Director of Sales in Mokena, Illinois at AA Medical

About Mojo Medical

Mojo Medical is a provider of sustainable solutions to both the new and resale medical device equipment markets. AA Medical was founded in 2012 to help doctors and surgeons around the world access high quality pre-owned medical equipment at an affordable price. We are proud to consistently connect the world with life sustaining medical equipment and are constantly working towards even more growth.

Mojo Medical offers a variety of benefits to ensure that our employees feel supported and valued. Here’s a summary of what we offer:

-Unlimited PTO for exempt employees, so you can take the time you need to recharge and enjoy life outside of work.-3 Floating Holidays-9 observed holidays to spend time with loved ones and celebrate important occasions.-Medical coverage with HSA and PPO options, so you can choose the plan that works best for you.-FSA and HSA accounts, as well as dependent care FSA, to help you save on healthcare and dependent care expenses.-Discounts on pet insurance to keep your furry friends healthy.-Delta Dental and Delta Vision insurance offerings.-Short term and long term disability coverage through Principal, to provide financial protection in case of unexpected events.-EAP (employee assistance program) through Principal, to provide confidential support and resources for personal and work-related challenges.-Pet friendly office in Mokena, to make your furry friends feel welcome and at home.-4% 401(k) company match after 30 Days

About the role

The Director of Sales will lead AA Medical's Equipment sales organization and will own all revenue associated with AA Medical's revenue budget. This includes direct sales, account management, customer engagement, 1099 sales, Stryker buybacks, OEM buyback purchasing, e-commerce revenue, and any other revenue streams associated with AA Medical's revenue budget.

This leader is accountable for driving revenue growth, gross profit performance, customer acquisition, account expansion, e-commerce growth, customer retention, repeat purchase behavior, and team development.

The Director of Sales will implement and reinforce the company sales playbook, build a disciplined sales operating cadence, coach and develop sales team members, and consistently achieve or exceed monthly quota.

This is a Mokena, IL-based leadership role. The Director of Sales must be regularly present in the Mokena office, with an expectation of being in the office 4 days per week. The role also requires regular travel to Miami as needed to support leadership meetings, team coaching, customer engagement, sales execution, and business priorities.

Key Responsibilities

Sales Leadership and Total Revenue Ownership

Own all revenue associated with AA Medical's revenue budget, including direct sales, account management, customer engagement, e-commerce, 1099 sales, Stryker buybacks, OEM buyback purchasing, and any other AA Medical revenue streams. Lead the sales organization to achieve or exceed monthly and quarterly revenue, gross profit, and account growth targets. Maintain dotted-line leadership and performance responsibility for 1099 sales activity and OEM buyback purchasing. Manage, coach, and develop sales team members across account management, key account management, business development, customer success, inbound lead conversion, customer engagement, and related revenue functions. Set sales goals, KPIs, performance expectations, and operating rhythms for the team. Monitor sales activity, pipeline performance, conversion rates, quota attainment, customer retention, repeat purchase behavior, and revenue forecast accuracy. Provide regular reporting to senior management on sales performance, risks, opportunities, and corrective actions. Identify performance gaps and implement corrective actions to ensure sales goals are achieved.

Sales Playbook Implementation

Implement, operationalize, and reinforce the company sales playbook across the sales organization. Ensure consistent adoption of defined sales processes, CRM usage, outreach standards, account planning, customer follow-up expectations, and deal management practices. Create accountability for sales behaviors that drive predictable monthly quota attainment. Use data, coaching, and performance reviews to improve execution discipline across the team.

Team Coaching and Development

Provide regular coaching, mentoring, and performance feedback to sales team members. Conduct structured training sessions to improve sales skills, product knowledge, customer engagement, pipeline management, and closing effectiveness. Create and maintain Individual Development Plans for select direct reports. Build internal succession readiness and retain top performers. Participate in and actively apply regular executive coaching to improve leadership effectiveness, sales management discipline, and organizational impact.

Account Growth and Customer Engagement

Develop and strengthen relationships with top customers to increase sales activity, retention, repeat business, and account expansion. Lead strategies to activate new customers, reactivate inactive customers, and grow active customer count. Ensure customers receive a seamless purchasing and post-purchase experience. Address escalated customer inquiries, resolve issues, and use feedback to improve the sales process. Support the graduation of accounts from customer success or business development into account management and key account management motions as appropriate.

Business Development, 1099 Sales, and Buyback Revenue

Lead business development efforts focused on outreach, customer reactivation, new account conversion, and sales pipeline growth. Provide dotted-line leadership, cadence, accountability, and performance oversight for 1099 sales resources. Own the commercial execution and results associated with Stryker buybacks, OEM buyback purchasing, and related revenue opportunities. Develop strategies to convert inbound leads, inactive customers, and new prospects into active purchasing customers. Ensure disciplined follow-up and post-purchase engagement to drive repeat purchasing behavior.

E-Commerce and Digital Sales Growth

Partner with marketing, IT, product, and e-commerce teams to grow sales through digital channels. Support e-commerce initiatives, online sales platforms, website purchasing growth, and customer adoption of digital purchasing tools. Use data analytics to track e-commerce performance and refine sales strategies. Support marketing outreach, positioning, customer adoption, and execution related to customer loyalty programs and repeat purchase initiatives.

Cross-Functional Collaboration

Collaborate with marketing, product, IT, operations, finance, and executive leadership to align sales strategies with business goals. Analyze market trends, customer needs, competitive dynamics, and product opportunities to identify growth areas. Partner with leadership to ensure sales priorities are aligned with profitability, customer experience, and long-term business strategy.

Required Qualifications

Proven experience leading sales, account management, customer engagement, business development, or commercial teams. Demonstrated ability to achieve or exceed sales quotas and lead teams to consistent performance. Experience implementing sales processes, sales playbooks, CRM discipline, pipeline management, and sales operating cadences. Strong coaching, leadership, performance management, and team development skills. Ability to analyze sales data, customer trends, market dynamics, and performance metrics. Experience working cross-functionally with marketing, product, IT, finance, and executive leadership. Knowledge of e-commerce sales channels, customer relationship management, and digital sales growth strategies. Strong communication, accountability, and executive presence. Must be based in or able to work regularly from Mokena, IL. Must be in the Mokena office at least 4 days per week. Must be willing and able to travel regularly to Miami as required. Must be willing to participate in regular executive coaching.

Performance Expectations

The Director of Sales is expected to hit or exceed quota monthly. Success in this role will be measured by revenue and gross profit attainment, new and reactivated account growth, active account retention, repeat business, e-commerce growth, sales playbook adoption, CRM discipline, leadership development, and total team performance.

Compensation

Base Salary: $130,000 - $150,000 per year.

Incentive Compensation: $20,000 per quarter / $80,000 per year at 100% target, paid quarterly.

Benefits

Medical, dental, and vision insurance 401(k) with company match Paid time off and holidays The pay range for this role is:130,000 - 150,000 USD per year(Mokena)