Northern California Business Development Director

About the role

You will spearhead the strategic expansion of Daniels Health's presence within the acute care segment of the Northern California market, taking full ownership of a defined customer portfolio with direct influence on revenue growth and market penetration. You will act as the primary strategic advisor to healthcare organizations, guiding them through tailored solutions that enhance safety, compliance, and operational excellence while advancing the company's mission of transforming healthcare safety. This position grants you the autonomy to build and nurture high-trust relationships with executive stakeholders, clinical leaders, and operational decision-makers, ensuring that every interaction reinforces both value and vision. You will leverage deep industry insight and market intelligence to identify, qualify, and convert new business opportunities, aligning your daily activities with the broader commercial objectives of the organization. Success in this role will be measured by your ability to grow account revenue, strengthen brand loyalty, and establish Daniels Health as the trusted partner of choice for infection prevention and waste management. You will collaborate cross-functionally with internal teams to ensure seamless execution, from initial engagement through implementation, support, and ongoing relationship management, always reflecting the highest standards of professionalism. This is a leadership position that demands resilience, strategic thinking, and a genuine passion for partnering with mission-driven healthcare organizations to protect the people who protect others. If you thrive in complex, dynamic environments and are motivated by work that directly contributes to safer care environments, this role offers the opportunity to make a tangible impact while building a rewarding career.

Key facts

What you'll do

Identify and penetrate new and existing acute care customers across Northern California, aligning your outreach with strategic accounts that present the highest potential for sustainable growth.

Own and exceed assigned revenue targets and key performance indicators, driving consistent pipeline development and conversion through disciplined forecasting and opportunity management.

Champion Daniels Health's value proposition by articulating how integrated waste and recycling solutions reduce risk, improve compliance, and enhance operational efficiency for healthcare providers.

Conduct comprehensive needs assessments and discovery sessions with clinical and operational leaders to uncover pain points and align tailored solutions that address critical safety and environmental goals.

Develop and execute strategic account plans that outline clear objectives, key initiatives, and measurable outcomes, ensuring alignment with customer priorities and company benchmarks.

Collaborate with internal stakeholders to resolve customer challenges, support escalations, and implement service enhancements that strengthen retention and advocacy across your portfolio.

Position the company as a thought leader by contributing to industry discussions, leveraging data and insights to influence customer decisions and differentiate against competing solutions.

Maintain deep market awareness by tracking competitor activity, regulatory changes, and emerging trends, then translating these insights into actionable strategies for your accounts.

Act as the primary point of contact for assigned accounts, ensuring responsiveness, transparency, and consistent communication that reinforces trust and long-term partnership.

Utilize CRM tools to maintain accurate records of customer interactions, forecast updates, and pipeline activity, enabling data-driven decision-making and continuous performance improvement.

Support the launch of new products, services, or initiatives within your portfolio, driving adoption through education, advocacy, and hands-on collaboration with clinical and operational teams.

Represent Daniels Health at industry events, customer meetings, and internal reviews, showcasing your expertise and reinforcing the company's reputation for excellence and innovation.

Partner with marketing and sales operations to refine messaging, develop compelling narratives, and create targeted content that resonates with acute care audiences across your region.

Identify and qualify expansion opportunities within existing relationships, including service line extensions, facility rollouts, and contract optimization initiatives that drive incremental growth.

Requirements

You possess a Bachelor's degree or equivalent practical experience, demonstrating a background that combines business acumen with an understanding of healthcare operations or environmental services.

You bring a minimum of five years of progressive experience in business development, sales leadership, or strategic account management, with a proven track record of exceeding quotas in complex enterprise environments.

You have direct experience selling into the healthcare sector, particularly in acute care settings such as hospitals, surgical centers, or specialty clinics, where compliance, safety, and regulatory considerations are paramount.

You hold a valid driver's license and maintain a clean driving record, as this role requires regional travel throughout Northern California to meet with stakeholders and attend client engagements.

You demonstrate a strong commitment to ethical business practices, with the maturity to navigate sensitive conversations involving patient safety, regulatory obligations, and organizational risk.

You are comfortable working within a matrixed organizational structure, coordinating with cross-functional teams such as operations, clinical services, and finance to ensure alignment and execution.

You have a history of building long-term C-level and executive-level relationships, using consultative selling techniques to influence outcomes and create mutually beneficial partnerships.

You exhibit resilience and self-motivation, thriving in environments where targets are ambitious and success requires consistent effort, adaptability, and a solutions-oriented mindset.

Nice to have

Prior experience with medical waste management, sustainability initiatives, or environmental compliance within healthcare settings is highly valued.

Familiarity with CRM platforms, particularly Salesforce, and demonstrated ability to leverage data insights to guide strategy and decision-making.

Practical notes

This role is full-time and based in Sacramento, California, with a requirement for regional travel throughout Northern California to meet customers, attend industry events, and participate in company meetings.

Candidates must be authorized to work in the United States without sponsorship at this time.