Sales Leader - Benefits Wholesale Services

Job Overview

Job Title: Benefit Services Sales Manager

Reports To: Executive Vice President, Benefit Services

Position Summary: The Senior Sales Leader will be responsible for leading the sales initiatives for a benefit service company that includes a medical TPA, a wellness company, a medical management firm, and an HRIS/Consolidated billing group.

The primary distribution channel will be employee benefit brokers on a national level, with secondary focus on direct marketing. The role requires a strategic leader with at least 5 years of sales leadership experience, preferably in the employee benefits industry.

Essential Functions:

• Supervise all sales executives, including setting activity metrics, holding regular sales meetings, and ensuring that the sales team has the necessary resources to succeed.
• Accompany sales executives on calls as necessary to close business.
• Hire, train, and develop new sales executives; implement formal development plans and ensure comprehensive training.
• Define sales territories to avoid overlap and inefficiency.
• Develop policies and procedures for handling incoming leads from national portals, conferences/events, and web-generated opportunities.
• Formulate strategies to increase penetration and engagement with top brokers in the US.
• Provide feedback to the Executive Vice President on product and pricing requirements to remain competitive.
• Collaborate with the Executive Vice President on marketing budget, priorities, and conference attendance; suggest new target verticals and distribution channels.
• Become an expert in the company’s products and differentiation; ensure all sales executives understand and can articulate these differences.
• Complete other duties as assigned by the Executive Vice President.

Metrics of Success:

• New business generated each year
• Business retention rates
• Number of successful sales executives
• Significant penetration of new brokers

Education: Four-year degree.

Experience: Minimum of 5 years of sales management experience, preferably within the employee benefits industry.

Specific Skills & Knowledge:

• Strong leadership skills with the ability to hold others accountable.
• Excellent sales management skills and practices.
• Ability to hire and develop sales talent.
• Solid understanding of the employee benefits business.
• Knowledge of the wellness business and its applicability for companies.
• Basic knowledge of CRM systems; proficiency in Hubspot and/or Salesforce is a plus.
• Obtaining and maintaining a Life and Health Insurance License is recommended but not required.

Supervisory Responsibility: This individual will manage the sales team, which includes 10+ sales executives.

About Cottingham & Butler:

At Cottingham & Butler, we sell a promise to help our clients through life’s toughest moments. To deliver on that promise, we aim to hire, train, and grow the best professionals in the industry. We look for people with an insatiable desire to succeed, are committed to growing, and thrive on challenges. Our culture is guided by the theme of “better every day” constantly pushing ourselves to be better than yesterday – that’s who we are and what we believe in.

As an organization, we are tremendously optimistic about the future and have incredibly high expectations for our people and our performance. Our ability to grow as a company, fuels investments in new resources to better serve our clients and provide the amazing career opportunities our employees want and deserve. This is why we are a growth company and why we are committed to being better every day. 

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