangible client value.
Travel availability: Willingness and ability to travel up to 50% for client meetings, conferences, networking events, and other business activities.
Remote work readiness: Ability to work independently from a secure, distraction-free home office with reliable high-speed internet during regular business hours, Monday through Friday.
Confidentiality and professionalism: Commitment to protecting sensitive information, maintaining HIPAA compliance where applicable, and communicating professionally with clients and internal stakeholders.
Benefits:
Remote work flexibility: Fully remote position based in the United States, with company-provided computer equipment.
Competitive benefits package: Access to comprehensive medical, dental, and vision insurance plans.
Retirement planning: 401(k) retirement savings plan with a company match.
Paid time off: Generous paid time off (PTO) and eight paid holidays.
Professional development: Opportunities for ongoing learning, leadership training, and internal career advancement.
Performance-based rewards: Employee recognition programs and performance-based incentives.
Employee wellness: Access to wellness resources and discount programs.
Collaborative culture: A supportive, people-first working environment recognized as a Great Place to Work® for three consecutive years.
Meaningful commercial impact: The opportunity to develop strategic healthcare partnerships, expand market presence, and deliver measurable value to hospitals and health systems.
Career growth: Exposure to senior healthcare decision-makers, complex enterprise sales opportunities, and cross-functional commercial strategy.