Regional Sales Executive (Must be located in CA)

Position Summary: 

The Regional Sales Executive drives revenue growth and market expansion within California, Oregon and Washington by owning the full sales lifecycle—from prospecting through deal execution and account development. This role is responsible for building strong relationships with carriers, attorneys, and partners while consistently achieving sales targets. 

Operating at the intersection of revenue, client experience, and market intelligence, this position requires strong judgment, autonomy, and cross-functional collaboration to ensure pipeline growth, successful account penetration, and long-term client value.

Essential Duties and Responsibilities:  

Regional Sales Strategy & Execution

• Develop and execute a strategic sales plan to achieve or exceed revenue targets within the assigned region.
• Own territory performance by identifying high-value opportunities, prioritizing accounts, and driving consistent pipeline growth.
• Align sales efforts with broader company objectives and market expansion goals.

Business Development & Pipeline Growth

• Identify and pursue new business opportunities through proactive prospecting, networking, and lead generation activities.
• Build and maintain a robust pipeline of qualified prospects across carriers, attorneys, and related stakeholders.
• Implement regional strategies to penetrate new markets and expand existing national accounts at the local level.

Client Relationship Management

• Establish and maintain strong, trust-based relationships with clients, partners, and key decision-makers.
• Serve as a primary point of contact throughout the sales process, ensuring a high-quality and responsive experience.
• Drive account growth through ongoing engagement, relationship development, and identification of expansion opportunities.

 Sales Presentations & Value Communication

• Conduct product demonstrations and presentations that clearly articulate MDpanel’s value proposition and differentiators.
• Tailor messaging to client needs, effectively positioning solutions to address pain points and business objectives.
• Lead negotiations and closing activities with a focus on achieving mutually beneficial outcomes.

Market Intelligence & Performance Management

• Monitor market trends, competitor activity, and customer feedback to inform sales strategy and identify growth opportunities.
• Maintain accurate and up-to-date pipeline, activity tracking, and forecasting within CRM systems.
  Provide regular reporting and insights to leadership on regional performance and market conditions.

Qualifications and Preferred Skills: 

• Bachelor’s degree in Business, Marketing, or a related field, or equivalent professional experience
• 3–7+ years of experience in B2B sales, preferably in a regional or territory-based role
• Demonstrated success meeting or exceeding sales targets in a quota-driven environment
• Strong negotiation, closing, and consultative selling skills
• Experience managing a full sales cycle, from prospecting through deal execution
• Ability to operate independently in a remote or field-based environment
• Proven ability to build and maintain relationships with multiple stakeholders
• Strong organizational, time management, and pipeline management skills
• Excellent written and verbal communication skills
• Proficiency with CRM platforms and sales tracking tools

Nice to have:

• Established relationships with carriers, TPAs, attorneys, or employer groups within the workers' comp ecosystem 
• Prior sales experience within the IME, QME, or medical opinion industry, spanning workers' compensation, auto liability, general liability, and related lines of insurance, is strongly preferred. 

• Experience supporting or expanding national accounts at a regional level 

• Exposure to marketplace or platform-based service models 

• Experience leveraging data and analytics to inform sales strategy 

Work Setting:

This is a remote position; however, candidates must reside in California. Travel throughout the assigned territory (California, Oregon, and Washington) is required

Additional Information:

The salary range for this position is provided as an estimate based on current market conditions and company benchmarks. Actual compensation may vary depending on factors such as experience, qualifications, skills, location, and internal equity.  Please note that we are unable to provide sponsorship assistance currently.  All applicants must have a valid work authorization for the country in which they are applying.

Please note that this compensation range is subject to change at any time and may not be applicable to all candidates. We are committed to ensuring fair and equitable pay practices and encourage applicants to discuss any questions or concerns regarding compensation during the interview process.

MDpanel is an Equal Opportunity Employer. We are committed to creating a diverse and inclusive workplace where all associates feel valued, respected, and supported. We do not discriminate based on race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), national origin, age, disability, genetic information, veteran status, or any other legally protected characteristic.

We are dedicated to fostering a culture of inclusion and belonging and encourage applicants of all backgrounds to apply. If you require accommodations during the application or interview process, please contact hr@mdpanel.com

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