Our Public Sector Sales RVP will help us further our mission of raising the standard of care for everyone by selling the Included Health suite of products to public sector organizations, enabling them to offer a world class healthcare experience to members, while simultaneously reining in costs for the plan and their participating entities.

As a Public Sector Sales RVP, your role will be to identify, pursue and close business with public sector organizations within your territory, focusing on groups with 5,000+ employees or members. This role includes opportunities with state benefit plans, school districts, public sector risk pools, quasi-government groups, JPAs, and similar multi-entity groups, and the federal government. You will be responsible for territory strategy, prospecting, and leading the end-to-end sales process which may include responding to RFPs (with the support of our proposal team).

Through a consultative approach, you’ll work directly with leadership/buyers at the public sector plans and leverage your relationships with relevant brokers, consultants, TPAs, carriers, and other organizations in the space that influence public sector purchasers. You’ll also represent Included Health at relevant industry events and conferences, with the support of our events team. You will also build relationships with Public Sector Account Managers at health plan partners to drive pipeline and sell Included Health products through contracts with our health plan partners.

This role is responsible for new logo sales and expansion with current public sector clients.

During your first 30 days, you will:

Partner with the Division VP to come up to speed quickly on respective market dynamics, prospects, and open opportunities
Quickly develop an understanding of our products and become highly knowledgeable with our offerings
Begin to tap your strong network of buyers and/or influencers to identify new sales opportunities
Ride along with other Sales RVPs on client calls for learning purposes

During your first 60 days, you will:

Develop account plan and outreach strategy for high-priority prospects, including competitive research, “win themes” and stakeholder mapping
Lead your first discovery call(s) with prospective clients and speak confidently to the value proposition of our products and services
Conduct joint Product Overview meetings with Division VP and/or other senior Sales professionals with prospective clients
Secure meetings with target organizations

During your first 90 days, you will:

Continue to tap your strong network of buyers and/or influencers, attending in-person meetings or conferences to deepen relationships
Engage Included Health SMEs and Executive team to inform product strategy and stakeholder management for high-priority prospects
Independently lead Product Overview meetings with prospective clients

Responsibilities

Sales Strategy
New business: Refine the priority list of prospects in your territory and proactively build partnerships with new logos
Expansion with current clients: Identify opportunities to scale service footprint within existing clients
Build and manage pipeline to close deals and meet quarterly objectives
Identify and prioritize key industry/trade events impacting your territory
Fieldwork
Establish and nurture productive working relationships with key Consultants in assigned territory
Cultivate opportunities by working with leaders, buyers, influencers, and decision makers at target entities to understand their objectives, and position Included Health attractively in light of their overall employee benefits strategy
Travel as necessary to attend industry events, meet with key stakeholders at prospect organizations, and the like
Network with industry peers to gain broader and deeper relationships within your market
Internal
Focus on process improvements that continue to improve our sales cycle and frameworks
Maintain CRM hygiene and diligence in tracking / recording all work activities to ensure accurate forecasting
Represent Included Health culture and passion for enabling better health in all business dealings
Partner internally with carrier relations, consultant relations, GTM Ops, and other groups to optimize efficiency and momentum Partner internally with Client Success Managers to ensure smooth on-boarding and relationship transition of new client accounts, and ongoing relationship development with existing accounts that can expand in the future

Requirements

Solid knowledge of healthcare benefits landscape and evolution
Proven track record in public sector health/wellness/benefits sales, consistently meeting or exceeding large yearly quotas
Strong relationship-building ability; you like building and finding win-win agreements
Successful experience closing deals in complex, multi-stakeholder environments
Experience successfully selling discretionary, complex services with long sales cycles
Strong discovery skills to understand pain-points of clients and addressing their needs through solutions selling
Strong references from clients and influencers you’ve worked with in the past
Knowledge of Salesforce CRM
Domestic travel as needed to fulfill job responsibilities

Physical/Cognitive Requirements

Prompt and regular attendance at assigned work location.
Ability to work shifts of at least 8 hours, 40 days per week.
Ability to thrive in a fast-paced, high-intensity work environment.
Ability to remain seated in a stationary position for prolonged periods.
Requires eye-hand coordination and manual dexterity sufficient to operate keyboard, computer and other office-related equipment.
No heavy lifting is expected, though occasional exertion of about 20 lbs. of force (e.g., lifting a computer / laptop) may be required.
Ability to interact with leadership, employees, and members in an appropriate manner.