Director of Sales And Business Development

Company Description

Blackburn’s Physicians Pharmacy, Inc. is a trusted provider of Home Medical Equipment, proudly serving regions in Pennsylvania, Ohio, New York, and West Virginia since 1936. The company is dedicated to enhancing the health and well-being of clients with clinical-based programs supported by a team of Pharmacists, Respiratory Therapists, Assistive Technology Professionals, Rehab Mobility Service Technicians, Nurses, and Customer Service Representatives. Blackburn's offers a wide range of products and services, including pharmacy services, medical supplies, durable medical equipment, advanced wound care, rehab mobility, respiratory equipment, and home accessibility products. Every team member is committed to delivering professional, efficient care and ensuring clients’ needs are met with the most suitable equipment and services for their optimum health. Blackburn's strives to provide a positive and productive experience aimed at improving health outcomes.

Role Description

The Sales & Development Director is a senior leadership role responsible for driving revenue growth, market expansion, and sales performance across all business channels, including Medical Supplies, Complex Rehab, Institutional Sales, Clinical Respiratory, Home Accessibility, and New Market Development.

This role leads and develops a multi-location team of Sales Representatives and Account Managers, ensuring consistent execution of sales strategy, pipeline growth, customer engagement, and long-term retention of referral sources and clinical partners. The Director partners closely with executive leadership and cross-functional teams to align sales initiatives with organizational objectives.

Key Responsibilities

Leadership & Sales Strategy

• Develop and execute annual sales and market development strategies aligned with company revenue and growth goals
• Lead, inspire, and manage a multi-location sales organization focused on performance, accountability, and customer impact
• Establish scalable sales frameworks, performance metrics, and expectations to support long-term expansion
• Provide regular sales performance reporting, forecasting, and growth outlooks to Executive Leadership
• Partner with HR and Training to support onboarding, leadership development, and continuous sales skill advancement
• Promote alignment and accountability across sales, marketing, and operational teams

Revenue Growth & Market Development

• Identify and pursue new market opportunities, referral relationships, and strategic business partnerships
• Strengthen relationships with hospitals, physicians, therapy groups, long-term care facilities, and payer organizations
• Monitor industry trends, competitive activity, and reimbursement changes to inform growth strategy
• Drive expansion initiatives across Rehab, MedSurg, Clinical Respiratory, Home Accessibility, and Institutional business lines
• Collaborate with Finance and Operations on pricing strategies, margins, and growth modeling

Sales Team Leadership & Development

• Set revenue targets, activity expectations, and performance benchmarks across sales teams
• Participate in joint sales calls and field engagement to support relationship development and coaching
• Ensure teams are equipped with tools, training, and resources needed for success
• Build talent pipelines and address performance improvement in partnership with HR

Business Partnerships & External Engagement

• Serve as a senior representative with key referral sources, clinical partners, and payer organizations
• Support customer experience initiatives and resolution of complex relationship matters
• Represent Blackburn’s at conferences, tradeshows, and community engagement events
• Collaborate with Marketing to enhance brand visibility and market presence

Cross-Functional Collaboration

• Partner with Operations, Distribution, Clinical Services, and Revenue Cycle teams to support growth initiatives
• Participate in product evaluations, vendor partnerships, and strategic initiatives
• Support ongoing CRM optimization and sales enablement improvements

Desired Competencies

• Strategic, growth-oriented leadership mindset
• Coaching-focused leadership style that builds long-term capability
• Strong understanding of healthcare regulations, compliance, and reimbursement
• Proficiency with CRM platforms, KPIs, forecasting, and data-driven decision making
• High emotional intelligence and relationship-driven leadership approach
• Ability to lead through change, ambiguity, and growth

Performance Indicators (KPIs)

• Revenue growth by product line and referral segment
• New referral acquisition and retention
• Sales quota attainment and activity reporting
• Training and competency completion
• Market expansion and new product or territory launches

Qualifications & Experience

Educational Background

• Bachelor’s degree in Business, Healthcare Administration, Marketing, or related field
• 5 years of progressive sales leadership experience; DME/HME experience strongly preferred
• Proven success driving revenue growth and territory expansion
• Experience managing remote or multi-site sales teams
• Strong knowledge of reimbursement models, payers, clinical referrals, and documentation requirements
• Excellent communication, negotiation, and executive-level presentation skills
• Proficiency with Microsoft Office, Outlook, and web-based business tools
• Self-directed, organized, and effective in fast-paced environments
• Authorized to work in the United States

Work Environment & Travel

• Hybrid role based at the corporate office with regular travel to branch locations and referral partners
• Travel expected approximately 40–50%, depending on territory and growth initiatives
• Combination of office, field, and external engagement
• Requires regular speaking, hearing, computer use, and driving

Why Join Blackburn’s?

• Executive-level impact within a growing, multi-service healthcare organization
• Collaborative leadership culture focused on patient outcomes and long-term partnerships
• Opportunity to shape strategy, build teams, and expand into new markets

Blackburn’s Physicians Pharmacy, Inc. is an Equal Opportunity Employer.