Sales Director - ECS (Emergency Care Solutions)

Job Description

We’re seeking a hands-on, results-oriented Sales Director to lead our Emergency Care (ECS) sales team. This is a player-coach role—you’ll guide a seasoned team while actively contributing to revenue by engaging customers, supporting deals, and helping the team hit its monthly number.

You’ll lead a team of experienced Account Executives in a well-established, high-impact business that delivers life-saving training, certification programs, and equipment across the U.S. Success in this role requires someone who can quickly understand the nuances of the industry, build credibility with customers, and drive performance from day one.

About the Business:

Our Emergency Care Solutions (ECS) business delivers:

• Certification and training programs through a network of 50,000+ authorized instructors
• Training materials and curriculum to ~17,000 customers
• Life-saving equipment and products, including AEDs, training devices, and safety kits

We are proud to be one of the largest certification training providers in the U.S.,

Key responsibilities include:

• Lead, coach, and develop a sales team of 5 Account Executives and 1 Sales Administrator to achieve monthly revenue targets
• Act as a player-coach by stepping into deals and customer conversations to drive results
• Provide ongoing coaching, mentorship, and performance management to the sales team
• Partner with customers and prospects to advance opportunities and close strategic or complex deals
• Identify growth opportunities, partnerships, and market expansion strategies
• Own pipeline health, forecasting accuracy, and KPI performance
• Improve sales processes, territory alignment, and execution
• Represent HSI at industry events, trade shows, and conferences
• Build relationships with customers, instructors, and partners
• Collaborate cross-functionally with Marketing, Product, Operations, and Customer Success teams
• Bring customer and market insights back to inform strategy and product direction

Requirements

• 7+ years of B2B sales experience, ideally within training, certification, healthcare, safety, or related industries

• 3+ years of sales leadership experience managing distributed teams
• Experience leading a sales team of 5 or more individual contributors
• Proven track record of achieving or exceeding revenue targets in B2B sales roles
• Hands-on experience using CRM platforms such as Salesforce
• Experience owning sales pipeline management, forecasting, and KPI tracking
• Experience acting as a player-coach by directly engaging in customer and prospect conversations to advance and close deals
• Experience collaborating cross-functionally with Marketing, Product, Operations, or Customer Success to support revenue goals

Preferred Qualifications:

• B2B sales experience in training, certification, healthcare, safety, or related industry
• Familiarity with transactional and solution-based sales approaches
• Experience working with instructor networks, channel partners, or distributed customer bases
• Ability to travel approximately 25–30% for trade shows and customer engagement

Benefits

• Healthcare, dental, vision options and much more
• Support & Growth: Enjoy Parental Leave, Tuition Reimbursement, Volunteer Time, and more for your personal and professional development.
• Learning & Development: Unlimited resources via HSI's Learning Management System and career training.
• Remote Work: Flexibility to work from home. 
• Flexible Vacations: Take needed breaks with our generous time-off policy.
• Retirement Security: Benefit from our company match for retirement savings.