VP OF SALES - EAST COAST - HEALTHCARE (Remote, NC, US, Remote)

About this role

About Compass Healthcare
Compass Healthcare is a leading provider of support services to the healthcare industry, unifying the specialized expertise of Crothall Healthcare, Intelas, Morrison Healthcare, Touchpoint Support Services, and Unidine Healthcare. With its collective 100 years of experience, Compass Healthcare is at home in healthcare, partnering with healthcare organizations nationwide to deliver safer, more seamless care through innovative, integrated, and transformational support services.

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…