Sales Director - IME, Texas Markets

Dane Street, LLC · Remote · US

Base: Not disclosed
OTE: Not disclosed
Posted: 5mo ago

Still open · checked 2h agoon Dane Street, LLC's careers page

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The job

What you'd do: Find and win new business in Texas by selling workers' compensation medical exams to law firms, insurance companies and claims administrators. You'll find most of your own leads.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
Time on market: Open 174 days. Ask why it's been hard to fill.
Company hiring: 5 sales roles open, hiring at a steady pace.

Red lights

None spotted.

Yellow lights

Open 90+ days. This role has been posted for three months or more. Ask why it's been hard to fill, and whether anyone left it.

Green lights

None spotted.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
This role has been open a while. What's made it hard to fill?
The answer tells you what candidates saw that made them walk.
2.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
3.
What are the base and the OTE for this role?
No point investing hours before you know the number.
4.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
5.
What share of last year's closed deals did reps source themselves?
Shows how much pipeline you'll have to build on your own.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

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Full posting

JOB SUMMARY Dane Street is a leader in providing Independent Medical Evaluations (IMEs) within the Workers' Compensation sector. We are committed to delivering accurate, unbiased medical assessments that support fair and timely resolution of claims. Our team is composed of experienced professionals dedicated to upholding the highest standards of service and integrity. We are seeking a dynamic and results-driven Sales Hunter to join our team, specifically in our Texas market. The ideal candidate will have extensive experience and established relationships within the Workers' Compensation and IME industries, with a specific focus on fostering and driving business from law firms. This role is crucial for driving new business growth and expanding our market presence. Dane Street’s success relies on individual and team contributions every day. We care for our customers, each other, and Dane Street. It is the responsibility for all of us to maintain a positive working environment that promotes client satisfaction and results. MAJOR DUTIES & RESPONSIBILITIES - Proactively identify and pursue new business opportunities within the Workers' Compensation IME space. - Develop and maintain strong relationships with key stakeholders, including insurance companies, attorneys, third-party administrators, and medical professionals. - Conduct market research to identify potential clients and understand their needs. - Create and deliver compelling sales presentations and proposals tailored to client requirements. - Negotiate and close sales agreements to achieve or exceed sales targets. - Collaborate with internal teams to ensure seamless onboarding and excellent client service. - Maintain up-to-date knowledge of industry trends, competitor activities, and regulatory changes. - Attend industry conferences, networking events, and trade shows to represent Dane Street and build a strong professional network. - Other duties & special projects, as assigned and based on business needs. Requirements EDUCATION/CREDENTIALS: An Associate’s Degree or Bachelor’s Degree is preferred. JOB RELEVANT EXPERIENCE: Business experience in a healthcare and/or insurance setting is preferred. JOB RELATED SKILLS/COMPETENCIES: - Proven track record of success in sales, particularly in the Workers' Compensation and IME industries. - Extensive industry experience with a deep understanding of Workers' Compensation processes and IME services. - Experience with Counter Affidvait market is preferred. - Established relationships with stakeholders in the workers compensation space, auto industry, and law firms. - Knowledge of Texas Legal Landscape is a plus. - Excellent communication, negotiation, and presentation skills. - Self-motivated, results-oriented, and able to work independently. - Strong analytical and problem-solving abilities. - Bachelor's degree in business, marketing, or a related field is preferred. WORKING CONDITIONS/PHYSICAL DEMANDS: Any lifting, bending, traveling, etc. required to do the job duties listed above. Long periods of sitting and computer work. The candidate must be located near a major airport and be able to travel frequently, including overnight trips, to meet with clients and attend industry events. WORK FROM HOME TECHNICAL REQUIREMENTS: Supply and support their own internet services. Maintaining an uninterrupted internet connection is a requirement of all work from home position. This job description is subject to change at any time. Benefits Join our team at Dane Street and enjoy a comprehensive benefits package designed to support your well-being and peace of mind. We offer a range of benefits including medical, dental, and vision coverage for you and your family. Additionally, we offer voluntary life insurance options for you, your spouse, and your children. We also offer other voluntary benefits which include hospital indemnity, critical illness, accident indemnity, and pet insurance plans. Employees receive basic life insurance, short-term disability, and long-term disability coverage at no cost. Our generous paid time off policy ensures you have time to relax and recharge, while our 401k plan with a company match helps you plan for your future. Apple equipment and a media stipend are provided for remote workspace. ABOUT DANE STREET: A fast-paced, Inc. 500 Company with a high-performance culture, is seeking insightful forward-thinking professionals. We process over 200,000 insurance claims annually for leading national and regional Workers’ Compensation, Disability, Auto, and Group Health Carriers, Third-Party Administrators, Managed Care Organizations, Employers, and Pharmacy Benefit Managers. We provide customized Independent Medical Exams and Peer Review programs that assist our clients in reaching the appropriate medical determination as part of the claims management process.

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