VP, Regional Sales

Job Description Job Title: VP, Regional Sales Position Type: Full Time Work Setting: Remote Department: Sales Reports to: Head of Regional and Practice Sales FLSA: Salary, Exempt About Vaxcare Founded in 2008, VaxCare's mission is to remove operational, financial, and administrative barriers that limit vaccine access and adoption. Through its end-to-end care delivery platform, VaxCare enables physician practices, health systems, and other healthcare organizations to offer comprehensive immunization programs without inventory risk, operational burden, or reimbursement complexity. By managing vaccine procurement, inventory, compliance, and billing, VaxCare allows providers to focus on patient care while expanding access to life-saving vaccines. After more than a decade of disciplined execution and continuous innovation, VaxCare partners with over 5,000 providers and has become one of the Top 10 buyers-and-billers of vaccines in the nation. The company has grown well beyond its original vision and is now entering its next phase of scaled expansion. Today, VaxCare partners with a broad and growing base of independent practices and health systems nationwide. The company is entering a pivotal phase of growth, with a clear ambition to scale revenue from approximately $730M in 2025 to $2B by 2029, driven by deeper penetration of existing markets, scaled expansion within community and regional health systems, and the introduction of new commercial offerings. In June 2025, Blackstone acquired VaxCare and is committed to supporting the organization through this next phase of growth. Blackstone is a private equity firm based in New York. The firm seeks to invest in real estate, public debt, private equity, infrastructure, life sciences, growth equity, opportunistic, non-investment grade credit, real assets, and secondary funds. This firm is a Registered Investment Adviser (RIA). VaxCare remains founder-led under Casey DeLoach. The culture reflects a strong sense of ownership, urgency, and belief in purpose. The organization values humility, learning, adaptability, and a deep sense of care for team members and customers alike. This “VaxCare-ness” reflects a commitment to developing people professionally and personally, operating with intellectual humility, and building something larger than any individual contributor. The pace is fast, expectations are high, and leaders are expected to combine ambition with emotional intelligence and stewardship.. The opportunity The VP, Regional Sales is a founding seat on a new team, selling into a segment VaxCare has never formally resourced: community and regional health systems. You will carry a defined territory of named systems and hospitals, work directly with the Head of Regional Systems & Practice Sales, and run a proven enterprise process — adapted from the team that signed some of the most recognized health systems in the country. This is a fast-paced position that will fuel explosive growth for the company in the hospital market. VaxCare provides the Go To Market playbook, training, and subject matter experts and executive level assistance where needed. The territory executive relationships are what you bring. What You’ll Do Own a named-account territory of community and regional health systems built on your existing executive relationships in the region Run a consultative, discovery-led sales motion: site visits, stakeholder engagement across the system, and financial data collection that culminates in a system-specific business case — not a product pitch Sell across the C-suite: present financial projections and pro formas to CFOs, operational and workflow impact to COOs, and clinical and patient-access benefits to CMOs, clinical leaders and influential physicians Orchestrate multi-stakeholder deals (finance, operations, clinical, pharmacy, IT) over 6–12 month cycles, maintaining stakeholder maps and stage discipline in Salesforce Deploy subject-matter experts — clinical, integration, finance — at the right moments rather than carrying every conversation alone Share what you learn — objections, personas, proof points — back into the team regional playbook as it hardens What You Bring 10+ years of sales achievement in the hospital / health-system space, with a demonstrated history of quota achievement and overachievement (President’s Club or equivalent) you can walk us through deal by deal An extensive, current contact network among hospital and health-system executives in the territory you’ll cover A consultative seller’s instincts: you sell business outcomes and build the case with the customer’s own data; you are not a product, feature/function seller Demonstrated experience selling to C-suite hospital buyers: comfortable presenting financial projections to a CFO, operational benefits to a COO, and clinical benefits to a CMO, clinical leadership or influential physicians Financial fluency — you can build, defend, and adjust a multi-year pro forma in the room Command of complex, committee-driven buying processes and the patience and rigor they demand Willingness and ability to travel 50%+ within your territory Bachelor’s degree or equivalent experience Other Desirable Background Background in selling clinical services, revenue cycle, or other outsourced clinical/financial services sold to health systems Existing relationships with IDNs, GPOs, or state hospital associations in the territory Experience selling for a PE-backed, high-growth company COMPETENCIES: Core to all positions at VaxCare We Live (and Work) By Our Values Building a team culture founded on trust, collaboration, and delivery excellence Belief in Something Bigger than Ourselves – Capacity to derive meaning from a larger purpose Humility as a Posture of Learning – Burning curiosity to learn without ego Adaptability & Embracing Change – Nimbleness & ready to seize new opportunities Additional “Must Haves” Dependability – Must be able to meet deadlines, work independently, maintain focus, & punctual Interpersonal Skills – Builds strong relationships & contributes to a positive work environment. Computer Skills – Skilled with computers, learns new tools quickly. Ethics – Honest, accountable, maintains confidentiality. Other Responsibilities Remote Work Requirements: Must be able to perform job duties independently with minimal supervision. Must have private, distraction • free workspace suitable for confidential and focused work. Must have reliable high-speed internet to support video conferencing and regular computer use. Must be comfortable being on camera for Microsoft Teams meetings/video conference calls. Must be willing & able to travel on-site in Orlando, Florida at least 2x per year. (Travel expenses reimbursed by VaxCare) Territory Travel Requirements: Must be willing and able to travel extensively throughout the assigned territory to build relationships, engage prospective customers, and support business growth initiatives. Requires frequent in-person visits with healthcare providers, practice administration, office managers, and other key decision-makers. Must possess and maintain a valid driver’s license, reliable transportation, and an acceptable driving record. Must be able to travel by automobile and, when necessary, by air for meetings, conferences, training events, and customer engagement activities. Occasional overnight travel may be required based on territory needs, business objectives, or company events. Must be comfortable working flexible hours, including early mornings, evenings, or occasional weekends, to accommodate customer schedules and business demands. Prolonged sitting or standing: Team members must be able to remain in a stationary position for extended periods, as much of the work involves sitting at a computer or workstation. Some hybrid or office-based roles may also require the ability to stand for portions of a shift. Repetitive motions: Significant use of the hands, wrists, and fingers is required for tasks like typing, using a computer mouse, and handling paperwork. Visual acuity: This job requires the ability to view a computer screen and read documents for extended periods. Communication: Team members must be able to clearly express and exchange ideas in English to effectively communicate with customers and co-workers. Occasional lifting: Many office-based jobs specify the ability to occasionally lift or move up to 10-20 pounds to handle supplies or equipment. Physical Requirements/Work Environment TASK Continuous Intermittent Seldom N/A Regular & Reliable Attendance X Standing/Walking X Travel/Driving/Operating Vehicle X Sitting (desk/computer work) X Lifting/Lowering/Carrying (up to 20lbs) X Reaching/Bending/Twisting X Hand/Wrist Use (typing/mouse/writing) X In person attendance for meetings/conferences X Operating Mobile Equipment/Machinery X