AVP, Sales

Reporting to the Chief Revenue Officer the AVP, Sales position will be responsible for executing on the continued development of new business opportunities within an assigned region. With a primary focus new business growth, the AVP, Sales will hunt new logos to achieve organic growth goals. The successful AVP, Sales will be expected to possess notable Health & Benefits knowledge, industry credibility and significant, legitimate relationships within employer groups, health plans and broker/consultant agencies. In addition, this position deeply understands the different sales processes necessary to guide prospects through an often times challenging and complicated buying cycle.

The AVP, Sales will join the revenue generation team in the continued development and implementation of strategic growth plans that will enable the organization to achieve both short-term and long-term objectives.  In addition, by way of the candidate’s prior experience, the AVP, Sales will be viewed as an expert as it pertains to current and future issues facing our marketplace today, and how Uprise Health solutions can be utilized in response to these issues.

Essential Duties and Responsibilities

• Builds and manages sales pipeline, qualifies, and prioritizes prospects based on needs, estimated annual enrollment size, win probability, and speed of sale and implementation in order to grow revenue and market share.
• Meets and exceeds annual sales quota.
• Leverages existing relationships in the benefits space to make introductions and generate new business opportunities
• Educates prospective clients as well as brokers and consultants about effective new digital solutions and presents the value proposition by positioning Uprise Health effectively versus incumbents or alternatives and uncovers decision influencers, makers, process, primary drivers, and timing.
• Positions and differentiates Uprise Health from competitors in the hearts and minds of the clients, brokers and consultants in a clear and compelling manner.
• Provides real-time feedback, market insights, and recommendations to business leaders regarding competitive products and  services, client needs and opportunities, and industry trends.

Essential Education and Experience

• Minimum Seven (7) years in a sales role in the Employee Benefits space
• Demonstrated track record of meeting or exceeding sales quotas.
• Strong track record of sales in the Employee Benefits space, including a strong network of relationships with key trustees and brokers.
• Experience working within behavioral or mental health or chronic condition management, specialized software/solutions providers, or related businesses serving the healthcare and benefits industries.
• Adept at territory planning & management, prospect qualification, pipeline prioritization, negotiations, closing deals, and driving rapid growth through large corporate accounts.
• Skilled at presenting the total value proposition of a solution including economic ROI, clinical efficacy, consumer experience, administrative ease, and other client benefits based on their needs.
• Experienced with CRM platforms, ideally Salesforce.com, and appreciation/diligence around leveraging the CRM as the “source of truth.”
• Professional demeanor that instills trust and credibility, executive presence with strong interpersonal skills, clear/concise/compelling verbal and written communication, and effective presentation skills with the ability to overcome skepticism, concerns, and objections to new products and technologies.
• Knowledge and understanding of health insurance, benefit plans, claims administration, medical cost trends as well as key drivers of healthcare cost.
• Ability to travel judiciously and as appropriate to advance the sales process.

Working Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee regularly works near office equipment (telephone, computer) and other employees. The employee works in normal office conditions where there is no physical discomfort due to temperature, dust, noise, etc. Verbal and written communication, telephone usage, filing, sitting, typing, driving, reading and carrying required to perform the essential functions of this job.