Director Sales South America

Planetree a non-profit organization which pioneered the modern movement of person-centered care is seeking an organized and energetic team member to join our Americas team as Director Sales South America.

Founded by a single patient in 1978 Planetree has empowered over 9 million patients and healthcare providers to look at the care journey in a whole new way. Planetree is a consulting organization working with healthcare provider organizations in the United States and in 25 countries globally to implement comprehensive person-centered models of care. Planetree is an advocacy organization working with ministries of health and health-related NGOs around the world to promote person-centered care (PCC) as a model for improving quality of health care and services. And through partnerships with universities in several countries Planetree is changing the way that person-centered approaches to care are studied and taught to future generations of healthcare professionals.

Reporting to the Regional Director Americas the Director Sales South America will lead Planetrees growth across South American countries. This position is responsible for expanding Planetrees market presence driving revenue opportunities by promoting our person-centered care certification consulting services and training programs. The Director Sales will build and maintain relationships with key stakeholders including healthcare executives government bodies and industry leaders while overseeing regional business development partnership expansion and client engagement. This role requires a visionary leader with a strong background in healthcare quality accreditation and market expansion who can drive results exceed targets and execute strategic objectives in a dynamic and rapidly evolving healthcare landscape.

Position Title: Director Sales South America

Direct Reports: None

Reports To: Regional Director Americas

Employer of Record (EOR): You will be employed by Oyster and assigned to this role at Planetree. All salary benefits and expenses will be managed directly from the Oyster platform and not from Planetree.

Work Location: Remote- Argentina or Colombia

Travel Requirements: 40% or less as required domestic and international

Salary: Commensurate with experience

Commission Eligible: Yes refer to commission scheme below

Relocation: None no support for relocation will be provided for this role

Sponsorship: None must have the legal right to work in Mexico. No visa or work sponsorship will be provided for this role

Sales Territory: South America (Argentina Bolivia Chile Colombia Ecuador Guyana Paraguay Peru Uruguay Venezuela).

Responsibilities

Sales & Business Development

• Develop and execute a Regional Sales Plan to reach and exceed annual sales targets
• Create and communicate sales goals and ensure the Executive Team are informed on the progress of those goals
• Present and sell Planetree products and services to existing and new clients
• Manage and grow sales pipeline
• Ensure Salesforce CRM is updated and accurate across relevant record types
• Manage a personalized and professional handoff from sales conversion to the Consulting team according to the standardized Planetree onboarding process
• Create proposals and utilize pricing models based on the unique needs of each prospective healthcare client
• Build and maintain long-lasting strong relationships with customers while partnering with them to better understand their business objectives and needs
• Present sales pipeline progress at operational meetings and manage to KPI targets (conversion rate lead growth etc.)
• Grow leads through cold calling / presenting and utilization of other sales techniques to grow Planetrees reach
• Understand and monitor industry trends healthcare challenges and product demand to inform sales growth strategies
• Report on forces that shift strategic directions of accounts and tactical budgets
• Develop annual territory budgets in collaboration with associated Regional Director
• Resolve client inquiries and complaints through consistent and timely communication
• Demonstrate an ability to consolidate large datasets into distilled themes and recommendations including an understanding of relationships between qualitative and quantitative data
• Understands and effectively applies the concepts of differentiation and adding value
• Independently manage travel to both domestic and international locations
• Submit expenses and other documentation in a timely manner

Planetree Corporate Services

• Collaborate with Planetree corporate services as required for complex proposals client requirements and requests for proposals/tenders
• Complete required training and maintain competency in all Planetree products and services
• Provide feedback from clients to Engagement Consulting and Marketing teams to improve and develop services
• Prepare presentations and speak at conferences to represent Planetree and its services as required
• Contribute to thought leadership efforts through activities such as webinars case studies outreach

Teamwork & Culture

• Live and uphold Planetrees Mission Vision and Values
• Partner reliably consistently and kindly with colleagues around the world to deliver a consistent high-quality Planetree Experience to clients and partners
• Demonstrate and convey compassion and empathy partnership and collaboration and humility and openness
• Be willing to give and receive constructive just-in-time feedback
• Contribute to Planetrees organizational learning and development by bringing client experiences and insights back to the team to drive innovation
• Complete mandatory training as required

Critical Skills

• Direct hands-on experience selling products and services to healthcare providers across the continuum of care
• Demonstrates interest in driving positive change in healthcare
• Deft at engaging in professional communication (written oral non-verbal) with individuals from a variety of backgrounds and cultures
• Able to manage multiple clients at various stages of the sales pipeline
• Comfortable with change and adapts comfortably to various situations and conditions

Minimum Competencies

Performance Evaluation

Performance objectives will be established at the beginning of the team members period of employment. These objectives will be discussed and agreed with the team members direct line manager. This will form the team members Development & Performance Plan for the year.

Performance will be evaluated by:

• Feedback on work achievements and issues by ongoing discussions and at performance evaluations
• Periodic external member / partner feedback on services provided
• Performance indicators for systems relating to the delivery of Planetree products and services
• Performance indicators for key areas of responsibility

INCENTIVE SCHEME DRAFT

Sales Commission

You are eligible for a Commission on each eligible sale as per the rules below:

• Sales Commission 5% of each contract subtotal value as calculated per the Planetree Pricing Model
• Commission Release Frequency quarterly in arrears

Commission Release Requirement this sales commission is released based on client payment. For example if the total contract value of Planetree services is $100000 (including commission) and the commission portion is $4762 then if the client pays $50000 or 50% of the contract value then 50% of the commission or $2381 will be released.

Annual Bonus

You are eligible for an Annual Bonus on sales exceeding the annual sales target as per the rules below:

• FY26 Annual Sales Target TBD
• Sales Commission 5% of each contract subtotal value as calculated per the Planetree Pricing Model continues for every sale above your Sales Target
• Step Bonus: 2.5% of the difference between the sales target and the sales milestones below.
  • 125% target
  • 150% target
  • 175% target
  • 200% target
• Commission Release Frequency annually in arrears

Bonus Release Requirement this sales commission is released based on client execution of Planetree Services Agreements. For example if total contract value of eligible new sales signed / executed during FY26 totaled $410000 then the annual sales commission component would be $20500 USD plus 2 step bonuses of $1688 USD each for exceeding 125% and 150% of sales this example the step bonus of $3375 USD equals 2.5% of the difference between the achieved sales milestone and the annual sales target ($405000 $270000 $135000).

Commission & Bonus Requirements

Eligibility

• Must be directly responsible for creating leading and closing the opportunity sale
• In some instances consultants other Planetree team members or an executive team member may lead expansion / new sales in which case this individual will be marked as the Secondary Opportunity Owner and the commission will be shared evenly (50/50 split)
• Must comply with all Planetree policies and procedures throughout the year
• Must at least receive a Meet Expectations rating on annual performance evaluations

New Sales Inclusions

• New programs (e.g. membership certification education etc.)
• New consulting (e.g. assessments workshops etc.)
• Expansion sales new sales at existing clients

New Sales Exclusions

• Renewals of existing membership / certification / fellowship
• Self-service orders for products (e.g. ACP standalone fellowship etc.)
• Sales made outside of South America

Required Experience:

Director