SALES DIRECTOR – NEW BUSINESS DEVELOPMENT

WHERE YOU CAN SELL

BPO experience is a key requirement for this role. We are looking for someone who understands how outsourced and consultative service solutions are built, positioned, and sold—not simply someone with general sales experience. Experience in healthcare/RCM, IT services, insurance solutions, professional services, or related complex service environments is especially valuable when paired with a strong BPO background.

WHAT WE’RE LOOKING FOR

·       A proven hunter with demonstrated success generating and closing net-new B2B business.

·       Experience building a pipeline rather than relying only on inbound leads or existing accounts.

·       Confidence speaking with executives and senior business decision-makers.

·       Strong discovery, presentation, negotiation, and closing skills.

·       The ability to understand a client's business challenge and connect it to a practical solution.

·       Disciplined follow-up, CRM management, forecasting, and personal accountability.

·       Approximately 7+ years of progressive B2B sales or business-development experience preferred.

·       Bachelor's degree preferred; equivalent relevant professional experience will be considered.

·       Strong BPO sales experience with a clear understanding of outsourced service models, solution development, and complex B2B selling.

·       A creative, entrepreneurial sales mindset—the ability to see opportunities others miss and develop a business case rather than simply pitch a standard service.

·       Demonstrated ability to navigate organizations, move beyond gatekeepers, and establish credibility with CEOs, CFOs, owners, senior executives, boards, and other decision-makers.

·       Strong executive presentation skills, including the ability to present business cases, proposals, solutions, and financial or operational value to senior leadership.

The person who will thrive here is curious, commercially minded, persistent, and creative. They do not wait for a perfect lead list or stop at the first 'no.' They research the business, understand where value can be created, find the right decision-maker, earn the conversation, and build a solution worth buying.

PLAYER-COACH LEADERSHIP

·       Lead from the front. This is a hands-on sales leadership role. The Sales Director is expected to prospect, call, present, negotiate, and close—not simply assign work to others.

·       Develop U.S. and India sales talent. Train, coach, and support onshore and offshore team members on prospecting, qualification, messaging, executive outreach, CRM discipline, presentations, follow-up, and closing practices.

·       Communicate across onshore and offshore teams. Work professionally and effectively across U.S. and India teams, adapting communication and coaching while maintaining clear expectations, accountability, and follow-through.

·       Create the playbook. Help develop repeatable sales messaging, call approaches, prospecting sequences, objection handling, presentation standards, and best practices the broader team can use.

·       Coach through the work. Review calls, outreach, pipeline quality, proposals, and deal strategy with team members and provide practical coaching that improves results.

HIGH-OUTPUT PROSPECTING & MARKET PRESENCE

·       Pick up the phone. Be comfortable with high-volume outbound activity, including up to 100–200 targeted outbound calls/touches per day during dedicated prospecting periods when business needs require it.

·       Use LinkedIn strategically. Source and research target companies and decision-makers through LinkedIn and other prospecting tools, build targeted lists, and create thoughtful outreach that earns responses.

·       Work inbound and outbound. Move quickly on qualified inbound opportunities while continuously creating new pipeline through outbound prospecting.

·       Show up where buyers are. Attend conferences, trade shows, networking events, client meetings, and other industry opportunities to build relationships and create new business.

·       Present like an executive. Confidently develop and deliver presentations, proposals, business cases, and solution discussions to CEOs, CFOs, owners, boards, and senior leadership teams.

·       Create opportunity instead of waiting for it. Research businesses, identify operational and financial pain points, and develop creative approaches to start conversations even when no formal opportunity has been presented.

SALES PERFORMANCE SCORECARD

·       Annual New-Business Sales: Approximately $2 million+ at target performance.

·       New Logos: Target approximately 12–24 new client wins annually, averaging 1–2 per month over the year, subject to deal size and sales-cycle timing.

·       Qualified Pipeline: Build toward and maintain approximately 3x–4x annual target coverage ($6M–$8M) after ramp-up.

·       Executive Meetings: Target approximately 8–12 qualified executive-level prospect meetings per month.

·       Proposals / Solution Presentations: Target approximately 3–5 meaningful proposals, business cases, or solution presentations per month.

·       Prospecting: Maintain consistent high-output inbound and outbound activity, including dedicated high-volume call/outreach blocks when needed.

·       Forecast & CRM: Maintain current opportunity data, credible next steps, and reliable weekly forecasting.

·       Team Development: Demonstrate measurable improvement in the prospecting, qualification, presentation, pipeline, and follow-up capabilities of supported U.S. and India team members.