3+ years of experience selling technology and services to Strategic Employers (under 8,000 lives)
Proven ability to develop and maintain business development territory
Strong negotiation and closing skills
Experience in building relationships with Brokers, Consultants, and Employers
Channel sales experience preferred
Bachelor's degree preferred, or equivalent experience in related fields
Responsibilities
Achieve and exceed Annual Recurring Revenue (ARR) sales goals
Represent and demonstrate a deep understanding of company products and services
Engage channel partners and employers to generate qualified leads
Prepare action plans to identify targets for pipeline generation
Track activities and opportunities using company tools and processes
Execute a consultative sales strategy and deliver product demonstrations
Collaborate with sales leader and support teams to develop deal strategies
Benefits
Opportunity for professional growth and development
Collaborative work environment
Engagement in marketing events and campaigns
Flexible work arrangements
Travel opportunities up to 50%
Full Job Description
JOB TITLE: Director of Sales - Strategic
CLASSIFICATION: Exempt
DEPARTMENT: Sales
JOB SUMMARY
The Director of Sales - Strategic will have a broad understanding of employee benefits technology and services. This individual will excel at generating leads, building relationships, and closing deals in the strategic employer market space (employee populations under 8,000 lives).The ideal candidate will be a quick learner with strong negotiating skills, and the ability to showcase our products and services in a compelling way. Often tasked with delivering complex presentations while leading and coordinating sales support teams, it's essential that our sales rep be organized, personable and professional.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Accountable for achieving Annual Recurring Revenue (ARR) sales goal. Achieves and exceeds ARR goals through sales strategy delivery, sourcing new customers and maintaining and building productive long-term relationships with channel partners.
Represent our company's products and services, starting with a deep and comprehensive understanding of those products and services
Demonstrate knowledge, delivery skills and techniques for educating influencers and employers of the Empyrean products and service delivery
Responsible for engaging channel partners such as brokers, consultants, advisers and carriers to build relationships that lead to qualified leads
Responsible for engaging employers directly to build relationships that lead to qualified leads.
Prepare action plans and schedules to identify specific targets that will generate pipeline and qualified leads
Build a valid and qualified pipeline to exceed expectations
Precise and detailed activity tracking utilizing the company tools and following the company defined process for tracking opportunities and activities. Develop and implement territory action plan through comprehensive data analysis, and adjust sales techniques based on interactions and results in the field.
Follow up on new leads and referrals resulting from marketing activity
Execute a consultative sales strategy
Demonstrates strong sales strategy ability, crafting and presenting client offers and helping the team identify and navigate alternative paths to making the sale
Deliver systems demonstrations
Achieve sales goals by assessing prospect needs and following a defined selling process, often utilizing product demos and presentations
Effectively partner, develop and own deal strategy with your sales leader, the transition team, and other sales support resources at the appropriate time in the selling process.
Develop and foster an environment of teamwork, collaboration and trust with sales support, marketing, product and operations.
Collaborate with an aligned client (prospect) team to ensure mutual understanding of the opportunity and the ability to deliver on it
Prepare a variety of status reports, including activity, closings, follow-up, and adherence to goals
Partner with your sales leader to identify marketing events such as seminars, trade shows, and telemarketing events; along with Empyrean supported events that will expand relationships and Empyrean brand in the development and support of you market activities.
Develop and manage marketing campaigns in partnership with marketing and your sales leader
Perform other duties as assigned
REQUIRED SKILLS AND ABILITIES
Proven ability to develop and deliver presentations
Proven ability to develop and maintain business development territory that includes prospecting
Proven ability to execute a thorough sales discovery process
In lieu of Bachelor's degree, equivalent years of experience in sales, business analytics, management information systems, human resources management, benefits administration or a related field
3+ years of experience selling technology and services to Strategic Employer (employee populations under 8,000 lives).
Proven experience in building and developing client relationships with Brokers, Consultants and Employers
Relationship building experience necessary
Channel sales experience preferred
Experience in selling HCM, payroll, health and welfare benefits or benefits administration Services
Any equivalent combination of education, experience, and training that provides the required knowledge, skills, and abilities will be considered
Up to 50% travel
Disclaimer: This job description is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the job. Management reserves the right to modify or reassign job duties as business needs evolve.
