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About the Role

The Strategic Relationship Partner, Enterprise will report to the Vice President, Enterprise Growth. This role is responsible for pursuing new strategic opportunities and developing win-win relationships with key accounts to enable cross-selling. You will lead enterprise-level business pursuits, focusing on commercial and public sector employers, and government health departments and agencies. Own and lead the full capture lifecycle from opportunity qualification through to contract close, acting as a trusted advisor and single point of accountability for strategic accounts.

Responsibilities

Lead enterprise-level business pursuits, with a focus on commercial and public sector employers (e.g., municipalities, universities, hospitals, and schools) and federal and provincial health departments and agencies
Own and lead the full capture lifecycle from early opportunity qualification through to contract close
Advise and support Line of Business (LOB) Business Development Managers and other teams as required to help them convert qualified leads into new business
Act as a trusted advisor and one point of accountability for strategic accounts, including oversight over account management at the Line of Business (LOB) level
Develop a deep understanding of client needs and maintain relationships at the top level in the client organization
Meet or exceed Enterprise-level sales objectives (gross and net revenue) and individual lead and sales quotas, including specific cross-selling targets
Lead the development and execution of win strategies for qualified enterprise opportunities including shaping deal strategy, validating pursuit investment, competitive positioning, stakeholder engagement plans, and differentiated win themes aligned to client objectives and evaluation criteria
Orchestrate end-to-end sales and capture activities mobilizing cross-functional teams (sales, product, information technology, implementation, compliance, privacy, legal, pricing, and executives), governing deal milestones, managing risks and dependencies, and ensuring all proposal, presentation, and negotiation inputs are strategically aligned to maximize win probability and successfully close enterprise deals
Develop a strong network of relationships with marketplace stakeholders, including prospects, advisors, carriers and payors, employer groups, government officials, unions, think-tanks and consulting companies, etc. to stay on top of market trends and new business opportunities
Take an enterprise-wide, solutions-driven approach, matching prospect and client needs and problems with the appropriate products and services, including Group Benefits, Health, Services, and Administration, and Pharmacy
Support individual Business Development Managers and Account Managers across all lines of business through market intelligence, application of strategic selling methodologies, participation in presentations, proposal content, bid strategy and soliciting existing client feedback
Work with Marketing and Communications to develop marketing materials to support cross-sell initiatives and focused business development campaigns involving thought leadership, cross-sell collateral, events and digital engagement to drive leads and qualified opportunities

Requirements

10 years of experience, with at least 5 years in a sales, business development or other client-facing role (e.g. consulting, government relations)
Proven record of success in growing and maintaining a book of business or otherwise driving revenue for an organization
Experience working in employee benefits, human resources, social services, health care or a related industry
Experience working for, consulting, or selling to governments, health agencies or other public sector organizations, including an understanding of procurement practices and buying needs
Familiarity with health innovation and technology trends, such as virtual care, personalized medicine, genomics, or other applications of digital technology and data analytics
Excellent presentation and communication skills (written and oral)
Outstanding interpersonal skills and ability to influence desired outcomes within organizations and with external stakeholders
Superior organizational and time management skills, with flexibility, adaptability, and the ability to prioritize tasks and set objectives with limited direction from their leader
Superior analytical, problem-solving skills and solution-based selling skills
Results-oriented, exhibiting drive, determination, and initiative to meet objectives
Strong communications skills, including proposal writing, public speaking, and presentation development
Valid driver’s license and ability to travel
Proficiency in English is required for this position
Bilingualism (English & French) is a plus
Experience with industry-leading strategic selling methodologies, pipeline/funnel management practices, and customer relationship management tools, such as Microsoft Dynamics is a plus

Skills

Sales
Business Development
Client-facing
Consulting
Government Relations
Employee Benefits
Human Resources
Social Services
Health Care
Public Sector Sales
Health Innovation
Technology Trends
Virtual Care
Personalized Medicine
Genomics
Digital Technology
Data Analytics
Presentation Skills
Communication Skills
Interpersonal Skills
Organizational Skills
Time Management Skills
Analytical Skills
Problem-Solving Skills
Solution-Based Selling
Proposal Writing
Public Speaking
Strategic Selling Methodologies
Pipeline Management
Funnel Management
Customer Relationship Management (CRM)
Microsoft Dynamics

Location

Remote

Work Type

Full-time

Experience Level

10 years of experience
5 years in a sales, business development or other client-facing role

Education Level

Post-secondary degree or diploma

Salary/Compensations

CAD $74,269.00 - 92,837.00

About the Company

GreenShield is a non-profit social enterprise that brings worlds of coverage and care together. Founded in 1957 by pharmacist William Wilkinson, the company introduced North America’s first prepaid drug plan with a mission to support better health for all Canadians. They are noble challengers, purposefully building a better way and seeking employees to help create a more holistic approach that takes care of the mind and body. Their mission is to create better health for all Canadians, starting with their employees. They believe a career should be meaningful, not just a means to earn a living. Their culture is one where everyone's voice is heard and valued, daring to challenge the status quo. They believe their workplace should empower employees to be the best version of themselves, providing a place to be inspired, challenged, and rewarded. They believe their people are critical to their overall success, and inclusivity makes them a stronger, smarter, and more informed organization. Being intentionally inclusive of diverse backgrounds, perspectives, and experiences enhances their company culture and positively impacts how they support their communities. A career at GreenShield is about making a difference together.

Equal Opportunity

GS supports diversity, equity and inclusion in our teams and communities, and we value the unique contributions made by all. Even if your experience doesn’t align perfectly to every requirement, we invite you to apply. We encourage applications from all candidates and will accommodate needs under human rights legislation throughout all stages of the recruitment and selection process. Please let us know of any accommodation through requestforaccommodation@greenshield.ca. Information received relating to accommodation will be addressed confidentially.