VP OF SALES - WEST COAST - HEALTHCARE

Job Summary

The Vice President, Sales is a senior commercial leader responsible for delivering predictable, profitable new business growth across an assigned market, geography, or portfolio of healthcare support services.

This leader develops and executes the sales strategy, translates enterprise growth objectives into actionable territory and account plans, and leads a team of sales leaders and individual contributors operating in a complex, highly competitive healthcare market. The Vice President provides executive sponsorship for the most significant pursuits and ensures disciplined execution throughout the sales cycle—from target identification and qualification through solution development, proposal, presentation, negotiation, contracting, and transition.

The Vice President works closely with divisional presidents, operational leadership, Finance, Legal, Marketing, Sales Operations, proposal development, subject-matter experts, and implementation teams to create differentiated solutions that are operationally executable, financially sound, and aligned with client priorities.

Success in this role is measured by the team’s ability to exceed new business revenue and profitability commitments, build a strong and sustainable pipeline, improve forecast accuracy, increase win rates, accelerate deal velocity, expand average contract value, and develop a high-performing sales organization.

Key Responsibilities:

Enterprise Sales Strategy and Growth:

• Develop and execute an annual and multi-year sales strategy aligned with Compass Healthcare’s growth, profitability, and market-position objectives.
• Translate enterprise goals into clearly defined market priorities, target-account strategies, territory plans, seller quotas, pipeline expectations, and resource requirements.
• Identify and prioritize high-value opportunities across hospitals, health systems, ambulatory environments, and other approved healthcare segments.
• Evaluate market potential, competitive intensity, client readiness, buying dynamics, and Compass One’s ability to deliver measurable value before committing resources to an opportunity.
• Identify opportunities for net-new incumbent conversion, multi-service solutions, and strategic service-line expansion.
• Adjust sales strategies based on market developments, customer insights, competitor activity, regulatory changes, and emerging healthcare trends.
• Build a balanced portfolio of near-term opportunities and longer-term strategic pursuits supporting current-year performance and future growth.

Sales Team Leadership and Talent Development

• Lead, coach, mentor, and develop an assigned team of sales leaders and quota-carrying sales professionals.
• Establish clear performance expectations, decision rights, accountability, and standards of execution for every member within his or her oversight.
• Conduct regular individual coaching, pipeline reviews, territory reviews, account-planning sessions, and deal-strategy discussions.
• Build seller capability in consultative selling, executive engagement, financial acumen, opportunity qualification, negotiation, presentation, and closing.
• Recruit, assess, develop, and retain high-performing sales talent capable of navigating complex healthcare buying environments.
• Evaluate organizational structure, seller deployment, territory design, and role clarity; recommend changes that strengthen productivity and support future growth.
• Develop succession plans and leadership pipelines for critical sales roles.
• Create a culture of accountability, collaboration, continuous learning, customer focus, and shared success.
• Model an accessible leadership style that removes barriers, develops people, encourages constructive challenge, and holds the organization accountable for results.
• Recognize strong performance while addressing performance gaps directly, consistently, and promptly.

Pipeline, Forecasting, and Performance Management

• Establish and lead a disciplined sales-management operating rhythm, including pipeline reviews, forecast calls, territory reviews, strategic pursuit reviews, and performance discussions.
• Maintain sufficient qualified pipeline coverage to support annual and multi-year new business commitments.
• Define and consistently apply opportunity stages, qualification standards, probability assessments, next-step requirements, and close-date criteria.
• Ensure timely and accurate CRM adoption across the team, including account activity, stakeholder mapping, opportunity value, sales stage, competitive position, risks, and next actions.
• Deliver accurate and timely sales forecasts to senior leadership, clearly identifying assumptions, risks, dependencies, and potential performance gaps.
• Monitor performance through metrics such as:
• Pipeline creation and sales qualified leads
• Opportunity aging
• Deal velocity
• Win rate
• Average contract value
• Forecast accuracy
• Seller quota attainment
• CRM data quality
• Conversion by sales stage
• Profitability of new business commitments
• Identify barriers to performance and implement specific corrective actions with clear owners and timelines.
• Use data and analytics to improve resource allocation, seller productivity, market prioritization, and probability of winning.

Strategic Pursuit and Deal Leadership

• Serve as executive sponsor for the organization’s largest, most complex, and most strategically important new business opportunities.
• Personally support sellers in identifying, qualifying, developing, and advancing priority pursuits.
• Ensure every major pursuit has a clear client problem statement, stakeholder map, access strategy, competitive assessment, differentiated value proposition, win strategy, and action plan.
• Help sellers establish relationships with healthcare executives, clinical leaders, operating leaders, financial decision-makers, procurement teams, and other influential stakeholders.
• Lead or participate in key executive meetings, finalist presentations, negotiations, and strategic client discussions.
• Guide the development of client-specific solutions that address the prospect’s clinical, operational, workforce, financial, patient-experience, and community priorities.
• Ensure proposals and presentations are compelling, compliant, evidence-based, and tailored to the client’s decision criteria.
• Establish pursuit-governance processes that focus internal resources on the opportunities with the strongest strategic fit and probability of success.
• Recommend appropriate pursuits, redirect, or no-bid decisions based on opportunity quality, client access, competitive position, operational feasibility, and commercial risk.
• Lead complex negotiation strategies in partnership with Finance, Legal, Operations, and executive leadership.
• Ensure material client commitments are clearly documented, internally approved, operationally achievable, and financially responsible.
• Maintain executive involvement through contracting and transition to support continuity, accountability, and successful implementation.

Client and Market Leadership

• Build and maintain trusted relationships with C-suite executives and other senior decision-makers across hospitals, health systems, and healthcare organizations.
• Position Compass Healthcare as a strategic business partner capable of solving complex client problems—not simply as a provider of individual support services.
• Demonstrate deep understanding of healthcare market dynamics, client financial pressures, workforce challenges, clinical priorities, and operational requirements.
• Develop insights that help clients understand their root problems, evaluate alternatives, and identify opportunities for meaningful improvement.
• Represent Compass Healthcare at industry conferences, executive forums, association meetings, client events, and other relevant market activities.
• Maintain a visible and credible professional presence within the healthcare industry.
• Capture and communicate customer insights, market trends, emerging needs, competitor strategies, and changes in buying behavior.
• Use market intelligence to strengthen positioning, solution development, account prioritization, and competitive differentiation.
• Build strategic relationships with consultants, advisors, industry influencers, and other parties who influence healthcare purchasing decisions.

Cross-Functional and Commercial Leadership

• Partner closely with divisional presidents and operational leaders to ensure sales strategies are aligned with business priorities, operational capabilities, and market realities.
• Engage operations early in the sales process so proposed solutions are practical, scalable, and capable of delivering the promised client outcomes.
• Collaborate with finance on pricing methodology, financial modeling, pro forma development, profitability, investment requirements, deal terms, and commercial risk.
• Partner with legal and other appropriate functions on contractual requirements, risk allocation, approval processes, and negotiation strategy.
• Work with marketing, sales operations, proposal development, analytics, and subject-matter experts to create compelling, differentiated, and client-centered solutions.
• Clarify ownership, deliverables, deadlines, and decision rights across the pursuit team.
• Maintain open and timely communication with all internal stakeholders supporting the sales process.
• Resolve cross-functional barriers and escalate material risks before they affect the client relationship or pursuit outcome.
• Ensure a structured handoff from sales to operations and implementation teams following contract award.
• Promote a “win together and learn together” culture in which successes and losses are analyzed constructively and shared across the organization.

Sales Excellence and Continuous Improvement

• Strengthen and standardize sales methodologies, account planning, opportunity qualification, deal review, executive engagement, and forecasting practices.
• Partner with Compass corporate resource team members to assess capability gaps and develop relevant training, tools, playbooks, and coaching programs.
• Establish consistent expectations for proposal development, presentation preparation, negotiation planning, and post-pursuit analysis.
• Lead win-loss reviews and convert findings into practical improvements in strategy, messaging, solution design, resource deployment, and execution.
• Identify and scale successful practices across territories, sectors, and service lines.
• Encourage innovation while maintaining disciplined adherence to approved sales, financial, legal, and operational processes.
• Use technology, analytics, and emerging sales tools to improve productivity, customer insight, collaboration, and decision-making.

Executive Reporting and Governance

• Provide senior leadership with clear, concise, and accurate reporting on sales performance, pipeline health, forecast, market activity, strategic opportunities, and business risks.
• Present recommended actions—not merely data—when performance, market conditions, or opportunity quality require intervention.
• Communicate material changes in opportunity status, deal economics, competitive position, timing, or client expectations promptly.
• Support enterprise growth planning, budgeting, market assessments, and strategic reviews.
• Maintain the highest standards of integrity, confidentiality, professionalism, and compliance throughout the sales process.

What Success Looks Like

Success in this role will be demonstrated by:

• Achievement or exceedance of annual new business revenue, contract-value, and profitability commitments.
• A qualified and sustainable pipeline capable of supporting current year and future growth objectives.
• Improved forecast accuracy and CRM data quality.
• Higher win rates, stronger deal velocity, and increased average contract value.
• Greater penetration of priority healthcare markets and targeted strategic accounts.
• Sales professionals consistently achieving quota.
• Improved seller capability, engagement, retention, and readiness for expanded responsibility.
• Stronger collaboration among sales, operations, finance, and corporate resources.
• Solutions that can be implemented successfully and deliver the commitments made during the sales process.
• Effective executive relationships with prospects, clients, consultants, and healthcare industry influencers.
• Consistent demonstration of sound judgment, commercial discipline, integrity, and client-centered leadership.

Required Qualifications

Education

• Bachelor’s degree in business, marketing, healthcare administration, hospitality, finance, or a related discipline required.
• Equivalent relevant executive experience may be considered in accordance with company policy.

Experience

• Seven or more years of progressive experience in enterprise sales, business development, strategic growth, account leadership, or a related commercial function.
• Demonstrated success achieving or exceeding significant new business revenue and profitability goals.
• Proven success leading complex, high-value, multi-year enterprise sales cycles involving multiple decision-makers and extended procurement processes.
• Experience selling to hospital and health system executives, including CEOs, COOs, CFOs, CNOs, CMOs, procurement leaders, and other senior stakeholders.
• Experience developing and executing comprehensive market, territory, and strategic-account plans.
• Demonstrated success creating qualified pipeline, improving sales execution, and converting opportunities into profitable contracts.
• Experience serving as an executive sponsor for major pursuits and participating in finalist presentations, negotiations, and contract discussions.
• Strong working knowledge of CRM platforms and disciplined pipeline and forecast-management practices.
• Experience operating successfully within a large, complex, and highly matrixed organization.
• Ability to travel approximately 50% to meet with prospects, clients, sellers, operating partners, and other internal and external stakeholders.