Regional Director - Pathology - (Miami, Tampa, Orlando, Atlanta)

Position Summary

The Regional Director, Pathology Sales is responsible for driving revenue growth and market expansion across a defined geography by developing and executing a focused hospital and pathology commercial strategy. This leader oversees a team of Territory Business Managers and is accountable for delivering results across hospital systems, pathology groups, and laboratory networks.

Core Responsibilities

• Develop and execute regional pathology sales strategy aligned to company growth priorities

• Identify and drive growth within pathology accounts, hospital labs, academic centers, reference labs and community pathology groups

• Lead engagement across multi-layered health system stakeholders including pathology leadership, lab operations, C-suite, and service line leaders to drive enterprise adoption

• Partner with the Regional Director, Oncology Sales to develop and execute joint account strategies across shared customers and health systems

• Coordinate cross-portfolio selling efforts, ensuring pathology and oncology teams deliver a unified, value-based message to customers

• Drive total account growth across pathology and oncology portfolios within shared health systems and strategic customers

• Establish and maintain regular joint engagement with Oncology RD including account reviews, pipeline alignment, and quarterly business reviews

• Achieve the region’s revenue and profitability quotas and establish an environment and foundation for future sales growth while selling and teaching others how to sell value and solutions to customers

• Lead, coach, and hold accountable Territory Business Managers in executing hospital pathology focused sales plans while always upholding company values

• Build and maintain superior relationships with pathologists, lab directors, and key clinical decision-makers, building long-term relationships by meeting and exceeding customer expectations for future sales

• Drive consistent use of CRM, pipeline management, and forecast accuracy specific to pathology business

• Collaborate with medical, operations, and marketing teams to ensure alignment of pathology messaging and delivery

• Define and prioritize high-value, winnable accounts based on market dynamics, existing relationships, and system alignment

• Provide quality leadership for internal and external customers in all assigned tasks while always upholding company values

• Direct selling activities within the region, including resource deployment, business tool utilization, and customer interactions

• Forecast sales activity and revenue achievement

• Evaluate market trends and gather competitive information, identify trends affecting current and future growth of regional sales and profitability, and disseminate information to regional sales representatives, corporate marketing, and sales operations

• Evaluate market shifts, competitive threats, and growth opportunities within hospitals and pathology accounts

• Keep the company informed of market dynamics and competitive activity

• Negotiate contracts with external customers

• Manage and implement company policies and monitor compliance with such policies

• Drive personnel management activities for the region, including selecting and hiring personnel, conducting selection interviews, motivating and training staff

• Conduct performance reviews, document deficiencies, develop plans for improvement, and counsel employees

• Understand internal information technology systems and how they interface with clients

• Participate in sales meetings, seminars, industry conferences, and tradeshows and manage event coordination

• Adhere to all company policies and procedures protecting the privacy of patients and the confidentiality of their information in compliance with HIPAA and other applicable laws and ensure the privacy and confidentiality of all communications

Education and Experience

• Bachelor’s Degree or equivalent work experience required
• MBA preferred
• 5 or more years of sales management experience in pathology, laboratory diagnostics, or related clinical services
• Proven leadership skills
• Exhibit strong interpersonal and influencing skills at all levels of the organization
• Supervision or management of staff, preferably a sales team
• Demonstrated record of achievement in a sales position
• Apply strong closing skills and leverage prior attendance at formal sales training courses as a plus
• Exhibit oral, written, telephone, and presentation skills
• Maintain solid knowledge of clinical and/or laboratory market environment
• Learn and retain product-specific information and utilize it to position features and benefits to customers
• Work under deadline pressure and extra hours if needed on assignments
• Proficient in MS Office programs
• Display strong organizational skills and attention to detail
• Work independently and in a team environment
• Hold a valid driver’s license for state of residence
• Ability to sit and/or stand for long periods of time
• Ability to lift up to 15 pounds
• Travel: 75%