Director, Sales

Job ID
Employment Type
Full Time
Hours Per Week
minimum 40


nThrive empowers health care for everyone in every community by transforming financial and operational performance, enabling health care organizations to thrive. Our Sales Directors, through a consultative approach, leverage value selling methodologies to turn business issues to solutions for both prospects and existing clients. Our loyal customer base includes 17 of the top 19 health care systems named by U.S. News and World Report in their 2015 Best Hospital’s Honor Role. This role manages and leads the full sales cycle strategy for the entire nThrive portfolio, including technology, services, analytics, education, and advisory, with the goal of achieving sales and revenue growth for a given geographic territory.


  • Serve as a strategic solutions expert to prospects and clients. Leverage ongoing ValueSelling training and techniques to uncover and articulate prospect business issues, problems, power relationships, etc. Leverage ValueSelling to differentiate and set nThrive apart from the competition and ensure consistent achievement of revenue and margin quotas.
  • Leverage the Salesforce CRM to manage and accelerate the sales process.
  • Ensure ongoing proficiency with nThrive’s solutions through education, role-playing, course completion, and assessments.
  • Prioritize dedicated time each week to refine selling skills. Prioritize dedicated time each week to prospecting.
  • Maintain extensive knowledge of territory accounts. Builds an effective territory sales strategy by planning each week's activities in advance based upon prospect prioritization, market research, and competitive intel.
  • Leverage Salesforce and other tools to build a personalized strategy for each key prospect, uncover and understand potential business problems, manage key contacts, manage sales stages, etc. Successfully navigate complex health care organizations to identify key decision-makers and build a sales plan to uncover and address business issues with speed to value with the right influencers and buyers across multiple intersections.
  • Ensure a healthy funnel by actively prospecting and managing a funnel of opportunities through Salesforce, building strong follow up plans, and organizing daily activity to ensure appropriate coverage across each part of the sales cycle. Builds an effective prospecting plan with a documented approach for daily activity including cold calling and warm lead cultivation. Prepare a formal weekly status report of this activity to review with territory management.
  • Continually conducts market and competitive research. Meet with current customers to understand the strengths and opportunities of the product line. Participate in renewals that may require a value proposition discussion and collaborate with cross-functional teams, including Client Success, in the protection of existing revenue while identifying growth opportunities.
  • Grow territory by networking in the market, including attendance at relevant association events, and engaging with hospital C-Suite executives to develop and deepen strategic relationships and provide a consultative approach to designing nThrive solution sets that drive optimal results and value.
  • Identify clients that are Patient to Payment outsourcing targets and build strategic prospecting plans to ensure a full pipeline to drive steady growth.
  • Consistently delight current clients through the use of a consultative business issue solutioning approach in collaboration with the client success team.
  • Consistently collaborate with internal business partners and leverage internal resources as sales accelerators.
  • Supports nThrive’s Compliance Program by adhering to policies and procedures pertaining to HIPAA, FDCPA, FCRA, and other laws applicable to nThrive’s business practices. This includes becoming familiar with nThrive’s Code of Ethics, attending training as required, notifying management or nThrive’s Helpline when there is a compliance concern or incident, HIPAA-compliant handling of patient information, and demonstrable awareness of confidentiality obligations.


  • 5+ years of direct sales experience and one of the following
    • 3+ years of recent experience selling complex, large-scale solutions in the front, middle or back end revenue cycle.
    • At least one year directly selling or consulting nThrive’s suite of products and/or services.
    • 10+ years of experience in revenue cycle consulting with experience in strategic planning, revenue cycle transformations, business intelligence, program management, and business development responsibilities.
  • Demonstrated experience presenting and selling technology and/or service solutions to C-Suite.
  • Demonstrated sales expertise through consultative sales abilities and clear selling processes. 
  • Demonstrated ability to develop a territory plan identifying key accounts, power buyers, accounts with the highest level of revenue opportunity.
  • Demonstrated ability to successfully create an account-by-account action plan.
  • Demonstrated ability to understand client challenges and customize appropriate offerings.
  • Demonstrated ability to consistently achieve revenue targets.
  • Demonstrated ability to drive results and achieve desired metrics.
  • Experience collaborating successfully between both internal cross-functional teams and external clients, as part of a solutions-based team sales process.
  • Experience quoting, demonstrating solutions, and synthesizing complex information into simple messages.
  • Proficient in the use of CRM software.
  • Knowledge of new industry trends and regulations.
  • Knowledge of MS Office applications including Word, PowerPoint, Excel, Access, and Outlook.
  • High school diploma or GED.

Preferred Skills

  • Bachelor's degree.
  • Experience developing and closing revenue cycle service deals greater than $10M annually.
  • Extensive knowledge of Patient to Payment revenue cycle service delivery.
  • Ability and desire to coach and mentor junior staff.
  • HFMA Certification.
  • Salesforce CRM knowledge.

About nThrive


Be Inspired. Ignite Change. Transform Health Care. 

From Patient-to-PaymentSM, nThrive provides all the technology, advisory expertise, services, analytics and education programs health care organizations need to thrive in the communities they serve. Our colleagues share a united passion to help health care organizations strengthen their financial position, which translates to accessible, quality care for all. This passion fuels our drive to innovate and participate in community outreach through the nThrive CARES program. Our colleagues are encouraged to think differently and empowered to make a lasting impact that ensures our health care providers, and our world, are healthy and productive.


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