Director of Sales

About the role

The Director of Sales will leadAA Medical's Equipmentsales organization and willownall revenue associated with AA Medical's revenue budget. This includes direct sales, account management, customer engagement, 1099 sales, Stryker buybacks, OEM buybackpurchasing, 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 office4 days per week. The role also requires regular travel to Miami as needed to support leadership meetings, team coaching, customer engagement, sales execution, and businesspriorities.

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 buybackpurchasing, 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 buybackpurchasing.

• 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.

• Identifyperformance 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 andmaintainIndividual Development Plansforselect direct reports.

• Build internal succession readiness andretaintop 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 asappropriate.

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 buybackpurchasing, 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 repeatpurchasingbehavior.

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, websitepurchasinggrowth, 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.