Sales Manager-Hospital

Job Summary: The primary responsibility of this position is to coach, develop, mentor, and motivate a sales team to achieve individual and team sales targets. The Sales Manager will be responsible for the sales team productivity, sales effectiveness, forecasting, CRM reporting, training, deal strategy and execution. This leader will partner with sellers to develop processes and drive strategies to consistently open, advance, and close sales opportunities.

Key Responsibilities:

Sales Forecasting and Reporting

• Develop, maintain, and deliver accurate and timely monthly, quarterly, and annual sales forecasts, incorporating pipeline hygiene, historical trends, and market dynamics.
• Establish a strong forecasting cadence with sellers, focusing on deal inspection, risk assessment, and probability weighting to ensure forecast reliability.
• Track, analyze, and review individual and team-level sales KPIs (e.g., quota attainment, pipeline coverage, win rates, deal velocity, ACV).
• Use data and insights to proactively identify gaps to plan, recommend corrective actions, and communicate performance trends to sales leadership.
• Ensure forecast integrity and alignment with broader company revenue targets and financial planning processes.

Sales Funnel and Pipeline Management

• Own and actively manage the sales pipeline across assigned territories, ensuring data quality, accuracy, and compliance with defined sales stages and exit criteria.
• Partner closely with sellers to identify, qualify, and prioritize high-impact sales opportunities aligned to ideal customer profiles and strategic growth segments.
• Support sellers in developing actionable deal strategies, including account plans, stakeholder mapping, competitive positioning, and close plans.
• Monitor and manage territory performance, identifying whitespace, coverage risks, and growth opportunities.
• Conduct regular pipeline reviews focused on deal progression, pipeline health, and execution discipline.

Sales Process Management and Optimization

• Execute established leader standard work and drive consistent adoption and discipline of seller standard work across the team.
• Train, coach, and mentor sellers on the established sales milestone process, with a strong emphasis on Voice of Customer, discovery rigor, and value-based selling.
• Actively participate in key sales opportunities by coaching sellers through complex deal dynamics, executive engagement, and negotiation strategies.
• Engage directly with strategic prospects and customers as needed to strengthen relationships and drive deal momentum.
• Leverage deep healthcare industry, product, and customer knowledge—along with sales data—to assess current sales processes, identify areas for improvement, and implement continuous enhancements.
• Provide timely, actionable feedback to sellers to improve effectiveness, execution quality, and overall sales productivity.

Sales Automation and CRM Management

• Enforce team compliance with CRM standards, including opportunity management, activity tracking, forecasting inputs, and documentation requirements.
• Maintain high expectations for CRM hygiene to ensure data integrity and enable reliable reporting and analytics.
• Conduct regular CRM-driven reporting and analysis aligned to sales organization KPIs, performance objectives, and leadership needs.
• Use CRM insights to identify trends, bottlenecks, coaching opportunities, and risks within the pipeline and sales process.
• Partner with sales operations and leadership to continuously improve CRM utilization, automation, and reporting effectiveness.

People Leadership:

• Coach, mentor, and manage performance to foster individual growth and accountability, ensuring alignment with organizational goals.
• Recruit, develop, and retain top talent by building strong capabilities and creating clear career development pathways/providing opportunities for continuous learning and advancement.
• Cultivate a high-performing culture that promotes engagement, collaboration, and continuous improvement across teams.

Required Qualifications:

Education & Experience Guidelines

• Bachelor’s Degree in a relevant field
• 5 years of relevant experience
• Demonstrated leadership ability in projects or team collaboration
• Ability to travel 30% required

Other Preferred Knowledge, Skills, Abilities or Certifications:

• Proven ability to develop strong, positive, and collaborative relationships across all functional areas and levels within the organization
• Results-oriented with strong analytical skills
• Strong communication skills (both presentation and written)
• Strong work ethic and commitment to excellence
• Ability to thrive in a fast-paced, ever-changing, collaborative environment