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Sales Executive - Work Partners

  • Job ID: 772715
  • Status: Full-Time
  • Regular/Temporary: Regular
  • Hours:
  • Shift: Day Job
  • Facility: UPMC Health Plan
  • Department: Administration
  • Location: , IL
  • Union Position: No
  • Salary Range: $0 / hour

Description

Work Partners is seeking an experienced sales-minded candidate for their Midwestern Sales Executive role.  Qualified candidates must be located in the Midwestern United States in local proximity to a large city with access to a major airport in order to be considered for this role, as travel is a significant aspect of the position.

The Sales Executive is responsible for driving new business while coordinating sales and marketing efforts for WorkPartners’ full suite of services within their designated regional area of responsibility.  The Sales Executive will bring a consultative, strategic approach in managing their region and look to help customers optimize their total human capital costs.  The individual services offered will include advanced data analytics, data aggregation, clinical management, absence management, wellness, EAP, benefit administration and workers compensation TPA.  Additionally, the Sales Executive is specifically responsible for identifying and building relationships with key broker groups within their regional area leading to RFP opportunities from those same brokers.

 

Responsibilities will include strategic selling, cold calling and developing a regional pipeline that is sourced both directly with customers as well as opportunities that are broker-generated.  The Sales Executive will lead and coordinate RFP responses with Sales Leadership, Proposal team members, account managers and lines-of-business.  

The Sales Executive will also be responsible for maintaining a strong understanding of the competitive landscape within their territory and identifying opportunities to cross-sell other WorkPartner services to existing customers within their region. 


Responsibilities:

  • Expand understanding of market conditions and develop expertise on the industry, competition, and relevant business trends. Advise senior sales leadership on findings and potential new opportunities.
  • Establish and maintain strong long-term relationships with potential business opportunities and identify future growth opportunities for new services.
  • Coordinate development activities with Sales Management, Commercial Health Plan peers, Lines-of-business; account management and proposal team.
  • Coordinate, monitor, and help facilitate integration of WorkPartners services to new clients. Work closely with Sales and Account Managers to ensure account expectations are met related to service, pricing and support.
  • Ensure the efficient adherence to certain administrative duties, including timely completion of expense reports, use of automation tools such as CRM, bi-weekly detailed sales metric reporting and analysis, and business planning.
  • Coordinate account implementation activities for new or existing accounts.
  • Ensure that the contracting process is satisfied and act as the lead in bringing all contractual matters to a close, including the hand-off to the Account Management team for ongoing administration, billing establishment, etc.
  • Facilitate smooth transition following the signing of new contracts by educating all staff about the company/organization and personal introduction of the Account Representative assigned to the designated company/organization contact in an introductory/transition meeting.
  • Support WorkPartners’ projected annual growth through lead generation, qualifying leads, managing the sales process, and closing new contracts. This will involve strategic selling, cold-calling, traveling to meet with prospects, brokers, consultants, vendors and insurance carriers, attendance/participation in various conferences, and presentations to both large and small groups at all levels of management to successfully win new business.
  • Penetrate and build relationships with business organizations and associations within the region.
  • Develop and maintain Broker and Association relationships to leverage pipeline development, new sales growth, and build a brand name within region.
  • Maintains and updates all opportunities, contacts, and activities into Salesforce and maintains current data on all opportunities and contacts.
  • Lead and manage all RFP requests within region in a timely fashion and coordinate with lines-of-businesses and proposal team on the RFP as well as all finalist presentations. 
  • Maintain regular communications with sales leadership and participate in required trainings and team meetings.

Qualifications

  • Bachelors degree in business administration, marketing or a related field is required.
  • A minimum of five years of experience in an outside sales role is also required.
  • Previous healthcare or health insurance industry experience is preferred.
  • Successful business-to-business sales experience with experience selling to the senior executive level is highly desired.
  • Professional services or employee benefits sales experience is highly preferred.
  • Knowledge of employee benefit plans and plan design is required.
  • Software sales experience considered a plus.
  • Ability to learn, understand and champion sales processes/campaigns.
  • Professional demeanor and strong verbal and written communication skills.
  • Good organizational and time management skills.
  • High level of comfort with group presentations and public speaking.
  • Ability to apply critical thinking, make sound judgements, and pay attention to detail.
  • Ability to work within team environments in a high pace office environment.
  • Proficiency in Microsoft Office products (Excel, Word, Outlook, PowerPoint).
  • Demonstrated ability to manage pipeline data and measure performance standards to ensure achievement of sales goals.
  • Ability to travel 25-50% is required.

    Licensure, Certifications, and Clearances:
    UPMC is an equal opportunity employer. Minority/Females/Veterans/Individuals with Disabilities



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   Current UPMC employees must apply in HR Direct

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