Director of Sales Effectiveness in at Medix Infusion

The Director of Sales Effectiveness reports directly to the Chief Commercial Officer (CCO) and is responsible for building, managing, and continuously improving the systems, processes, tools, training, analytics, and performance management capabilities that enable the Medix sales organization to achieve its commercial objectives.

This role serves as a strategic partner to the CCO and sales leadership team, translating commercial strategy into actionable sales processes, measurable performance expectations, and scalable infrastructure that drives revenue growth, sales productivity, and execution excellence.

The Director owns the full spectrum of sales operations and sales enablement, including CRM and sales technology, sales analytics and reporting, training and development, field sales effectiveness, territory and account management processes, and performance optimization. The role will establish consistent standards, equip sales leaders and representatives with the capabilities needed to succeed, and create visibility into the activities and outcomes that drive commercial performance.

Initially, this will be a highly hands-on, individual-contributor position with end-to-end ownership of the Sales Effectiveness function. The Director will build the foundational processes, tools, and operating model while developing a scalable strategy to expand the function as Medix grows.

Sales Strategy, Planning & Operations

· Partner with the CCO and sales leaders to translate commercial strategy into annual and quarterly plans, priorities, execution frameworks, and strategic initiatives; own consistent, scalable sales operations processes, workflows, policies, playbooks, SOPs, and field guidelines.

· Lead territory design and alignment, account segmentation, targeting and assignment; support capacity and headcount planning, coverage models, and resource allocation.

· Identify and remove barriers to productivity, simplify workflows, reduce administrative burden, and increase time in the field; support sales incentive plans, compensation administration, performance metrics, and incentive reporting as appropriate.

Sales Enablement, Training & Field Development

· Design and manage sales enablement, onboarding, and ongoing development, including role-specific learning milestones, field readiness, competency assessments, and training in consultative selling, prospecting, account and territory management, objection handling, negotiation, and closing.

· Develop infusion-specific education on the Medix service model, referral pathways, physician-office workflows, patient access, payer and reimbursement fundamentals, and relevant operations; partner with clinical, operational, reimbursement, compliance, and other experts to ensure accuracy and alignment with approved practices.

· Create and maintain sales playbooks, call guides, objection-handling resources, competitive positioning, value propositions, presentations, and a centralized repository of current materials; establish consistent messaging and sales methodologies.

· Implement field coaching and change-management programs, including ride-along observation tools, coaching guides, feedback standards, action plans, and training for new systems, processes, products, services, and commercial initiatives.

CRM Ownership, Technology & Reporting

· Serve as CRM business owner and primary administrator or functional lead; partner with IT and vendors on support and development. Govern data standards, required fields, account/contact and opportunity management, activity tracking, and reporting definitions.

· Optimize CRM workflows for prospecting, physician-office engagement, referral development, pipeline management, account prioritization, and performance visibility; translate business needs into enhancements, dashboards, automated workflows, integrations, and reporting solutions.

· Coordinate testing, updates, troubleshooting, new functionality, and user communications; evaluate sales technology and productivity tools. Ensure CRM and data practices meet privacy, security, compliance, and information-governance requirements.

· Develop standardized dashboards and KPI definitions; improve reporting automation, accuracy, accessibility, and usability. Partner with Finance, Analytics, Operations, and other stakeholders to reconcile sales reporting with business and financial results.

Sales Analytics, Performance & Field Effectiveness

· Track and analyze leading and lagging indicators by representative, manager, territory, and account segment, including field activity, account coverage and penetration, new account development, referral growth, pipeline progression, conversion, productivity, and revenue.

· Connect activity and pipeline development to outcomes, including referral volume and downstream revenue where available; provide insights for forecasting, pipeline reviews, business planning, performance projections, and evaluation of sales initiatives, training, incentives, and process changes.

· Build account-planning and intelligence tools covering physician practices, referral sources, decision-makers, patient populations, access barriers, and growth opportunities. Standardize field execution from pre-call planning and customer engagement through account development, follow-up, territory management, activity expectations, and documentation.

· Create manager ride-along observation tools, field coaching scorecards, and monthly performance assessments to reinforce consistent execution and accountability.

Qualifications & Experience

· Bachelor’s degree in Business, Marketing, Healthcare Administration, or related field preferred; equivalent experience considered. · 10 years substantial experience in sales operations, enablement, commercial effectiveness, sales training, or related work; healthcare services experience preferred.

· Experience supporting a field-based sales organization, ideally in healthcare, infusion services, specialty therapies, or complex B2B; demonstrated CRM leadership/administration, dashboard development, and translation of data into commercial insights.

· Proven ability to design and deliver training, onboarding, coaching, and enablement resources; strong analytical, project management, process improvement, and change-management skills.

· Able to balance strategy with hands-on execution in a lean, evolving organization; excellent communication, facilitation, and cross-functional collaboration; able to influence leaders and field teams, drive adoption, and reinforce accountability.

· Strong proficiency with CRM platforms, Microsoft Excel and PowerPoint, and sales reporting or analytics tools.

Key Measures of Success

· Improved sales productivity, revenue performance, field execution consistency, territory coverage, account penetration, and referral development.

· Strong CRM adoption, data integrity, actionable reporting, and visibility into sales activity, pipeline health, and performance trends.

· Faster new-hire ramp time, stronger sales competency, and more effective manager coaching and accountability.

· Scalable sales operations and enablement infrastructure that supports commercial growth.