Sales - DIRECTOR OF SALES - STRATEGIC

Empyrean Benefit Solutions

2d • Onsite

About The Position

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 (1,500 -5k). 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.

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
• Bachelor’s degree preferred but not required
• In lieu of Bachelor’s degree, equivalent years of experience in sales, business analytics, management information systems, human resources management, benefits administration or a related field
• 3+ years of experience selling technology and services to Strategic Employer (1,500 -5k)
• Overall 8+ years of experience
• Proven experience in building and developing client relationships with Brokers, Consultants and Employers
• Relationship building experience necessary
• Channel sales experience preferred
• Experience in selling HCM, payroll, health and welfare benefits or benefits administration Services
• Any equivalent combination of education, experience, and training that provides the required knowledge, skills, and abilities will be considered

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 our company’s products and services, starting with a deep and comprehensive understanding of those products and services
• Demonstrate knowledge, delivery skills and techniques for educating influencers and employers of the Empyrean products and service delivery
• Responsible for engaging channel partners such as brokers, consultants, advisers and carriers to build relationships that lead to qualified leads
• Responsible for engaging 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
• Precise and detailed activity tracking utilizing the 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
• Demonstrates strong sales strategy ability, crafting and presenting client offers and helping 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
• Effectively partner, develop and own deal strategy with your sales leader, the transition team, and other sales support resources at the appropriate time in the selling process.
• 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 your 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 in the development and support of you market activities.
• Develop and manage marketing campaigns in partnership with marketing and your sales leader
• Perform other duties as assigned

What This Job Offers

• Job Type: Full-time
• Career Level: Director