Business Development Director

Accolade   •  

San Jose, CA

Industry: Healthcare IT


5 - 7 years

Posted 396 days ago


Role Overview

The Business Development Directoris responsible for creating sales leads for an assigned territory.

A Day in the Life


  • Identifies key broker/consulting offices within a territory
  • Develops and executes a broad awareness plan
  • Consistently identifies opportunities, develops sales strategy in conjunction with the salesdirectors
  • Identifies, develops and retains new business relationships
  • Effectively presents Accolade’s offerings to brokers and consultants
  • Effectively leverages Accolade executives, the pre-sales team and services staff to support broker/consultant presentations
  • Develops and executes strategies to generate sales leads
  • Develops a pipeline brokers and consultants likely to produce leads and sales in alignment with objectives that are established annually
  • Develops and maintains an effective sales and market penetration plan for assigned territory
  • Documents all broker and consultant contacts and activities in Accolade’s sales tools and systems resulting in a territory “heat map”
  • Executes against a partnership arrangement
  • Executes a partner launch plan
  • Solicits product and market feedback from brokers, consultants and partners. Communicates this feedback to sales leadership, marketing and the product development team (feature requests, market trends, competition intelligence, new opportunities)
  • Complies with all corporate policies and completes all administrative tasks on time


  • BA in a business or technical related area of study
  • Minimum 5years of strategic selling or wholesaler experience
  • Experienceselling complex, multi-stakeholder solutions. SaaS, health & welfare benefits, healthcare capital equipment, healthcare IT, health and welfare benefits outsourcing, human resources IT benefits software
  • Ability to pass a background check

Job Specific Specialized Knowledge & Skills:

  • Embraces and thrives in a culture of transparency, accountability and trust
  • Self-starter with ability to work independently, prioritize work and coordinate multiple tasks within tight time constraints
  • Ability to navigate the strategic levels of customer organizations, identify key decision-makers, build relationships with senior executives and schedule meetings with key stakeholders
  • Ability to establish strong team relationships in a matrix organization
  • Ability to perform in a dynamic and fast-paced environment
  • Possess account knowledge, executive-level customer contacts and industry relationships inside the employer market space
  • Command of social media for the benefit of lead generation, gaining access to executives and networking with key stakeholders
  • Strong aptitude with business software tools (Word, Excel, PowerPoint, Outlook etc)
  • Strong business acumen
  • Demonstrated ability to successfully negotiate complex contract
  • Demonstrated ability to accurately forecast monthly, quarterly, and annual revenue
  • Flexibility in work schedule is required
  • Various means of travel are required, including air travel

Critical Performance Competencies:

  • Intelligent, professional, competent, effective strategic sales professional that maintains a high level of relevant customer engagement
  • Builds and maintains trusting relationships withassociates and customers
  • Excellent verbal and written communication skills
  • Excellent listening skills
  • Persists despite obstacles, objections, opposition or set-backs
  • A problem solver that conveys a sense of urgency and drives issues and opportunities to closure in a timely manner

Values we admire

  • We find joy and purpose in serving others.
    • Making a difference is what we do. We do the right thing for the right reasons – and we do it well, even when it’s hard.
    • You operate from a perspective of truly caring about our employees, clients, and customers and creating value for them.
  • We are strong individually and together, we’re powerful. 
    • We believe in each other, in honesty, and in having fun. You won’t find egos or office walls here because we aren’t defined by titles – but by actions, behaviors and results.
  • We roll up our sleeves and get stuff done.
  • We’re boldly and relentlessly reinventing healthcare.
    • We are a company changing the world, one person at a time.
    • Super high expectations? Bring it on? Our curiosity drives us.
  • You understand our desire to be the best place to work and that trust is the foundation of that.