EVP of Sales and Marketing

The Carlisle Group   •  

Lansdale, PA

Industry: Staffing


11 - 15 years

Posted 45 days ago

  by    Pamela Pfeninger

This job is no longer available.

EVP of Sales and Marketing

The EVP of Sales and Marketing will be responsible for building a sustainable, high performing sales and marketing organization to achieve sales growth and market leadership. This individual will report directly to the President and lead the creation and execution of sales and marketing strategies in alignment with overall company goals to ensure rapid market penetration, expansion and profitable growth. The EVP of Sales and Marketing will be the Chief Revenue Officer with direct responsibility for the three primary lines of business: auto insurance; workers' compensation; and group health. This individual will be accountable for increasing revenues and will make sure that all of the functions involved in the generation of revenues work consistently and seamlessly.

Specific responsibilities include:

  • Develop and execute, with the assistance of leadership and Board of Directors, the sales strategy that fully capitalizes on strengths, market opportunities with auto insurers, workers'' compensation payers, self-insurers, insurance brokers, TPAs and other alternative markets for current products and services as well as successfully expand reach into existing markets.
  • Direct leadership and management of the sales organization with ultimate accountability for the effectiveness of this entire sales group, including responsibility for revenue and profitability. Coach, build and/or attract a top-notch sales organization that will execute on strategies and achieve revenue objectives.
  • Direct leadership and management of Account Management and Marketing resources. Assess the existing team, identify strengths and developmental needs, analyze performance and determine the profile of the ideal organization and the necessary players.
  • Serve as the company's top closer and "rainmaker" for business opportunities.
  • Enhance communication across the sales organization and with other functional areas; ensure that the sales and marketing strategies, goals and expectations are understood and practiced by all (i.e. Lead a "Customer Focused Culture").
  • Identify new, high-growth opportunities and accelerate penetration into existing markets.
  • Manage performance management systems to track market productivity and provide the sales force with all of the tools, software, training, and other means to reach/exceed its goals.
  • Establish, direct and achieve the strategic long-term and tactical short-term sales goals for the sales organization.
  • Grow and evolve the sales organization as the company grows, in terms of handling major accounts and other market segments for maximum sales effectiveness.
  • Seek and develop effective sales training through internal or external resources to effective build our sales acumen among our sales team, executive management and SMEs.
  • Work closely within the company to align sales operations and objectives with overall corporate strategic, operations and marketing objectives.
  • Direct the creation of product training processes and standardization of the RFP delivery data & format in order to accelerate the sales team's effectiveness to penetrate new markets. Create and assure interdependent support functions and strong communications between the Corporate Sales, Account Management and Customer Service teams.
  • Build/strengthen key strategic relationships within existing markets. Leverage Sales executive role to build new contacts and reinforce prior contacts within private sector, public sector and large carrier markets in order to strengthen existing services and ascertain new opportunities.
  • Represent the organization in important external business relationships with the major clients and the public so that the organization's image is reflected in the most positive manner and where such contacts are critical to the achievement of sales objectives
  • Forecast revenue streams on a regular basis by reviewing marketing information, sales patterns, expected growth, established targets, and other data so as to provide senior executives with cash flow and other financial planning capability.
  • Implement processes, systems and metrics, operating mechanisms, organizational changes, territory assignments and compensations plans to enhance the productivity, performance and capabilities of the sales force to foster overall growth of the business.
  • Collaborate with Senior Leadership within the company to drive product development, business development and marketing efforts, as well as enhance the overall customer experience.
  • Foster an environment that provides ongoing development and mentorship for the entire sales organization.

Professional Qualifications

  • Possess a proven track record of success in sales for a minimum of 10-15 years and, in particularly, within sales management. This experience will be with organizations ideally in the auto insurance and workers compensation technology/healthcare services industry.
  • Experience selling innovative technology products, services and solutions to insurance organizations.
  • Successfully managed a sales organization that proactively supports the growth of a company.
  • Be able to build smooth internal relationships and participate in the further development and management of external relationships.
  • Possess well-developed skills in business, financial management, sales strategies and tactics, as well as in long term relationship building.
  • Possess strong personal leadership skills and a proven track record in developing, building, and driving the sales function for healthcare services companies. Must have the ability to be hands-on and successfully accomplish the sales function build-out on scale with the growth of the business and the market.
  • Possess an ability to relate closely to the customers and their needs and the ability to stay on top of the constantly changing marketplace as it relates to the company's products, services, and customer applications.
  • Be able to stay on top of the constantly changing healthcare marketplace as it relates to the company's products, services and customer applications in order to strategically position the company ahead of the competition.
  • A Bachelor's degree is required and a Master's degree (MBA) or equivalent is preferred.
  • Possess a proven track record of success in sales for a minimum of 10-15 years and, in particularly, within sales management. This experience will be with organizations ideally in the auto insurance and workers compensation technology/healthcare services industry.