Job Summary:
Our Strategic Enterprise Sales RVP helps us further our mission by selling the Included Health’s suite of products to enterprise customers (20,000+ employee population), so these large employers can offer a world class healthcare experience to their employees and employees’ family members. As a Strategic Enterprise Sales RVP, your role will be to identify, pursue and close business with self-funded employers, within your territory. Through a consultative approach, you will work both directly with senior Compensation & Benefits / Total Rewards leadership as well as with their trusted advisors and consultants.
Responsibilities:
During your first 30 days, you will:
- Onboard with the Included Health’s team, attend GTM training and engage in internal learning
- Quickly develop an understanding of our products and become highly knowledgeable with our offerings
- Partner with Included Health 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 VP and other sales reps on Sales calls for learning purposes
During your first 60 days, you will:
- Establish your sales territory and familiarize yourself with potential local enterprise customers
- Make introductions to your network and future customers regarding Included Health
- Work with Included Health’s VP to secure meetings with target enterprise organizations and to conduct joint Sales meetings with VP and/or other senior Sales professionals
During your first 90 days, you will:
- Establish your sales territory and familiarize yourself with potential local enterprise customers
- Make introductions to your network and future customers regarding Included Health
Responsibilities:
- Work with benefits and employee rewards professionals within target companies to incorporate Included Health into their employee benefits offerings
- Expand Included Health’s customer base by selling throughout your assigned territory
- Identify opportunities for Included Health to scale service footprint within enterprise customers
- Focus on process improvements that continue to improve our sales cycle and frameworks
- Establish and further 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 Included Health’s culture and passion for enabling better health in all business dealings
- Travel as necessary
Required Qualifications:
- 12+ years of enterprise sales experience, including significant experience selling complex healthcare benefits, wellness, or adjacent solutions to enterprise organizations
- Demonstrable track record of successfully selling into large enterprise SE customers
- Solid knowledge of healthcare benefits landscape and evolution
- 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 enterprise segment
- Successful experience working with decision-makers at the highest levels within organizations
- Experience successfully selling complex products / services with long sales cycles
- Consultative approach to sales (understanding pain-points of customers and addressing their needs through solutions selling)
- Solid understanding of customer and revenue generation
- Strong referenceable enterprise customers
