Regional Sales & Client Services Manager - Indiana

Public Posting Title: Regional Sales & Client Services Manager Internal Title: Director of Client Services Position Overview The Director of Client Services is a regional position responsible for driving sustainable growth for the nurse case management offering and other company products across an assigned region. This position is a strategic, hands-on role that requires extensive understanding of healthcare service delivery, payor/provider dynamics, and consultative sales practices. The Director of Client Services will oversee a growing portfolio of regional accounts and manage clients, prospects, vendors and other key constituents for growth, service and quality outcomes. Key Responsibilities Strategic Territory Management • Develop and execute a sales strategy specific to the assigned territory that aligns with organizational growth goals and market dynamics. • Prioritize outreach and team focus. • Identify underserved markets or emerging opportunities in the assigned region Sales Execution & Revenue Growth • Drive full-cycle sales efforts from lead generation and qualification through proposals, contracting, and closing. • Manage a dynamic pipeline of opportunities across payors, employers, third-party administrators, and other viable options for the company’s product offerings. • Collaborate with Marketing and Clinical teams to develop compelling, clinically grounded messaging tailored to decision-makers. • Coordinate cross-functional solutioning to address complex prospect requirements, including pricing structures, program outcomes, and regulatory needs. • Consistent progress toward growth benchmarks. Collaboration & Feedback • Build and sustain high trust relationships with key stakeholders, insurance executives, case management directors, and benefit consultants. • Serve as a strategic partner to clients, offering insight on care coordination trends, workforce shortages, and clinical ROI from nurse case management. • Attend and present at regional healthcare events, roundtables, and thought leadership forums to promote the company’s brand and services. • Support client onboarding and ensure alignment between sales promises and delivery outcomes through coordination with Account Management and Clinical Teams. • Provide regular feedback from the field to Product, Marketing, and Executive teams to help shape service offerings and go-to-market messaging. • Stay ahead of regional trends in managed care, value-based care, and case management models—including regulatory, clinical, and technological changes. Sales & Product Knowledge • Extensive understanding of the company's product offerings, workflows, solutions, differentiators, and clinical impacts. • Stay current on industry trends, prospect pain points, and relevant value-based care language. Performance Expectations • Consistently meet or exceed quarterly and annual growth goals. • Demonstrate consistent performance improvement and year over year growth. • Maintain a high standard in the CRM ensuring data is accurate and organized, including activity metrics and conversion rates. • Maintain high standards by delivering excellent service through diligent follow up. Required Skills and Qualifications • Excellent verbal and written communication, negotiation and presentation skills. • Proficient with CRM platforms, Microsoft Office, Excel and PowerPoint. • Strong organizational skills and attention to detail. • Strategic thinking and analytical skills. • Self-motivated, and able to work independently. Preferred Experience and Credentials • Bachelor’s degree preferred, or equivalent work experience. • 5+ years of workers’ compensation and nurse case management sales experience is a plus. • Prior experience using CRM and sales engagement platforms (e.g., Pipedrive, Salesforce, HubSpot, Outreach). Work Environment & Location • Remote with travel as required for successful sales, team meetings or industry events. • Reports to: Senior Director of Regional Sales & Account Management. Compensation & Benefits • Competitive base salary + performance-based bonus • Comprehensive benefits package (healthcare, 401k, PTO, etc.)