Director of Sales

The Director of Sales, is a player-coach leader who drives personal territory revenue while simultaneously building and holding a team of Sales Representatives accountable. This role is designed for an accomplished sales professional who is ready to multiply their impact, not by stepping away from the field, but by elevating those around them while continuing to perform. The Director models Delta Group’s sales culture through their own daily execution, setting the standard the team is expected to meet.

This is a high-accountability, dual-output role. Success requires equal commitment to personal production and team development. The Director is the first line of coaching for their Sales Representatives, and the primary escalation point before SVP involvement.

Key Responsibilities

Personal Production

The Director maintains an active book of business and is held to individual revenue targets in addition to team performance expectations.

Manage the overall territory business plan for the assigned region, developing strategic advantages for the Delta Group through tailored pricing strategies, identifying high-demand services for market entry, and implementing targeted promotions and incentives to exceed organizational goals.

Consistently exceed or meet sales forecasts within an assigned territory and region

Contribute positively to organizational revenue growth and retention goals by closing new accounts and prospects and maintaining existing customers within an assigned territory

Leverage, establish, build, and maintain strong relationships with regional stakeholders, ensuring client retention and uncovering additional business opportunities.

Serve as a visible model of sales execution — prospecting, presenting, closing, and retaining clients

Consistently utilize CRM platform to track sales pipeline and activity (emails, calls, appointments, presentations, and opportunity lifecycle management, etc.) to successfully manage and track organizational business opportunities.

Leverage company-sponsored sales opportunities, including national trade shows, seminars, and industry events within the assigned territory

Represent Delta Group professionally, upholding the company’s core values of integrity, morals, and ethics in all client interactions.

Ensure timely submission of monthly expenses, staying within budget

Team Leadership & Coaching

The Director leads a team of Sales Representatives through consistent coaching, pipeline oversight, and proactive performance management.

Conduct structured bi-weekly 1:1s with each Sales Rep focused on pipeline health, sales activity, and deal-level coaching

Monitor individual Sales Rep performance trends at the start of each month and intervene quickly when indicators fall below target — always with a clear, documented action plan

Lead regular team pipeline reviews; hold Sales Reps accountable for accurate and current forecasting

Create a team environment that reinforces the Delta Group culture of People, Innovation, and Results

Collaborate with fellow Directors and colleagues to contribute to a broader team-growth mindset across the sales organization.

Development & Accountability

The Director owns the development path of each Sales Rep on their team. Coaching is ongoing, documented, and tied directly to growth expectations.

Deliver consistent, constructive feedback tied to defined sales competencies and performance expectations

Identify individual skill gaps and develop targeted coaching strategies in partnership with the SVP of Sales

Document all performance conversations in a timely manner to ensure full visibility to leadership

Partner with SVP Sales on underperforming Sales Reps; escalate early rather than waiting for missed quotas

Recognize and reinforce high performance; create pathways for top Sales Reps to grow within Delta Group

Hold the sales team accountable for adherence to processes and standards implemented by the SVP, Sales, including monthly reporting, CRM usage, and budget guidelines.

Required Qualifications

Bachelor’s degree preferred but not required; equivalent professional experience will be considered. Candidates should possess a minimum of 7–10 years of demonstrated success in sales and/or account management, preferably within the Workers’ Compensation, Disability, or Casualty insurance marketplace.

Prior experience with managing or working in the claims adjudication process/system and/or selling to insurance companies, third-party administrators, self-insured, self-administered employers, and municipalities.

Skills and Competencies

Proficient in Microsoft Outlook, Excel, Word, and PowerPoint.

Working knowledge of CRM and Pipeline lifecycle management experience/knowledge.

Proficiency with virtual training tools and platforms (Zoom, Microsoft Teams, etc.)

Effective and professional communication skills, both verbally and in writing.

Benefits and Perks

In addition to the annual salary, this role will be eligible to receive commissions (paid monthly) and an annual bonus structure based on metrics set forth by leadership

Cell Phone Reimbursement

Car Allowance

Company AMEX for business related expenses

Company Gas Card for business related expenses

401K

Medical, Dental, Vision, Life, and Health Insurance

Paid Time Off

Work Environment/Physical Requirements

Must be able to sit, stand, and walk for extended periods

Must be able to use hands and fingers to operate a computer, telephone, and keyboard

Must be able to drive up to 5 hours for client on-site meetings, presentations, etc.

Must be able to work in a flexible, hybrid work environment, including an on-site office and/or home-office environment.

Must be able to lift, carry, and hold items weighing up to 15-20lbs as needed for client events, carry boxes/exhibit materials, and assemble/dismantle booths.

Travel is essential, accounting for 25-50% of working time, with some events requiring weekend and after-work hour commitments.

About the Company

Delta Group is a privately held, national investigative firm established in 1983 and headquartered in Buford, Georgia. As pioneers of unmanned surveillance technology, Delta Group’s eRemote® technology is an industry recognized product that continues to evolve and produce game-changing results. With more than 500 direct employees nationwide, our domestic footprint is large enough to matter and small enough to care.

We pride ourselves on developing and retaining professional staff while maintaining diversity within our team. Our executive leadership team brings over 100 years of combined experience leading national carrier fraud divisions, state fraud prosecutorial offices, claims and program management divisions, and investigative operations.
 

For over 41 years, our investigative resources have helped organizations reduce risk, improve profitability, and increase revenue within the insurance industry. Our expert employees are located throughout the United States, executing investigations for all types of claims including but not limited to, workers’ compensation, liability, auto, property, disability, and corporate investigations, regardless of size. Come join our talented team and our commitment to people, innovation and results.

Delta Group is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex (including pregnancy, sexual orientation, gender identity / expression), national origin or ancestry, genetic information (including family medical history), physical or mental disability, protected veteran status, or any other characteristic protected under federal, state or local law, where applicable, and those with criminal histories will be considered in a manner consistent with applicable state and local laws.