Sales Team Lead - Workers Compensation

Accountabilities

Sales Strategy and Execution: Translate sales leadership objectives into actionable territory plans, individual targets, team priorities, and revenue goals. Drive new business acquisition, account expansion, and consistent sales performance.
Team Leadership and Coaching: Lead, mentor, and support sales representatives through regular one-on-one meetings, call reviews, joint client visits, and performance coaching. Participate in recruitment, interviewing, and onboarding activities.
Client Relationship Management: Maintain and grow a personal portfolio of accounts while supporting team members on strategic opportunities. Build trusted relationships with insurers, employers, healthcare providers, and other relevant stakeholders to strengthen retention and generate new business.
Market Intelligence: Monitor industry developments, customer needs, competitive activity, and emerging opportunities within the assigned territory. Share insights with sales leadership to refine sales strategies and improve market positioning.
Performance Monitoring: Track sales activities, pipeline progress, revenue targets, and key performance indicators. Provide regular reports to leadership, identify performance gaps, and implement appropriate improvement plans.
Cross-Functional Collaboration: Partner with marketing, operations, and clinical teams to align sales messaging, coordinate client transitions, and deliver a consistent, high-quality customer experience.
Sales Operations and Reporting: Maintain accurate CRM records, pipeline forecasts, and sales activity reports. Ensure compliance with established sales processes and manage team expenses within approved guidelines.
Business Development: Identify opportunities to expand existing accounts, develop new partnerships, and improve the effectiveness of sales activities across the assigned market.
Team Performance and Accountability: Balance personal sales responsibilities with team leadership, fostering a motivated, collaborative, and results-oriented sales culture.
Requirements
Education: Bachelor's degree in business, marketing, or a related field, or equivalent professional experience.
Sales Experience: At least five years of sales experience, including one to two years of experience leading, mentoring, or coaching colleagues.
Industry Knowledge: Experience in workers' compensation, managed care, healthcare services, insurance, or a related industry is strongly preferred.
Sales Performance: Demonstrated success in meeting or exceeding individual sales quotas, developing client relationships, and generating new business.
Leadership Skills: Ability to coach sales professionals, motivate teams, address performance challenges, and balance individual sales responsibilities with team objectives.
Communication and Negotiation: Strong verbal and written communication, interpersonal, presentation, and negotiation skills, with the ability to build relationships across different stakeholder groups.
CRM and Reporting: Proficiency with CRM platforms, sales reporting tools, pipeline management, and forecasting processes. Experience with Zoho is an advantage.
Technical Proficiency: Strong working knowledge of Microsoft Office applications, including Word, Excel, PowerPoint, Outlook, and Microsoft Teams.
Organization and Accountability: Excellent time management, planning, and problem-solving abilities, with a proactive, hands-on, and results-oriented approach.
Remote Work Readiness: Ability to work effectively from a dedicated home office that meets HIPAA compliance requirements and maintains appropriate confidentiality and data security.
Internet Connectivity: A reliable home internet connection through DSL, fiber, or cable is required, with speeds of 100 Mbps or higher preferred.
Physical and Communication Requirements: Ability to sit and use a keyboard for extended periods, perform tasks requiring manual dexterity, participate in telephone conversations throughout the workday, and read and write English fluently.
Travel Availability: Willingness to travel regularly within the United States for client meetings, sales activities, and team support.
Benefits
Competitive Compensation: Salary based on experience and qualifications.
Commission and Bonus Opportunities: Additional earning potential linked to sales performance and business results.
Healthcare Coverage: Medical, dental, and vision insurance options.
Retirement Savings: Access to a 401(k) retirement plan.
Paid Time Off: Paid leave to support personal needs, rest, and work-life balance.
Paid Holidays: Company-paid holidays throughout the year.
Remote Work: Fully remote position within the United States, offering flexibility to work from home.
Home Office Support: Company-provided equipment to support your remote working needs.
Internet Stipend: Monthly financial support for home internet expenses.
Career Development: Opportunities to strengthen sales leadership capabilities, mentor professionals, and contribute to business growth.
Leadership Impact: The opportunity to combine personal sales achievement with team development and strategic account growth.