Labor & Trust Sales Director at Grand Rounds in Remote

During your first 30 days, you will:

• Onboard with the Grand Rounds team in San Francisco, and engage in internal learning
• Quickly develop an understanding of our products and become highly knowledgeable with our offerings
• Partner with the appropriate Grand Rounds’ Market Lead to come up to speed quickly on respective market dynamics, targets and opportunities
• Begin developing Year 1 Sales plan
• Tap your strong network of buyers or influencers to identify major sales opportunities
• Ride along with RVP on Sales calls for learning purposes

During your first 60 days, you will:

• Establish your sales territory and familiarize yourself with potential customers
• Make introductions to your network and future customers regarding Grand Rounds
• Work with Grand Rounds Market Lead to secure meetings with target organizations and to conduct joint Sales meetings with RVP and/or other senior Sales professionals

During your first 90 days, you will:

• Schedule customer meetings
• Create the beginnings of a sales pipeline
• Finalize your Sales plan and secure sign-off from territory Market Lead (your Manager)

Responsibilities:

• Refine the prospect pool in your territory to optimize Grand Rounds’ momentum and visibility within targeted, high priority funds
• Work with trustees and administrators at target funds to incorporate Grand Rounds into their employee benefits offerings
• Forge working relationships with key healthcare Consultants in territory
• Expand Grand Rounds’ customer base by selling throughout your assigned territory
• Identify opportunities for Grand Rounds to scale service footprint within target customers
• Focus on process improvements that continue to improve our sales cycle and frameworks
• Establish and nurture productive working relationships with key Consultants in assigned territory (leverage model)
• Maintain CRM hygiene and diligence in tracking / recording all work activities to ensure accurate forecasting
• Represent Grand Rounds’ culture and passion for enabling better health in all business dealings
• Partner with internal Account Managers to ensure smooth on-boarding of account as well as transition of the relationship to Account Management
• Travel as necessary to industry events, trustee meetings, and the like
• Identify and attend key industry, trade and labor events impacting your territory
• Coordinate with other Grand Rounds team members to collaborate on targets, trades and relationships
• Infuse yourself into the relationships of existing Labor & Trust customers to seek expansion opportunities
• Network with industry peers to gain broader and deeper relationships within your market

Requirements:

• Solid knowledge of healthcare benefits landscape and evolution
• Experience with Taft Hartley Funds
• Strong relationship building ability; you like building and finding win-win agreements
• Proven ability to leverage market experts to forge relationships with target customers
• Strong track record of consistently meeting / exceeding large yearly quotas in the multiemployer segment
• Successful experience working with key decision-makers and stakeholders (Trustees, administrators, consultants, etc.)
• Experience successfully selling complex products / services with long sales cyclesConsultative approach to sales (understanding pain-points of customers and addressing their needs through solutions selling)
• Strong referenceable customers
• Knowledge of Salesforce CRM preferred