Sales Executive Southeast Territory - Individual Contributor

Abacus Health Solutions

Job Title: Sales Executive Southeast Territory – Individual Contributor

Department: Sales & Marketing

Reports To: Senior Vice President of Sales & Marketing

Location: Remote (U.S.) with travel as required

Position Summary

Abacus Health Solutions is seeking an experienced, highly motivated Sales Executive to drive growth through strategic broker, consultant, employer, and healthcare market relationships. This individual contributor role is responsible for developing and managing a robust pipeline of opportunities, with a strong emphasis on cultivating partnerships with benefits consultants, brokers, TPAs, and healthcare influencers that drive employer adoption of Abacus programs.

The ideal candidate is an exceptional presenter and relationship builder who can effectively communicate the clinical, financial, and operational value of Abacus solutions to executive audiences. This individual will serve as an ambassador for the organization, representing Abacus at industry conferences, consultant meetings, employer presentations, and finalist evaluations while consistently exceeding sales and pipeline objectives.

Primary Responsibilities

Broker & Consultant Development

• Establish and maintain relationships with national, regional, and local benefits consultants and brokerage firms.
• Develop strategic consultant influence plans to create referral opportunities and increase market awareness of Abacus solutions.
• Conduct regular outreach to consultants, brokers, TPAs, and industry partners through meetings, calls, webinars, conferences, and networking events.
• Collaborate with consultants to identify employer groups that would benefit from Abacus programs.
• Serve as the primary Abacus representative for consultant education and relationship management.
• Develop and execute annual broker and consultant engagement strategies to support new business growth.

Presentations & Business Development

• Deliver compelling presentations to C-suite executives, human resource leaders, benefits professionals, labor leaders, healthcare executives, and consultant organizations.
• Conduct prospect discovery meetings and position Abacus solutions based on client-specific challenges and objectives.
• Lead finalist presentations, proposal reviews, consultant briefings, and executive-level sales discussions.
• Present clinical outcomes, ROI analyses, engagement metrics, and healthcare cost-saving opportunities in a persuasive and consultative manner.
• Develop and customize presentation materials for different audiences, including employers, municipalities, healthcare systems, unions, and consultants.
• Represent Abacus at industry conferences, business coalitions, trade associations, and healthcare events.

New Business Sales

• Identify, qualify, and close new business opportunities across employer, public sector, healthcare, and labor markets.
• Build and manage a consistent pipeline of opportunities capable of exceeding annual sales goals.
• Develop territory and account strategies focused on expanding Abacus market presence.
• Manage the complete sales cycle from prospecting through implementation handoff.
• Coordinate closely with marketing, clinical, implementation, and executive leadership teams throughout the sales process.

Strategic Market Development

• Maintain deep knowledge of healthcare benefits, population health management, diabetes management, obesity management, GLP-1 strategies, and chronic condition management.
• Monitor competitive market trends and emerging opportunities.
• Identify new channels, partnerships, and market segments for growth.
• Provide market intelligence and consultant feedback to leadership and product teams.

Sales Operations & Forecasting

• Maintain accurate CRM records and pipeline forecasts.
• Track consultant engagement activities, presentations, proposals, and opportunity progression.
• Provide monthly sales forecasts and business development reports.
• Support RFP responses, contract negotiations, and implementation planning activities.

Required Qualifications

• Bachelor's degree or equivalent business experience.
• 5+ years of successful healthcare, benefits, digital health, or population health sales experience.
• Demonstrated success developing broker and consultant relationships that generate revenue.
• Proven ability to prospect, develop, and close complex sales opportunities.
• Exceptional presentation, public speaking, and communication skills.
• Experience presenting to executive-level stakeholders and large audiences.
• Ability to travel for client meetings, consultant visits, conferences, and presentations.
• Experience using Salesforce or comparable CRM platforms.

Preferred Qualifications

• Existing relationships within broker and consultant organizations including Aon, Gallagher, Mercer, Lockton, Brown & Brown, HUB, USI, MMA, or regional consulting firms.
• Experience selling healthcare benefits, disease management, digital health, pharmacy, wellness, or value-based healthcare solutions.
• Knowledge of self-funded employer health plans, PBMs, TPAs, labor funds, public sector benefits, and healthcare financing.
• Experience working with municipalities, school districts, unions, healthcare systems, or Taft-Hartley funds.

Critical Success Factors

The successful candidate will be:

• A proactive "hunter" capable of generating opportunities through consistent outreach.
• An engaging presenter who can confidently communicate with executives and consultant audiences.
• Skilled at building long-term relationships that create repeat referral opportunities.
• Comfortable discussing clinical outcomes, healthcare economics, ROI, and population health strategies.
• Driven by measurable results, pipeline growth, and revenue generation.

Key Performance Metrics

• Annual revenue attainment
• Qualified pipeline creation
• Broker and consultant meetings conducted
• New consultant relationships established
• Employer opportunities generated through referral channels
• Proposal and finalist presentation participation
• New eligible lives sold
• Forecast accuracy and CRM compliance

Compensation: Competitive base salary, uncapped commissions, performance incentives, and comprehensive benefits package.

This role is ideal for a salesperson who thrives in front of clients, enjoys building influential broker and consultant relationships, and can translate complex healthcare solutions into compelling business value for employers and benefit decision-makers.