Director of Sales & Business Development at Barnes Drug Stores of Valdosta Inc – Atlanta, Georgia

Director of Sales & Business Development Position summary

Senior sales leader responsible for leading and scaling revenue growth across Home Medical Equipment (HME), Infusion Therapy, and any other growth objective. This role requires a strategic, enterprise-minded sales leader capable of building structure, developing high-level referral partnerships, mentoring senior account executives, and driving sustained market expansion.

This individual will operate as a key business leader, translating organizational vision into executable market strategy while building a disciplined, performance-driven sales culture.

Director of Sales & Business Development Essential Functions

• Develop and own the multi-year sales strategy aligned with corporate growth objectives across all business lines.
• Lead market expansion initiatives, including territory design, channel development, referral pathway optimization, and strategic account penetration.
• Drive top-line revenue growth, margin improvement, and market share expansion using data analytics, payer insights, and competitive positioning.
• Build, mentor, and elevate a high-performing sales organization, including recruiting senior-level talent and developing succession depth within the team.
• Establish performance standards, KPIs, forecasting discipline, and pipeline management processes appropriate for a scaled healthcare sales organization.
• Serve as executive relationship lead for key health system partners, specialty clinics, physician groups, payers, and strategic referral sources.
• Identify critical leverage points within referral networks, payer channels, and care delivery pathways across each business line, implementing strategies that unlock sustainable growth and market advantage.
• Collaborate cross-functionally with operations, clinical leadership, revenue cycle, and executive leadership to ensure sales commitments align with operational excellence and service delivery capabilities.
• Present regular executive-level reports on revenue performance, territory effectiveness, payer trends, and strategic growth initiatives.
• Lead contract strategy discussions and support negotiation efforts with health systems and strategic accounts.
• Foster a culture of accountability, coaching, and measurable performance within the sales team.

Director of Sales & Business Development Minimum qualifications and skills

• Bachelor’s degree required; MBA or advanced business training preferred.
• Minimum of 8–10 years of progressive sales leadership experience, including direct oversight of multi-person sales teams.
• Demonstrated success leading sales growth in healthcare sectors such as HME, Infusion, Respiratory, Specialty Pharmacy, or related post-acute services.
• Proven ability to engage C-suite stakeholders, physician leaders, and health system administrators.
• Strong strategic planning capability with experience building sales infrastructure, compensation models, and scalable processes.
• Experience managing revenue targets in complex reimbursement environments (Medicare, Managed Care, Commercial payers).
• Executive presence with strong communication, negotiation, and influencing skills.
• Data-driven mindset with fluency in CRM systems, forecasting models, and performance dashboards.
• Ability to lead through change, build culture, and elevate team capability.
• In addition to the responsibilities outlined above, this position may involve other tasks and duties as assigned to support organizational objectives.

Director of Sales & Business Development Working conditions

• Prolonged periods outside of the office meeting with prospects and clients.
• Responding to inquiries and calls during and outside of normal business hours.
• Must be able to lift up to 15 pounds at times

We Believe

1. We believe the healthcare system is broken.
2. We believe personalized care is healthcare.
3. We believe in putting people over profits.
4. We believe our calling is to serve a higher purpose.
5. We believe every role is fulfilling this higher purpose.
6. We believe in leading with love and compassion.
7. We believe success flows from a heart of service.
8. We believe in serving with joy and purpose.
9. We believe in the healing power of authentic relationships.
10. We believe every team member is family.
11. We believe family fuels growth.
12. We believe in building each other up.
13. We believe unity is our strength.
14. We believe in lifting burdens together.
15. We believe in giving generously and selflessly.
16. We believe in enabling our team to become the best versions of themselves.
17. We believe everyone has a purpose, and when we find it, our purpose will have us.
18. We believe challenges refine us, like gold purified by fire.
19. We believe wisdom brings life.
20. We believe in seeking the good in everything and amplifying it.
21. We believe in using our time to bear lasting fruit.
22. We believe in being a light in the world.
23. We believe in being at the forefront of change and growth.
24. We believe in solving big problems.
25. We believe in transforming lives through community involvement.
26. We believe in the power of prayer.