VP of Sales

Job Description

Job Description

• Position Summary

  The VP of Sales is a high-impact leadership role responsible for driving revenue growth across all First Choice Health (FCH) service offerings. The primary focus is expanding Third-Party Administration (TPA) and Clinically Integrated direct-to-employer membership models.

  This role is responsible for driving and implementing marketing strategies to ensure overall revenue pipeline development. Key performance indicators include average deal price, sales cycle efficiency, and win-rate success for all product lines. By applying systemic sales methodologies, the VP of Sales will implement corporate growth strategies and improve overall closed-unit ratios. This leader will work across the organization to coordinate messaging that increases sales execution and drives a broker engagement strategy that clearly differentiates FCH in the market.

  Essential Duties & Responsibilities

  Systemic Sales Leadership: Apply a systemic sales process to develop and manage a lead generation and qualification process that increases the overall close ratio.

  Marketing Alignment: Oversee marketing efforts to ensure full alignment with corporate growth strategies.

  Sales Enablement & CRM: Ensure full adoption of Salesforce and other CRM tools; gather data-driven insights to make meaningful recommendations on prioritizing business by segment and market.

  Performance Coaching: Provide leadership and coaching to sales staff, including conducting periodic, rigorous pipeline reviews.

  Strategic Partnerships: Build and manage relationships with brokers, clients, and provider systems, specifically those offering Clinically Integrated Network (CIN) solutions.

  Collaborative Strategy: Partner with provider systems to review local direct-to-employer opportunities and oversee the development of targeted sales strategies.

  Growth Innovation: Identify and test new growth opportunities, sharing learnings with the broader sales team across TPA, PPO network, EAP, and medical management services.

  Key Competencies

  Market Leadership: Ability to lead a sales team within a complex and competitive market space.

  Strategic Planning: Well-developed planning and decision-making skills with a focus on long-term growth.

  Mission Alignment: Passionate about population health and the opportunity to improve the healthcare delivery system.

  Professional Presence: Authentic, easygoing, and data-oriented; able to articulate vision and strategy to all levels of leadership.

  Qualifications

  Proven Sales Track Record: Must demonstrate a verified history of meeting or exceeding multi-million dollar revenue targets and driving consistent year-over-year growth in the healthcare sector.

  Education: Bachelor’s degree required from a four-year accredited institution in Liberal Arts, Business Administration, Finance, or Economics.

  Experience: Minimum of 7 years of sales experience in health insurance, healthcare, or a related service industry (may include brokerage or provider systems).

  Healthcare Systems Expertise: Deep understanding of the Healthcare Industry and Health Systems operations is considered a highly valued function and preference for this role.

  Collaboration: Demonstrated experience influencing and collaborating with all levels of leadership.

  Communication: Outstanding communication and presentation skills.

  Preferred Requirements

  Advanced Education: MBA, MHA, or an advanced degree in a related field (or above) is highly preferred.

  Healthcare Background: Previous experience working within healthcare or the Benefit Consulting industry itself.

  Technical Expertise: Mastery of Salesforce Analytics or equivalent sales-enablement technology.

  Direct-to-Employer Specialist: Deep understanding of the self-funded market and direct-contracting nuances.

  Network Influence: Established relationships with key regional and national healthcare consultants and brokers.

  Strategic Enhancements to the Job Description

  To optimize recruitment efforts and ensure "Best in Market" positioning, the following improvements have been incorporated:

  Verified Performance: The addition of a "Proven Sales Track Record" ensures the candidate pool is limited to "A-players" who can provide tangible evidence of their ability to close complex deals.

  Industry Sophistication: By elevating "Knowledge of Health Systems" to a highly valued function, the search targets candidates who understand the clinical and financial integration necessary for modern TPA success.

  Consultative Credibility: Prioritizing experience from the Benefit Consulting industry ensures the candidate can navigate the nuances of the broker-client relationship effectively.

  Academic & Executive Rigor: The preference for an MBA/MHA signals that this is a sophisticated executive role requiring both high-level business acumen and specialized healthcare knowledge.

  Systemic Methodology: Positioned the role as one of high sophistication by requiring the implementation of a formal sales methodology rather than just traditional "selling."