Locums Sales Leader

Position Summary

A specialized search and staffing firm is seeking a Locums Sales Leader to build and scale a high‑performing locums business. This leader will own new business development, account growth, and revenue delivery across healthcare organizations, while partnering closely with recruiting delivery to ensure strong fill rates, compliance, and client satisfaction.

• Own and deliver locums sales revenue targets (monthly/quarterly/annual).
• Build and manage a locums sales pipeline (prospecting, discovery, proposal, and close).
• Identify and develop new client relationships (hospitals, health systems, medical groups, FQHCs, telehealth organizations, etc., as applicable).
• Expand existing accounts through increased coverage (more specialties, facilities, and shifts).

• Lead discovery calls to understand coverage gaps, service line needs, credentialing timelines, and budget parameters.
• Negotiate and close agreements, including pricing, markups, and service‑level expectations (e.g., time‑to‑present, submittal quality, fill rate targets).
• Partner with recruiting/delivery to launch searches quickly and provide proactive market feedback to clients.
• Maintain strong cadence with stakeholders (weekly status, pipeline reviews, escalation management).

• Develop the go‑to‑market plan for locums: target segments, specialty priorities, pricing strategy, and competitive positioning.
• Implement (or refine) sales process, CRM hygiene, and forecasting rhythms.
• Collaborate with leadership on operational guardrails: compliance, credentialing coordination, client onboarding, and performance metrics.
• Lead sales team members.

• Consistent pipeline creation with predictable forecasting.
• Multiple net‑new client wins and/or meaningful expansion within current accounts.
• Strong partnership with recruiting resulting in improving time‑to‑present, interview‑to‑fill conversion, and fill rates
  .
• Established repeatable sales playbook (ICP, outreach scripts, proposal templates, pricing guidelines).

• Proven success in locums staffing sales (or healthcare staffing sales with significant locums exposure).
• Demonstrated track record of new business development and consultative selling.
• Strong command of locums fundamentals: client buying process, urgency drivers, compliance/credentialing realities, and pricing/markup dynamics.
• Comfortable operating in a build environment (creating process, structure, and early wins).
• Excellent executive presence; able to sell to clinical leadership, administrators, and procurement stakeholders.

Job Number 8020