During your first 30 days, you will:

• Quickly develop an understanding of our products and become highly knowledgeable with our offerings
• Partner with the VP 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 other RVPs on Sales calls for learning purposes

During your first 60 days, you will:

• Establish your sales territory and familiarize yourself with potential clients
• Make introductions to your network and future clients regarding Included Health
• Begin to secure meetings with target organizations, and to conduct joint Sales meetings with VP and/or other senior Sales professionals

During your first 90 days, you will:

• Schedule and conduct client meetings
• Create the beginnings of a sales pipeline
• Finalize your Sales plan and secure sign-off from VP

Responsibilities:

• Sales Strategy
• New business: Refine the prospect pool in your territory to optimize Included Health momentum and visibility within targeted, high priority opportunities
• Expansion with current clients: Identify opportunities for Included Health to scale service footprint within existing clients
• Build and manage pipeline to close deals and meet quarterly objectives
• Identify and prioritize key industry/trade events impacting your territory


• Fieldwork
• Establish and nurture productive working relationships with key Consultants in assigned territory (leverage model)
• Cultivate opportunities by working with leaders, buyers, influencers, and decision makers at target entities to understand their objectives, and position Included Health attractively in light of their overall employee benefits strategy
• Travel as necessary to attend industry events, meet with key stakeholders at prospect organizations, and the like
• Network with industry peers to gain broader and deeper relationships within your market


• Internal
• Focus on process improvements that continue to improve our sales cycle and frameworks
• Maintain CRM hygiene and diligence in tracking / recording all work activities to ensure accurate forecasting
• Represent Included Health culture and passion for enabling better health in all business dealings
• Partner internally with carrier relations, consultant relations, GTM Ops, and other groups to optimize efficiency and momentum 
• Partner internally with Client Success Managers to ensure smooth on-boarding and relationship transition of new client accounts, and ongoing relationship development with existing accounts that can expand in the future

Requirements:

• Solid knowledge of healthcare benefits landscape and evolution
• Proven track record in public sector health/wellness/benefits sales, consistently meeting / exceeding large yearly quotas
• Strong relationship building ability; you like building and finding win-win agreements
• Successful experience closing deals in complex, multi-stakeholder environments
• Experience successfully selling discretionary, complex services with long sales cycles
• Consultative approach to sales (strong discovery skills to understand pain-points of clients and addressing their needs through solutions selling)
• Strong references from clients and influencers you’ve worked with in the past
• Knowledge of Salesforce CRM
• Domestic travel as needed to fulfill job responsibilities