Director of Sales And Business Development
BLACKBURN'S, Tarentum, PA, United States
Role Description
The
Sales & Development Director
is a senior leadership role responsible for driving revenue growth, market expansion, and sales performance across all business channels, including Medical Supplies, Complex Rehab, Institutional Sales, Clinical Respiratory, Home Accessibility, and New Market Development. This role leads and develops a multi-location team of Sales Representatives and Account Managers, ensuring consistent execution of sales strategy, pipeline growth, customer engagement, and long-term retention of referral sources and clinical partners. The Director partners closely with executive leadership and cross‑functional teams to align sales initiatives with organizational objectives.
Key Responsibilities Leadership & Sales Strategy
Develop and execute annual sales and market development strategies aligned with company revenue and growth goals
Lead, inspire, and manage a multi‑location sales organization focused on performance, accountability, and customer impact
Establish scalable sales frameworks, performance metrics, and expectations to support long‑term expansion
Provide regular sales performance reporting, forecasting, and growth outlooks to Executive Leadership
Partner with HR and Training to support onboarding, leadership development, and continuous sales skill advancement
Promote alignment and accountability across sales, marketing, and operational teams
Revenue Growth & Market Development
Identify and pursue new market opportunities, referral relationships, and strategic business partnerships
Strengthen relationships with hospitals, physicians, therapy groups, long‑term care facilities, and payer organizations
Monitor industry trends, competitive activity, and reimbursement changes to inform growth strategy
Drive expansion initiatives across Rehab, MedSurg, Clinical Respiratory, Home Accessibility, and Institutional business lines
Collaborate with Finance and Operations on pricing strategies, margins, and growth modeling
Set revenue targets, activity expectations, and performance benchmarks across sales teams
Participate in joint sales calls and field engagement to support relationship development and coaching
Ensure teams are equipped with tools, training, and resources needed for success
Build talent pipelines and address performance improvement in partnership with HR
Business Partnerships & External Engagement
Serve as a senior representative with key referral sources, clinical partners, and payer organizations
Support customer experience initiatives and resolution of complex relationship matters
Represent Blackburn’s at conferences, tradeshows, and community engagement events
Collaborate with Marketing to enhance brand visibility and market presence
Cross-Functional Collaboration
Partner with Operations, Distribution, Clinical Services, and Revenue Cycle teams to support growth initiatives
Participate in product evaluations, vendor partnerships, and strategic initiatives
Support ongoing CRM optimization and sales enablement improvements
Desired Competencies
Strategic, growth‑oriented leadership mindset
Coaching‑focused leadership style that builds long‑term capability
Strong understanding of healthcare regulations, compliance, and reimbursement
Proficiency with CRM platforms, KPIs, forecasting, and data‑driven decision making
High emotional intelligence and relationship‑driven leadership approach
Ability to lead through change, ambiguity, and growth
Performance Indicators (KPIs)
Revenue growth by product line and referral segment
New referral acquisition and retention
Sales quota attainment and activity reporting
Training and competency completion
Market expansion and new product or territory launches
Qualifications & Experience Educational Background
Bachelor’s degree in Business, Healthcare Administration, Marketing, or related field
5+ years of progressive sales leadership experience ; DME/HME experience strongly preferred
Proven success driving revenue growth and territory expansion
Experience managing remote or multi‑site sales teams
Strong knowledge of reimbursement models, payers, clinical referrals, and documentation requirements
Excellent communication, negotiation, and executive‑level presentation skills
Proficiency with Microsoft Office, Outlook, and web‑based business tools
Self‑directed, organized, and effective in fast‑paced environments
Authorized to work in the United States
Hybrid role based at the corporate office with regular travel to branch locations and referral partners
Travel expected approximately
40–50% , depending on territory and growth initiatives
Combination of office, field, and external engagement
Requires regular speaking, hearing, computer use, and driving
Why Join Blackburn’s?
Executive‑level impact within a growing, multi‑service healthcare organization
Collaborative leadership culture focused on patient outcomes and long‑term partnerships
Opportunity to shape strategy, build teams, and expand into new markets
Blackburn’s Physicians Pharmacy, Inc. is an Equal Opportunity Employer.
#J-18808-Ljbffr
Sales & Development Director
is a senior leadership role responsible for driving revenue growth, market expansion, and sales performance across all business channels, including Medical Supplies, Complex Rehab, Institutional Sales, Clinical Respiratory, Home Accessibility, and New Market Development. This role leads and develops a multi-location team of Sales Representatives and Account Managers, ensuring consistent execution of sales strategy, pipeline growth, customer engagement, and long-term retention of referral sources and clinical partners. The Director partners closely with executive leadership and cross‑functional teams to align sales initiatives with organizational objectives.
Key Responsibilities Leadership & Sales Strategy
Develop and execute annual sales and market development strategies aligned with company revenue and growth goals
Lead, inspire, and manage a multi‑location sales organization focused on performance, accountability, and customer impact
Establish scalable sales frameworks, performance metrics, and expectations to support long‑term expansion
Provide regular sales performance reporting, forecasting, and growth outlooks to Executive Leadership
Partner with HR and Training to support onboarding, leadership development, and continuous sales skill advancement
Promote alignment and accountability across sales, marketing, and operational teams
Revenue Growth & Market Development
Identify and pursue new market opportunities, referral relationships, and strategic business partnerships
Strengthen relationships with hospitals, physicians, therapy groups, long‑term care facilities, and payer organizations
Monitor industry trends, competitive activity, and reimbursement changes to inform growth strategy
Drive expansion initiatives across Rehab, MedSurg, Clinical Respiratory, Home Accessibility, and Institutional business lines
Collaborate with Finance and Operations on pricing strategies, margins, and growth modeling
Set revenue targets, activity expectations, and performance benchmarks across sales teams
Participate in joint sales calls and field engagement to support relationship development and coaching
Ensure teams are equipped with tools, training, and resources needed for success
Build talent pipelines and address performance improvement in partnership with HR
Business Partnerships & External Engagement
Serve as a senior representative with key referral sources, clinical partners, and payer organizations
Support customer experience initiatives and resolution of complex relationship matters
Represent Blackburn’s at conferences, tradeshows, and community engagement events
Collaborate with Marketing to enhance brand visibility and market presence
Cross-Functional Collaboration
Partner with Operations, Distribution, Clinical Services, and Revenue Cycle teams to support growth initiatives
Participate in product evaluations, vendor partnerships, and strategic initiatives
Support ongoing CRM optimization and sales enablement improvements
Desired Competencies
Strategic, growth‑oriented leadership mindset
Coaching‑focused leadership style that builds long‑term capability
Strong understanding of healthcare regulations, compliance, and reimbursement
Proficiency with CRM platforms, KPIs, forecasting, and data‑driven decision making
High emotional intelligence and relationship‑driven leadership approach
Ability to lead through change, ambiguity, and growth
Performance Indicators (KPIs)
Revenue growth by product line and referral segment
New referral acquisition and retention
Sales quota attainment and activity reporting
Training and competency completion
Market expansion and new product or territory launches
Qualifications & Experience Educational Background
Bachelor’s degree in Business, Healthcare Administration, Marketing, or related field
5+ years of progressive sales leadership experience ; DME/HME experience strongly preferred
Proven success driving revenue growth and territory expansion
Experience managing remote or multi‑site sales teams
Strong knowledge of reimbursement models, payers, clinical referrals, and documentation requirements
Excellent communication, negotiation, and executive‑level presentation skills
Proficiency with Microsoft Office, Outlook, and web‑based business tools
Self‑directed, organized, and effective in fast‑paced environments
Authorized to work in the United States
Hybrid role based at the corporate office with regular travel to branch locations and referral partners
Travel expected approximately
40–50% , depending on territory and growth initiatives
Combination of office, field, and external engagement
Requires regular speaking, hearing, computer use, and driving
Why Join Blackburn’s?
Executive‑level impact within a growing, multi‑service healthcare organization
Collaborative leadership culture focused on patient outcomes and long‑term partnerships
Opportunity to shape strategy, build teams, and expand into new markets
Blackburn’s Physicians Pharmacy, Inc. is an Equal Opportunity Employer.
#J-18808-Ljbffr