Vice President of Sales, Labor & Trust

Carrum Health•,

18d•Remote

About The Position

At Carrum, we are transforming how we pay for, deliver and experience healthcare. If you are passionate about changing healthcare and want to finally get rid of surprise bills, poor quality, and high prices, while thriving in an entrepreneurial, cutting-edge environment, we would love to connect with you. In 2014 Carrum reinvented the Centers of Excellence (COE) category in digital health. Today, 95% of the US population lives within 50 miles of a Carrum COE and our providers rank in the top 10% nationally. Our team’s execution has been recognized by the venture community and we’ve raised more than $96M in aggregate from investors like OMERS, Tiger Global Management and Wildcat Ventures. Our impact has been externally proven in a 2021 RAND Corporation study [https://www.carrumhealth.com/rand-corp-study-bundled-payments-save/] and featured as a Harvard Business School (HBS) case study [https://www.hbs.edu/faculty/Pages/item.aspx?num=51867]. Reporting to the Head of Sales, the Vice President of Sales, Labor & Trust will be joining our growing sales team, supporting our expansion efforts. A Taft-Hartley Sales Representative in digital healthcare is a specialized sales role responsible for driving new bookings and revenue growth by selling Carrum Health services to labor unions, multiemployer health funds, and Taft-Hartley trusts. This position requires a deep understanding of the unique governance, funding, and decision-making processes of these organizations, along with strong consultative selling skills. Your proven track record of growing revenue-generating opportunities and client expansion in the labor & trust market will be invaluable to our key growth goals. As a pivotal member of the team, you’ll collaborate internally, as well as engage strategically, with external stakeholders to acquire new clients. The salary range for this role is $180,000- $200,000, depending on geography and level of experience, plus equity and variable compensation.

Requirements

Proven success with 10+ years of B2B healthcare or benefits sales experience, ideally with a focus on the labor, union, or public-sector markets.
Deep familiarity with union benefit structures, including health and welfare funds and their specific governance and procurement processes.
Exceptional verbal and written communication, presentation, and negotiation skills, with the ability to influence C-level and trustee stakeholders.
Strong business acumen and data analytics skills to build business cases, analyze performance, and articulate value-added solutions.
A proactive, self-directed, and results-oriented mindset with the ability to work independently and manage a large territory.
Ability to travel nationally as required to meet clients and attend industry events (approx. 50%).
Licensing: Must possess or be eligible to obtain necessary general health insurance licenses within a specified timeframe (e.g., 90 days of hire)
Experience selling health technologies, medical insurance, employee benefits, SaaS or consulting solutions in the employer market, targeting all levels of organizations with a focus on CFO, HR or benefits professionals
Demonstrated ability in developing and successfully carrying out sales and marketing strategy (e.g., customer segmentation, sales process and organization design, and performance management)
Proficiency in all aspects of the sales process including: performing initial outreach, developing relationships, negotiating and closing contracts and managing ongoing relationships
Outstanding customer focus and professionalism to clarify and validate client needs on an ongoing basis
Entrepreneurial and resourceful — As an early member of a startup, we need people who can find creative ways to make a big impact quickly and without much direction.
Experience handling deadlines, keeping many balls in the air, and prioritizing work in a fast-paced, dynamic environment.
Passion for collaborating cross-functionally with sales, operations, client success, data, and product teams to ideate, complete projects, and drive impactful results.

Responsibilities

Execute Carrum’s market strategy to drive revenue opportunities with labor unions, multi-employer health funds, and Taft-Hartley trusts.
Lead the sales process by identifying, engaging, scoping and executing sales opportunities with sophisticated buyers
Build and develop relationships with targeted brokers and consultants to build pipeline
Establish communication strategies for sharing market feedback with the company
Establish mechanisms to effectively manage and report on the sales pipeline
Collaborate with the Chief Commercial Officer to reflect the company’s vision for growth and expansion into an effective business plan
Manage effective communication of the Carrum value proposition, product features and partnership expectations with both prospects and clients
Strong execution of phone/web/in-person meetings, follow-through, contracting and transition to the requisite implementation teams
Sales Cycle Management: Own and manage the entire sales cycle within the labor and trust segment, from prospecting and pipeline generation to contract negotiation and closing deals.
Relationship Building: Establish and maintain trusted relationships with key stakeholders, including union trustees, fund administrators, and benefits consultants.
Strategic Planning: Develop and execute targeted go-to-market and client retention strategies tailored to the specific needs of the labor market.
Consultative Selling: Lead consultative sales conversations to uncover needs, align on outcomes, and clearly articulate the value proposition and ROI of digital health solutions to trustees, union members, and their families.
Product Expertise: Maintain in-depth knowledge of the company's digital health product portfolio, industry trends, healthcare economics, and cost containment strategies.
Collaboration: Partner effectively with internal teams (general managers/ clinical, marketing, legal, customer success) to ensure tailored proposals that meet compliance and member needs.
Industry Representation: Represent the company at labor conferences, trustee summits, and industry forums to build brand awareness and generate pipeline opportunities.
Documentation and Reporting: Utilize CRM software (Salesforce) to document sales activities, manage pipelines, and report on progress.