Job Description: Sales Director
Position: Sales Director_ RCM/Healthcare
Department: Sales / Business Development, Healthcare/RCM
Reports To: VP Sales / COO / CEO
Location: BengaluruWork Mode: WFO
Role Overview
We are seeking a dynamic and strategic Sales Director to lead our endtoend business growth initiatives in the U.S. healthcare market. This is a senior leadership position responsible for revenue strategy, enterprise-level deal closures, market expansion, and building a high-performing sales organization.
The ideal candidate brings:
- Deep knowledge of medical billing, coding, and AR operations
- A strong U.S. provider and RCM network
- A proven record of selling complex, multimilliondollar outsourcing/RCM engagements
- Experience in consultative, solutionbased sales
This leader will directly influence growth strategy, GTM planning, partnerships, and brand positioning.
Key Responsibilities
1. Revenue & Growth Leadership
- Own and drive the annual revenue quota for healthcare RCM services.
- Develop and execute scalable GTM strategies targeting hospitals, physician groups, MSOs, billing companies, and digital health firms.
- Build multi-channel demand generation engines through outbound, partner networks, and industry events.
- Lead large, strategic deal pursuits including endtoend RCM, coding, AR transformation, and analyticsdriven solutions.
2. Enterprise Sales Execution
- Manage all phases of enterprise deal cycles: qualification, solution mapping, financial modeling, proposal development, and contract negotiation.
- Build CXO relationships with providers, MSOs, and billing leadership teams.
- Collaborate with internal SMEs, delivery leaders, and automation teams to design tailored RCM solutions.
3. Sales Organization Leadership
- Build, mentor, and scale a high-performing sales and business development team.
- Establish sales processes, KPIs, incentive plans, and performance scoring frameworks.
- Drive a culture of accountability, pipeline discipline, and operational excellence.
4. Strategic Partnerships & Market Expansion
- Build alliances with EHR vendors, healthcare IT firms, consulting groups, and RCM platforms.
- Represent the organization in U.S. healthcare conferences, trade shows, and webinars.
- Identify geographic and vertical expansion opportunities within healthcare operations.
5. Forecasting & Reporting
- Maintain accurate forecasting, pipeline health, and sales dashboards using CRM tools.
- Report quarterly performance to executive leadership.
- Provide market intelligence, competitor analysis, pricing benchmarks, and regulatory insights.
Required Skills & Experience
Experience
- 812+ years of progressive experience in healthcare outsourcing/RCM sales.
- Minimum 5+ years in a senior leadership role (Sales Director / AVP / VP level).
- Proven track record of acquiring large clients and achieving multimilliondollar sales targets.
- Deep understanding of:
- Endtoend RCM
- Denials, AR follow-up, coding
- Compliance and payer guidelines
- Transition management & SLAs
- Automation/RPA-led RCM solutions (preferred)
Skills
- Csuite communication and negotiation excellence.
- Strategic thinking, GTM planning, and market development.
- Business modeling, pricing strategy, and proposal/SOW creation.
- Ability to influence executive stakeholders and navigate complex buying cycles.
- Strong leadership, coaching, and team-building skills.
Tools & Systems
- CRM platforms: Salesforce, HubSpot, Zoho, or equivalent.
- Familiarity with RPA, AI/ML, analytics in RCM (preferred).
- Ability to work across cross-functional teams including operations, transitions, compliance, and technology.
Key Performance Indicators (KPIs)
- Annual revenue growth and target achievement.
- New enterprise client acquisitions.
- Pipeline quality, velocity, and forecast accuracy.
- Win rate and deal profitability.
- Sales team performance and capability maturity.
- Strategic partnerships and market penetration.
Education
- Bachelor's degree in business, healthcare administration, or relevant field.
- MBA preferred but not mandatory.
