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Vice President of Sales (Phoenix)

Vice President of Sales (Phoenix)

MBI Industrial MedicinePhoenix, AZ, United States
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Summary

The Vice President (VP) of Sales is responsible for driving top-line growth through effective sales leadership across the organizations footprint. This role leads the sales team in generating new revenue, expanding existing accounts, and ensuring client retention to position the company as a leader in occupational healthcare. The VP works closely with operational, clinical, and marketing teams to deliver solutions that meet employer and payer needs, drive patient volume, and achieve revenue targets. While maintaining a strategic view for future business development opportunities, the primary focus is on immediate sales performance and pipeline optimization, with business development as a secondary priority for long-term growth.

Key Responsibilities

Sales Leadership & Team Management

  • Lead and mentor a sales team, including sales directors and key account executives, to consistently meet or exceed revenue quotas.
  • Develop and implement performance improvement plans for underperforming team members to enhance productivity.
  • Create and optimize sales pipelines, prospecting strategies, and closing playbooks to drive rapid revenue growth and sustainable results.
  • Establish and monitor performance metrics and dashboards to track pipeline health, client acquisition, conversion rates, and team performance

Strategic Growth Planning

  • Develop and execute targeted sales strategies aligned with company goals, emphasizing rapid market penetration and competitive positioning.
  • Identify high-impact market opportunities and service lines to drive immediate sales, with potential for future geographic expansion.
  • Design go-to-market tactics, RFP responses, pricing models, and employer engagement frameworks to accelerate sales outcomes.
  • Assess potential partnerships that directly support near-term revenue goals, deferring complex initiatives until operational scalability improves.

    • Client Acquisition & Relationship Management

  • Oversee the full sales lifecycle, from prospecting to deal closure, ensuring efficient and effective processes.
  • Build and maintain high-level relationships with key stakeholders, including large employers, insurance carriers, TPAs, brokers, and government entities.
  • Function as the executive sponsor for enterprise accounts, ensuring seamless onboarding, client satisfaction, and retention.
  • Drive retention of strategic clients through initiative-taking account management, regular performance reviews, and clear value demonstration.

    • Sales & Marketing Alignment

  • Partner with marketing to develop targeted positioning, collateral, and lead generation campaigns for employer health buyers.
  • Align sales tactics with regional market trends, occupational health dynamics, and competitive intelligence to maximize impact.
  • Represent the company at industry conferences, trade shows, and networking forums to generate high-quality leads and close deals.

    • Internal Collaboration & Leadership

  • Collaborate with clinical, operations, medical, human resources, and IT leadership to ensure sales solutions are practical and aligned with delivery capabilities.
  • Work closely with the SVP of Operations to ensure seamless client implementation and high-quality service delivery.

    • Minimum Qualifications

  • Minimum of 10 years of progressive leadership experience in within a healthcare environment with a focus on occupational health, employer services, urgent care, or workers compensation preferred.
  • Bachelors degree required; Masters degree (MBA, MHA, or related) preferred.
  • Demonstrated success in growing revenue through complex B2B partnerships, especially with self-insured employers, TPAs, or payers.
  • Proven track record of driving revenue growth through direct B2B sales, particularly with self-insured employers, TPAs, or payers.
  • Strong financial acumen and understanding of healthcare reimbursement models, value-based care, and employer pricing arrangements.
  • Exceptional negotiation and executive communication skills with the ability to influence senior-level stakeholders and close complex deals.
  • Advanced Proficient in CRM tools (e.g., Salesforce), pipeline management, proposal generation, and sales performance reporting.
  • Willingness to travel frequently across markets for sales pursuits and client meetings.

    • Key Competencies

  • Strategic Thinking & Market Insight
  • Relationship Building & Executive Presence
  • Results-Driven Sales Leadership
  • Healthcare Industry Knowledge
  • Cross-Functional Collaboration
  • Excellent Verbal & Written Communication
  • Pipeline Optimization & Deal Closing Expertise

    • Work and Location Requirements :

  • This is a full-time, salaried, exempt position.
  • Travel is expected based on business needs, including prospect / client meetings and site visits.
  • Primary office location is Phoenix, AZ.
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