Vice President of Sales, East Region

AE Perkins

About The Position

The Regional Vice President of Sales is responsible for leading, managing, and coaching a team of sales professionals to achieve and exceed sales targets. This role requires a blend of hands-on sales strategy, team development, and key customer relationship management within the benefits administration industry, with a primary focus on Flexible Spending Accounts (FSA), Health Savings Accounts (HSA), and COBRA administration. The RVP will be accountable for driving regional revenue growth and market share while fostering a high-performance, collaborative sales culture.

Requirements

Benefits Administration: A deep and comprehensive understanding of the products being sold, including the technical, legal, and operational aspects of FSA, HSA, and COBRA administration. This knowledge allows the RVP to coach their team effectively and act as a subject matter expert in high-level client discussions.
Sales Methodologies: Proficiency in various sales methodologies (e.g., Challenger Sale, SPIN Selling, Sandler Selling) and the ability to train their team on them.
Market & Competitive Landscape: In-depth knowledge of the regional market, including key competitors, pricing strategies, market trends, and regulatory changes in the benefits space.
Financial Acumen: A solid grasp of sales forecasting, budgeting, pipeline management, and P&L statements. This includes understanding the financial levers that drive business performance.
CRM Systems: Expertise in using and coaching others on CRM software like Salesforce to manage pipelines, analyze data, and report on team performance.
Strategic Selling: The ability to think beyond a single transaction and develop long-term, strategic plans for key accounts and major opportunities. This includes navigating complex organizational structures and multi-stakeholder deals.
Negotiation: Advanced negotiation skills to secure favorable terms, handle complex objections, and close high-value deals. An RVP must also be able to coach their team on these skills.
Value-Based Selling: The skill to move conversations away from price and a focus on features and towards the quantifiable value and ROI of their solutions. This is crucial for maintaining margins and winning against competitors.
Networking & Relationship Building: The ability to build and nurture a wide network of contacts, including C-suite executives, key brokers, and industry influencers.
Leadership: The ability to inspire, motivate, and set a compelling vision for the sales team. This involves leading by example and fostering a positive and results-driven culture.
Coaching & Mentoring: The capability to provide constructive, actionable feedback and personalized coaching to help each team member improve their skills and reach their full potential. This involves asking probing questions, active listening, and providing effective guidance.
Talent Management: The ability to identify, recruit, train, and retain top sales talent while managing underperformers.
Communication: Excellent verbal, written, and presentation skills to effectively communicate with their team, senior leadership, clients, and external partners.
Adaptability: The ability to adapt to changing market conditions, business strategies, and organizational priorities while guiding their team through the changes.
Strategic Thinking: The capacity to analyze complex problems, anticipate market shifts, and formulate long-term strategies to achieve regional growth objectives.
Excellent verbal and written communication skills, with a professional demeanor and positive attitude.
Ability to listen effectively, analyze client needs, and offer appropriate solutions.
Strong time management abilities to prioritize tasks effectively and meet tight deadlines.
Capability to thrive in a fast-paced, high-volume work environment, such as sales, collections, telemarketing, or customer service.
Bachelor’s Degree required, MBA in Business is preferred, but not required.
5-10 years of B2B sales experience or business-to-consumer service experience
5-10 years of Sales Management experience with a proven track record of success leading regional teams

Nice To Haves

Experience selling employee benefits is preferred
Experience in business development, customer engagement, or account management is an advantage.
Experience in building relationships and engaging with clients in a B2B environment.
Proficient in CRM tools (Salesforce), Google Suite Apps products (Sheets, Docs, Slides), and internet search tools for prospecting.
Experience using CRM systems for tracking sales activities and managing client data.
Comfortable with technology and tools used for virtual presentations and communication (e.g., Zoom, Teams).

Responsibilities

Supervise a regional sales team to meet and exceed assigned revenue and activity quotas.
Set and monitor individual and team performance metrics, providing regular feedback and conducting formal performance reviews.
Recruit, interview, and onboard new sales talent to expand the team's capabilities and regional presence.
Develop and implement strategic regional sales plans that align with company goals and market opportunities.
Manage a regional budget and sales forecast, ensuring accurate pipeline reporting and sales projections.
Coach and mentor sales team members on effective sales methodologies, negotiation tactics, and strategic account management.
Conduct regular pipeline and deal reviews to provide strategic guidance and remove roadblocks for the team.
Facilitate training sessions on product knowledge, market trends, and competitive landscape to ensure the team is well-equipped.
Provide personalized feedback to help each team member develop their skills and achieve their full potential.
Foster a culture of continuous learning and professional growth.
Lead the team in selling and positioning the company's full suite of benefits administration services, with an emphasis on FSA, HSA, and COBRA administration.
Personally manage and close a select number of high-value, strategic accounts within the region.
Analyze market trends, competitor activities, and client needs to identify new business opportunities and refine sales strategies.
Collaborate with marketing, product, and operations teams to provide market feedback and ensure customer needs are met.
Build and maintain strong, long-term relationships with key clients, brokers, and channel partners.
Act as a point of escalation for complex client issues, ensuring high levels of customer satisfaction and retention.
Represent the company at industry events, conferences, and trade shows to build brand recognition and network with key decision-makers.
Ensure the team effectively manages the entire sales lifecycle, from lead generation and qualification to closing and a smooth client handoff to account management.
Act as a brand ambassador for Ameriflex by communicating the value of the company's solutions over the phone, virtually, and in person.
Continuously learn about Ameriflex products, services, and the employee benefits market to enhance sales effectiveness.
Partner with internal teams to refine sales strategies and improve client acquisition approaches.
Identify opportunities to enhance sales processes and contribute to the development of best practices within the sales organization.
Maintain proper business etiquette and professionalism in all communications, including email, phone calls, and in-person meetings.

Benefits

Medical Insurance
Vision Insurance
Dental Insurance
401(k) Matching
Flexible Spending Accounts
Health Savings Accounts
Disability & Life Insurance
Employee Assistance Program
LegalShield
ID Shield
Commuter Reimbursement Plan
Tuition Reimbursement
Bonus Pay
Commission is paid on actual revenue invoiced for services sold
Commission rates on products and services range from 8-18% depending on number of products sold, new or existing client and pricing structure
Commissions are paid with the last paycheck of each month for the revenue invoiced from the previous month
Wellable membership
Telescope Health (telehealth) through Accresa
Intellect (mental health) application
Employee engagement activities, including voluntary events, raffles, book club, and more!