STRATEGIC RELATIONSHIP MANAGER (HYBRID)

Green Shield Canada•Toronto, ON

5d•CA$74,269 - CA$92,837•Hybrid

About The Position

GreenShield is a non-profit social enterprise dedicated to improving the health and well-being of all Canadians. Founded in 1957, GreenShield was the first to introduce a prepaid drug plan in North America. Today, it uniquely combines coverage and care, aiming to foster a holistic approach to health that addresses both mind and body. The organization is seeking a Strategic Relationship Manager to join their team and contribute to their mission of creating better health for all Canadians, starting with their employees. This role is crucial in pursuing new business opportunities and nurturing strategic partnerships to drive growth and cross-selling initiatives within the enterprise sector.

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.
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.
Post-secondary degree or diploma.
Proficiency in English is required.

Nice To Haves

Bilingualism (English & French).
Experience with industry-leading strategic selling methodologies, pipeline/funnel management practices, and customer relationship management tools, such as Microsoft Dynamics.

Responsibilities

Pursue new logos (strategic opportunities) and develop win-win relationships with strategic accounts, including key advisors, to enable cross-selling.
Lead enterprise-level business pursuits, focusing on commercial and public sector employers (municipalities, universities, hospitals, schools) and federal/provincial health departments and agencies.
Own and lead the full capture lifecycle from early opportunity qualification to contract close.
Advise and support Line of Business (LOB) Business Development Managers and other teams in converting qualified leads into new business.
Act as a trusted advisor and single point of accountability for strategic accounts, including oversight of account management at the LOB level.
Develop a deep understanding of client needs and maintain relationships at the top level within client organizations.
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, IT, implementation, compliance, privacy, legal, pricing, 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, payors, employer groups, government officials, unions, think-tanks, and consulting companies, to stay informed on market trends and new business opportunities.
Take an enterprise-wide, solutions-driven approach, matching prospect and client needs with appropriate products and services (Group Benefits, Health, Services, Administration, Pharmacy).
Support individual Business Development Managers and Account Managers across all lines of business through market intelligence, strategic selling methodologies, participation in presentations, proposal content, bid strategy, and soliciting client feedback.
Collaborate with Marketing and Communications to develop marketing materials for cross-sell initiatives and business development campaigns, including thought leadership, collateral, events, and digital engagement.