Position Overview
The Director of Client Services is a regional position responsible for driving sustainable growth for the nurse case management offering and other company products across an assigned region. This position is a strategic, hands‑on role that requires extensive understanding of healthcare service delivery, payor/provider dynamics, and consultative sales practices. The Director of Client Services will oversee a growing portfolio of regional accounts and manage clients, prospects, vendors and other key constituents for growth, service and quality outcomes.
Key Responsibilities
Strategic Territory Management
- Develop and execute a sales strategy specific to the assigned territory that aligns with organizational growth goals and market dynamics.
- Prioritize outreach and team focus.
- Identify underserved markets or emerging opportunities in the assigned region.
Sales Execution & Revenue Growth
- Drive full‑cycle sales efforts from lead generation and qualification through proposals, contracting, and closing.
- Manage a dynamic pipeline of opportunities across payors, employers, third‑party administrators, and other viable options for the company’s product offerings.
- Collaborate with Marketing and Clinical teams to develop compelling, clinically grounded messaging tailored to decision‑makers.
- Coordinate cross‑functional solutioning to address complex prospect requirements, including pricing structures, program outcomes, and regulatory needs.
- Maintain consistent progress toward growth benchmarks.
Collaboration & Feedback
- Build and sustain high‑trust relationships with key stakeholders, insurance executives, case management directors, and benefit consultants.
- Serve as a strategic partner to clients, offering insight on care coordination trends, workforce shortages, and clinical ROI from nurse case management.
- Attend and present at regional healthcare events, roundtables, and thought leadership forums to promote the company’s brand and services.
- Support client onboarding and ensure alignment between sales promises and delivery outcomes through coordination with Account Management and Clinical Teams.
- Provide regular feedback from the field to Product, Marketing, and Executive teams to help shape service offerings and go‑to‑market messaging.
- Stay ahead of regional trends in managed care, value‑based care, and case management models—including regulatory, clinical, and technological changes.
Sales & Product Knowledge
- Extensive understanding of the company's product offerings, workflows, solutions, differentiators, and clinical impacts.
- Stay current on industry trends, prospect pain points, and relevant value‑based care language.
Performance Expectations
- Consistently meet or exceed quarterly and annual growth goals.
- Demonstrate consistent performance improvement and year‑over‑year growth.
- Maintain a high standard in the CRM ensuring data is accurate and organized, including activity metrics and conversion rates.
- Deliver excellent service through diligent follow‑up.
Required Skills And Qualifications
- Excellent verbal and written communication, negotiation, and presentation skills.
- Proficient with CRM platforms, Microsoft Office, Excel and PowerPoint.
- Strong organizational skills and attention to detail.
- Strategic thinking and analytical skills.
- Self‑motivated, and able to work independently.
Preferred Experience And Credentials
- Bachelor’s degree preferred, or equivalent work experience.
- 5+ years of workers’ compensation and nurse case management sales experience is a plus.
- Prior experience using CRM and sales engagement platforms (e.g., Pipedrive, Salesforce, HubSpot, Outreach).
Work Environment & Location
- Remote with travel as required for successful sales, team meetings or industry events.
- Reports to: Senior Director of Regional Sales & Account Management.
Compensation & Benefits
- Competitive base salary + performance‑based bonus.
- Comprehensive benefits package (healthcare, 401k, PTO, etc.).