Regional Vice President, Enterprise Sales
Regional Vice President, Enterprise Sales
About the Role
Any Major US City
The successful candidate will be responsible for leading Company's sales process in all stages from qualification to close. The primary objective is to swiftly drive membership growth by executing a disciplined strategy to create a unique market position. Accountable for achieving immediate targeted new revenue growth by selling directly to employers, as well as working through broker/consultant channels. Increase regional growth, name recognition, build brand identity and deliver increased value to distribution partners and customers. The role requires strategic planning, consultative selling, and interfacing with some of the most senior decision makers in the healthcare landscape. You are a sales professional with demonstrated experience closing complex business deals, consistently meeting and exceeding goals. THE CANDIDATE: Preferably with a high growth company in the benefits space, the successful candidate must embody a sense of urgency and employ an entrepreneurial spirit and passionately represent Company's mission. Because Company's solutions are relatively new, the ideal candidate must be a tenacious and highly driven hunter with proven success generating B2B Enterprise sales (10,000+ lives), creative, dynamic, and above all, have a demonstrated ability to drive new markets, not simply sell features and benefits in mature markets. Use your strategic selling skills to identify, outreach to, and educate prospective customers on how Company's solution can help them drive results by engaging and retaining happier, healthier employees through our patented Content-first 5 pillar system. RESPONSIBILITIES: • Focusing on employers with over 10,000 employees, sell on a direct-to-employer basis, as well as through consultants and brokers to drive a targeted and consultative sales effort. • Establish, expand, and maintain a 3-5x pipeline of prospects in your territory to produce consistent, sustainable results. • Qualify and forecast deals accurately. • Use and contribute to enhancing established sales techniques and demonstrate full knowledge of company’s product & industry trends. • Understand customer goals and challenges and clearly establish the differentiated elements of Company's product and solutions. • Meet and exceed quarterly and annual quotas and objectives as determined by leadership. • Participate in enhancing the strategy and vision that clearly leverages Company's value proposition, leverages prospecting to build pipeline, and drives an offensive strategy. • Generate new leads, qualify opportunities, lead company resources in the pursuit of the most qualified opportunities and capture new business via closed contracts. • Develop and present compelling business cases to senior executives of target companies; consultatively identify and confirm the issues and problems that clients are facing and construct a unique, compelling value proposition. • Establish and maintain contacts at the highest level of decision-making authority within prospective client organizations. • Manage and prioritize all opportunities to increase deal size and accelerate the buying process. • Strategize with senior management on all opportunities to ensure solutions are being effectively sold; accurately forecast respective opportunities based upon realistic assessments. • Ensure requests for proposals/information is delivered in a timely, accurate and professional manner. • Develop and maintain strong external relationships with consulting firms and key customer accounts; develop and maintain strong intelligence capability through relationships and competitive analysis. • Make presentations to all constituents in assigned territory, including: consultants, executive decision makers, benefit specialist, and industry associations. This may include annual road shows, industry conferences, and client forums to increase understanding of Company's solutions. • Define key buying factors and sales challenges; drive creative tactics to define Company's value proposition to current and potential customers. ATTRIBUTES AND COMPETENCIES: ACHIEVEMENT ORIENTATION With a strong track record of consistently meeting / exceeding large yearly quotas in the enterprise segment, willingness and ability to compete against a standard of excellence including one’s own, an objective measure, or the performance of others (competitors). CONCEPTUAL/STRATEGIC THINKING Ability to understand a situation or problem by putting the pieces together, seeing the larger picture and its internal or competitive implications. It includes identifying patterns or connections between situations that are not obviously related; identifying key or underlying issues in complex situations. RELATIONSHIP BUILDING Cultivates relationships with employers, consultants, and internal sales and support staff to promote long-term growth-oriented partnerships. Must possess strong consensus building skills. PRESENTATION SKILLS Is effective in a variety of formal presentation settings: one-on-one, small and large groups, with peers, direct reports, and bosses; commands attention and can manage group process during the presentation; can change tactics midstream when something is not working. EXPERIENCE: • Minimum of 5-10 years’ experience selling cloud-based/SaaS HR products to C-suite and executive-level HR and Benefits decision makers. Previous experience selling Wellbeing and Engagement software products and experience working with Benefits Consultants highly desirable; start-up experience a plus. • Proven ability to independently prospect and close complex enterprise deals and consistently meet or exceed assigned quotas. • Track record of consistently exceeding $1M+ annual bookings quota.
- Sales required
- Business Development required
$150k-$450k (salary)+ equity
Less than 10%
About the Company
Company is a rapidly growing employee well-being software and analytics company that helps organizations increase employee engagement and results by motivating employees toward better health. Their holistic video-centric platform personalizes the experience from the outset, recommends the right expert-led programs to meet employees where they are in their wellness journey, motivates them with cutting edge gamification incentives and rewards, and tracks progress while providing actionable insights. Company's award-winning exercise, mindfulness, nutrition, sleep and financial wellbeing video programs fit into anyone’s schedule, and their supportive community of master experts ensure you never feel alone. Known for stunning, structured, scheduled and easy-to-follow programs, and a world-class user experience, Company helps companies create cultures of wellbeing. Company has an extraordinary team of passionate professionals who love working together to help organizations thrive. Company is building the foundational platform for enterprise wellness. The platform is host to over 100+ wellness programs led by experts and almost 4000 HD videos on topics like fitness, nutrition, mindfulness, and money management. The programs are personalized according to the needs and interests of each user on an ongoing basis, and a connected online community of users and over 130 experts provides answers to questions, creates a platform for engaging gamified challenges as well as monthly events + programming. Real time dashboards and integrations with wearable devices provide customized reporting and integration, and allow enterprises to track, monitor, and validate meaningful wellness programs.