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About the Role
The Director of Sales – Strategic will have a broad understanding of employee benefits technology and services. This individual will excel at generating leads, building relationships, and closing deals in the strategic employer market space (employee populations under 8,000 lives). The ideal candidate will be a quick learner with strong negotiating skills, and the ability to showcase our products and services in a compelling way. Often tasked with delivering complex presentations while leading and coordinating sales support teams, it’s essential that our sales rep be organized, personable and professional.
Responsibilities
- Accountable for achieving Annual Recurring Revenue (ARR) sales goal.
- Achieves and exceeds ARR goals through sales strategy delivery, sourcing new customers and maintaining and building productive long-term relationships with channel partners.
- Represent company’s products and services with a deep and comprehensive understanding.
- Demonstrate knowledge, delivery skills and techniques for educating influencers and employers of the Empyrean products and service delivery.
- Engage channel partners such as brokers, consultants, advisers and carriers to build relationships that lead to qualified leads.
- Engage employers directly to build relationships that lead to qualified leads.
- Prepare action plans and schedules to identify specific targets that will generate pipeline and qualified leads.
- Build a valid and qualified pipeline to exceed expectations.
- Track activities precisely and in detail utilizing company tools and following the company defined process for tracking opportunities and activities.
- Develop and implement territory action plan through comprehensive data analysis, and adjust sales techniques based on interactions and results in the field.
- Follow up on new leads and referrals resulting from marketing activity.
- Execute a consultative sales strategy.
- Craft and present client offers and help the team identify and navigate alternative paths to making the sale.
- Deliver systems demonstrations.
- Achieve sales goals by assessing prospect needs and following a defined selling process, often utilizing product demos and presentations.
- Partner, develop, and own deal strategy with sales leader, transition team, and other sales support resources.
- Develop and foster an environment of teamwork, collaboration, and trust with sales support, marketing, product, and operations.
- Collaborate with an aligned client (prospect) team to ensure mutual understanding of the opportunity and the ability to deliver on it.
- Prepare a variety of status reports, including activity, closings, follow-up, and adherence to goals.
- Partner with sales leader to identify marketing events such as seminars, trade shows, and telemarketing events; along with Empyrean supported events that will expand relationships and Empyrean brand.
- Develop and manage marketing campaigns in partnership with marketing and sales leader.
- Perform other duties as assigned.
Requirements
- Proven ability to develop and deliver presentations.
- Proven ability to develop and maintain business development territory that includes prospecting.
- Proven ability to execute a thorough sales discovery process.
- Proven negotiation and closing skills.
- Strong interpersonal and communication skills.
- Equivalent years of experience in sales, business analytics, management information systems, human resources management, benefits administration or a related field in lieu of a Bachelor's degree.
- Proven experience in building and developing client relationships with Brokers, Consultants and Employers.
- Relationship building experience necessary.
- Any equivalent combination of education, experience, and training that provides the required knowledge, skills, and abilities will be considered.
Skills
- Employee benefits technology and services
- Lead generation
- Relationship building
- Closing deals
- Negotiating skills
- Presenting products and services
- Sales strategy
- Consultative sales
- Sales discovery process
- Interpersonal skills
- Communication skills
- HCM
- Payroll
- Health and welfare benefits
- Benefits administration services
Location
- Remote
Work Type
- Full-time
- Exempt
Experience Level
- 3+ years of experience selling technology and services to Strategic Employers (employee populations under 8,000 lives).
- Channel sales experience preferred.
Education Level
- Bachelor’s degree preferred but not required.
About the Company
- Empyrean is an Equal Opportunity Employer: including disability and protected veteran status.
Equal Opportunity
- Empyrean is an Equal Opportunity Employer: including disability and protected veteran status.