Sales - DIRECTOR OF SALES - STRATEGIC - Southeast Region
Friday, September 13, 2024
Company Description
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.
ESSENTIAL DUTIES AND 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.
- 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.
- 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 your market activities.
- Develop and manage marketing campaigns in partnership with marketing and your sales leader.
- Perform other duties as assigned.
REQUIRED SKILLS AND ABILITIES
- 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.
KNOWLEDGE, EXPERIENCE AND/OR EDUCATION REQUIREMENTS
- 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).
- Proven experience in building and developing client relationships with Brokers, Consultants, and Employers.
- Relationship building experience necessary.
- 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.
OTHER REQUIREMENTS
Empyrean is an Equal Opportunity Employer: including disability and veterans.
- Travel Required: Yes
- Travel %: 50
- Job Start Date: Friday, September 13, 2024
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