Description

Director of Sales, National Accounts

Position Overview

The Director is responsible for achieving the National Accounts revenue goals of the company. This includes the strategic planning, execution, and management of Inogen’s sales and strategy across National, Government, and IDN (Hospital) Accounts. Scope of role is U.S.

This leader will coach their team to deliver a disciplined sales process, build strong customer relationships, and communicate compelling value propositions that differentiate our solutions in the marketplace. The ideal candidate combines strong leadership skills with deep sales execution experience and embodies our core sales tenets: Tenacious, Industry Fluency, Compelling Storyteller, and Street Smart.

Key Responsibilities

• Responsible for sales performance and accountable to deliver sales results per plan. Develop and refine sales plan and forecast on an ongoing basis, reflecting continuous improvement.
• Oversee plan and implementation for the company to meet objectives established in the annual operating plan for National and Government Accounts.
• Establish sales plans and objectives with team to ensure there is a path to successful achievement of revenue goals. Establish clear direction and track weekly progress to sales goals.
• Maintain and grow results by coaching and motivating employees, planning, monitoring, and appraising job results. Conduct ride-alongs with reps and establish weekly check-ins as a method to coach and develop.
• Establish weekly team calls to promote a high level of communication and strong team culture to support a cohesive employee experience.
• Drive consistent use of CRM tools and sales processes to ensure accurate reporting and forecasting.
• Track team metrics, monitoring sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
• Determine pricing, discounts, and customized value-adds.
• Manage team in accordance with Inogen’s core values, policies, and procedures.
• Create and implement successful sales strategies, resulting in the company meeting and exceeding sales targets for assigned Key Accounts.
• Collaborate with marketing to develop programs, campaigns, and assets that support growth.
• Ensure sales processes are followed and that all regulatory and compliance requirements are met.
• Contribute to continuous improvement of service to customers.
• Analyze sales data and trends to improve team performance and efficiency.
• Comply with all company policies and procedures.
• Assist with any other duties as assigned.

Knowledge, Skills, and Abilities

• Possess strong business acumen.
• Operationally data-driven management approach to decision making and information sharing.
• Results-oriented leader.
• Must have strong work ethic.
• Excellent oral and written communication skills required.
• Attention to detail is required.
• Effective conflict resolution.
• Ability to mentor and motivate a sales team, with or without direct line reporting responsibilities.
• Analytical and problem-solving skills with the ability to multi-task.
• Solutions-oriented problem solver.
• Excellent planning, communication, and organizational skills.
• Ability to effectively interface with different departments within the company.
• Required travel as needed - must be in a major metropolitan area.

Qualifications

Required

• Bachelor’s degree in science, business, or related field of study required.
• 10+ years of sales experience in the Healthcare Industry, preferably in the Respiratory segment.
• 5+ years of experience in a quota-driven sales leadership role required.
• Experience working with AdaptHealth, Lincare, Rotech and/or Apria, required.
• Strong analytical and forecasting capabilities.
• A combination of training, education and experience that is equivalent to the qualifications listed above and that provides the required knowledge, skills, and abilities.

Preferred

• 5+ years of sales experience to National, VA, and/or Government Accounts.
• Knowledge of Government Procurement processes and familiarity with government procurement platforms, processes, and regulations (e.g., GSA and FAR) is a plus.

Key Performance Indicators

• Revenue growth and quota attainment
• Pipeline generation and conversion rates
• Sales team productivity and activity metrics
• Employee development and retention