Previous Job
Sales Professional
Ref No.: 17-00714
Start Date: 08/30/2017
Position Summary
The purpose of this position is to initiate, qualify (ensure the prospect fits with the company's strategic direction) and develop new business with target organizations to meet or exceed pre-agreed upon production revenue goals within a specific market segment or geography.
Identify, qualify and sell new client engagements across Health & Wealth solution portfolio offerings, to target organizations in the 300 – 5,000 life market to achieve or exceed annual produced revenue goal (revenue from a sold engagement), focusing on:
  • Client engagements that provide:
    • Annuity revenue over a defined multi-year contract period
    • Ongoing consulting work within a specific line of business over a period of time, according to a pre-agreed goal within an agreed time period
    • One-time projects representing a finite revenue opportunity
    • Multi-year engagements and one-time projects for other lines of business (Career)
Achieve stated growth sales/growth goals by:
  • Building effective and collaborative relationships with the key decision-makers within the target organizations
  • Driving broad-based needs analysis within target organizations across the Health-Wealth-Career solution spectrum to identify potential opportunities for solutions
  • Developing compelling client value propositions and business cases for solutions
  • Participating in sales demonstrations of proprietary products
  • Conducting a minimum number of face to face meetings with prospects
  • Organizing and executing a multi-faceted sales plan such as direct prospect outreach, demand generation follow-up, direct marketing campaign optimization, etc. to effectively make direct contact with prospects.
  • Participating in professional organizations and informal networks to develop, build and sustain a network to obtain prospects, as well as utilizing prospect database to identify and research potential organizations
  • Work with Marketing & Sales leadership to organizing and execute marketing seminars and roundtables in order to identify and engage targets and build the brand in the marketplace
  • Maintaining an adequate and transparent pipeline to ensure revenue targets are met
  • Understanding the short and long-term needs and challenges of targets and how the Value proposition and industry best practices can solve their problems, improve their competitive position and move their business forward .
Be proficient in and a champion of tools and processes, sales
effectiveness techniques and best practices such as Asking Effective Questions/Helping Clients Succeed, Miller Heiman Strategic and Conceptual Selling, and entering & maintaining accurate account, contact and opportunity data in salesforce automation/CRM solution. Mentor more junior level Sales Professionals, and advise on cross-LOB sales processes as needed.

  • Bachelor's degree preferred
  • Eight or more years of relevant sales experience and/or industry experience required.
  • Proven track record of consistently achieving or exceeding annual sales targets selling to new accounts
  • Successful business to business sales experience (professional services preferred)
Knowledge and skills
  • Successful experience selling to executive/senior level employees
  • Ability to work both independently (initiate/qualify prospects) and as a member of a team (developing proposed solutions)
  • Strong consultative sales and solution selling skills. Expert listening and needs analysis/diagnosis skills. Ability to translate client challenges/pain points into solutions and compelling value messages.
  • Extensive communications skills (written, verbal and presentation skills)
  • Very Strong organization and time management capabilities
  • Ability to learn, understand and champion sales processes, sales campaigns, and tools (including M-Drive)
  • Demonstrate appropriate and professional conduct and appearance at all times
  • Ability to learn, understand and apply the value proposition
  • Ability to learn and understand business and other lines of business within the company
  • Ability to quickly learn and develop understanding of multiple industries.
  • Ability to engage in client-focused critical thinking
  • Required to obtain and maintain appropriate licenses, as required by policies and State/local regulations