VP of Employer Sales
November 20
Description
• Lead the development and execution of a sales plan by strategically identifying target organizations and then building out a pipeline, specifically with Fortune 1,000 companies and companies which employ at least 5,000 employees • Lead the sales process from initial target identification throughout the entire sales process to a successful contracting, and then collaborating with the client services team in the account implementation phase and in ongoing client relationship management • Manage large pipeline through effective use of sales metrics and tracking capabilities, and effectively communicating internal priorities, challenges and opportunities impacting revenue growth • Simultaneously and effectively manage multiple deals and potential client engagements • Actively work together with marketing and other parts of the organization in refining product positioning while also translating customer feedback to optimize product deliverables and features • Serve as an integral component of the management team working to leverage one another’s expertise to continue to expand presence in the market • Effectively leverage cross-functional resources and subject matter experts within the organization, knowing when to bring the CEO, clinical leadership or technical expertise into deal discussions • Attend and represent the firm in major tradeshows and industry exhibitions and leveraging such opportunities to identify and source potential new clients • Serve as a thought leader in the marketplace to establish both awareness and credibility of the offering • Collaborate with staff members and external stakeholders, effectively communicating the mission, vision, goals/objectives and strategy in order to best focus, refine and enhance these key elements of the company
Requirements
• Bachelor’s degree at a nationally recognized college or university • 8+ years of experience with the majority of experience in employer sales selling into HR and Benefits with a track record of achieving quota during that tenure • Experience selling solutions into very large and large employers • Familiar with subscription-based pricing models, preferably SaaS technology solutions • Tacit knowledge of the employer technology sales cycle with a strong network of employers as potential customers • Strategic sales acumen with an in-depth understanding of the ‘audience’ and how to navigate and successfully sell enterprise-wide contracts into employers • Proven ability to drive significant sales growth within an organization, preferably within an early/growth stage company • Effective problem-solver, decision maker, and multi-tasker, with excellent communication skills • A hunter who has succeeded as an individual contributor, understanding how to effectively leverage the resources available in an early-stage, high-growth environment • Capable of working closely with marketing and other functions as partners in managing sales opportunities as well as optimizing the product positioning and product functionality • Demonstrated success in forecasting and meeting revenue numbers; understands how to leverage data to drive sales strategy and effectively explaining/reporting these numbers to management • A “hands on” self starter who is capable of working remotely while also staying close with HQ as a member of the team • Excellent presentation skills • Unquestionable integrity and reputation, with a track record of delivering results while maintaining the highest standards of professionalism • Ability and willingness to travel overnight to meet with potential and existing clients; travel can be substantial at times
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