AVP, Enrollment Director

Benefits

Additional Information

Role Summary/Purpose: The Enrollment Director leads a team of Inside Sales Representatives responsible for enrolling new practices across CareCredit markets (including dental, veterinary, cosmetic, vision, audiology, and select specialty practices). This leader is accountable for delivering monthly enrollment goals through disciplined sales management, performance coaching, and the design and execution of incentive programs. The role also owns the sales language training and sales acumen development program to ensure consistent, compliant, and effective customer conversations and improved conversion outcomes. The Leader is expected to maintain strong awareness of technologies impacting sales productivity and the practice/customer experience (e.g., Salesforce CRM workflows, dialers, lead routing, analytics, and digital enrollment tools) and to partner cross-functionally to drive adoption and continuous improvement. The Enrollment Director will be responsible for: Own enrollment goal attainment: Deliver monthly new office enrollment targets across CareCredit markets by establishing clear targets, tracking leading indicators, and driving execution. Set business goals and forecasts: Translate business objectives into measurable team goals, forecasts, and performance targets; proactively course-correct based on pipeline/lead indicators and conversion performance. Hire, and develop talent: Interview, onboard, train, motivate, and retain Inside Sales Representatives; build bench strength and succession plans. Performance management: Conduct regular performance reviews, provide actionable feedback, determine performance ratings, and recommend salary actions consistent with policy and results. Sales language training and certification: Develop and implement a repeatable sales language program (talk tracks, value messaging, discovery questions, objection handling, negotiation/close language, and compliance-safe phrasing). Establish skill certification/recertification and minimum proficiency expectations. Sales acumen development: Elevate team proficiency in consultative selling, needs-based discovery, opportunity qualification, value articulation, and closing techniques tailored to each specialty market and practice profile. Coaching and call quality: Execute a structured coaching cadence including call monitoring, role plays, side-by-sides, targeted feedback, and improvement plans; use call scoring and conversion insights to drive behavior change. Incentives and recognition: Develop, design, and execute sales incentive programs and recognition routines that motivate performance while aligning to quality and compliance expectations. Policy supervision and compliance: Supervise and enforce policies associated with inside sales operations, including documentation standards, customer communications, and required disclosures. Technology awareness and adoption: Maintain understanding of technologies affecting team effectiveness and customer/practice experience (e.g., Salesforce CRM, dialer, reporting dashboards, call recording/conversation intelligence, digital enrollment workflows). Drive adoption, adherence to process, and continuous improvement in partnership with technology and operations teams. Collaboration with Marketing, Product/Technology, Analytics, Compliance, and Operations to improve quality, tools, processes, and messaging. Reporting and insights: Generate monthly reporting on goal attainment, productivity, conversion, and quality; identify root causes and recommend actions to improve performance. Project leadership: Lead and/or contribute to cross-functional projects (process improvement, training launches, technology enhancements, specialty initiatives) as needed. Other duties: Perform other duties and/or special projects as assigned. Required Qualifications: Bachelor's degree or 5+ years of equivalent experience in Sales and/or a Call Center environment. 3+ years of experience managing people and/or teams, including hiring, coaching, and performance management. 1+ year of inside and/or outside sales experience (or equivalent phone-based sales leadership exposure). Demonstrated ability to consistently deliver to monthly performance targets and to implement corrective actions when results are off track. Proven experience building sales capability through training and coaching (including talk tracks, objection handling, and closing). Advanced computer skills including Salesforce CRM, Microsoft Word, Microsoft Excel, MS PowerPoint, and MS Outlook. Ability and flexibility to travel for business as required Grade/Level: 11 The salary range for this position is 90,000.00 - 155,000.00 USD Annual and is eligible for an annual bonus based on individual and company performance. Actual compensation offered within the posted salary range will be based upon work experience, skill level or knowledge. Salaries are adjusted according to market in CA, NY Metro and Seattle. Our Way of Working :