Regional Sales Manager - West
Regard
Sales & Business Development
Los Angeles, CA, USA
Posted on Feb 4, 2025
As a Regional Sales Manager at Regard, you will lead the strategy and execution of sales into large acute health systems across the Western US. This role requires a consultative mindset, a tactical sales approach, and a passion for workflow efficiency and ROI.
You will analyze your prospects' challenges, goals, and competitive landscape, developing tailored business cases that demonstrate how Regard's technology can address their most pressing needs.
Each sale is treated as a unique project, where you conduct deep discovery, multithread, and build consensus across clinical and financial buying groups, ultimately crafting a personalized story that shows how Regard’s technology will deliver measurable value and drive impactful results. This role requires travel 30% of the time.
About Regard
Our mission is to bring world-class healthcare to everyone. Regard is the world’s first comprehensive, automated diagnosis tool. Regard streamlines clinical and revenue cycle efforts to dramatically improve hospital finances, patient safety, and physician happiness. We are excited by challenges, mission-oriented work, and meaningful relationships. We work closely with some of the top health systems in the country and are leading the change that healthcare - one of the largest and most inefficient industries in the world - needs. We want you to join us.
Responsibilities:
- Full Sales Cycle Ownership: Own the entire sales cycle from prospecting, introductions, product demos, business case development, proposals, to contracting (with legal support)
- Regional Territory Management: Oversee and manage sales activities within the Western US territory, ensuring the achievement of sales targets and strong provider relationships
- Revenue Generation: Acquire, develop, and grow a base of opportunities/accounts independently
- Consultative Selling: Gain a deep understanding of prospect challenges, organizational structure, and long term vision, positioning Regard as a trusted strategic partner for addressing their key issues
- Buyer Journey Advancement: Advancing deals by preparing for meetings with intention, engaging purposefully at every stage, and project managing the entire buyer journey
- Business Case Mastery: Conducts deep discovery and creates compelling business cases
- Consensus Building: Builds consensus across multiple stakeholders, including financial and clinical leadership, to align on solutions and drive deal progression
- Sales Enablement: Collaborates with Marketing, Product, and Sales leadership to refine sales processes and collateral as the product evolves and the company scales
- Executive Selling: Confidently leads strategic and critical conversations with decision makers who will carefully examine the investment, knowing how to navigate these discussions effectively
Qualifications:
- 5+ years of experience in selling to major health systems ($800M+ in net patient revenue) with a demonstrated ability to manage the full sales cycle and engage C-suite executives (CFO, CMIO, COO, CIO), as well as VP of Revenue Cycle and Director-level decision makers
- Experience selling novel healthcare technology
- Robust knowledge and background in revenue cycle and or CDI and experience selling products that improve clinical efficiency and patient safety
- Ability to build tailored business cases and multithread, building consensus across multiple executive stakeholders (including financial and clinical leadership)
Preferred Qualifications
- Experience in middle revenue cycle or with AI-driven clinical co-pilot technologies in healthcare
- Strong background in selling software solutions in areas such as documentation, patient safety, CDI, revenue cycle, and/or clinical workflows
- Proven success in a high growth startup environment (early stage strongly preferred)
- Existing relationships with C-suite executives within health systems
Location | Work Authorization
- For this role, Regard is currently only considering candidates who are authorized to work in the US without visa sponsorship, and are within major metropolitan areas on the West Coast
- For those who enjoy working from our Los Angeles office, we offer catered lunches and other fun perks
Comp | Perks | Benefits
- Generous commission plan
- Eligible for equity
- 99% employer paid health benefits (Medical, Dental, and Vision) + One Medical subscription
- 18 PTO days/yr + 1 week holiday break
- Annual $750 learning & development stipend
- Company-sponsored team retreat + social events
- A sabbatical program
Our goal at Regard is to provide and maintain a work environment that fosters mutual respect, professionalism and cooperation. Regard is proud to be an equal opportunity employer that does not discriminate on the basis of actual or perceived race, creed, color, religion, national origin, ancestry, alienage or citizenship status, age, disability or handicap, sex, gender identity, marital status, familial status, veteran status, sexual orientation or any other characteristic protected by applicable federal, state or local laws. We celebrate diversity and are proud of our supportive, inclusive workplace.
To be considered for the Regional Sales Manager position you must be able to show proof that you can satisfy vendor credentialing at hospitals and health systems you will be assigned to within your region. This describes the ongoing process hospitals and healthcare facilities use to verify that third-party suppliers and their sales representatives meet all the training, certification, and immunization requirements needed to be near patients or work onsite. A hospital’s supply chain department typically takes point on vendor credentialing, but anyone who oversees facility access or maintains vendor relationships can play a role in the credentialing process. Only after meeting all credentialing requirements are vendors and their products or services allowed access to the facility. Each location of care will have unique vendor credentialing requirements.
