Executes strategy, process, compliance, training and budgets within defined vertical markets. Primary focus will be accountability for new and existing vertical market relationships through industry trade groups, organizations, and referral sources to increase sales volume and revenue growth the defined vertical market. Oversees the process, compliance, and training associated with the designated field reps responsible for executing these responsibilities in accordance with corporate guidelines.
Responsibilities
- Executes defined strategic plan to grow revenue within a specific vertical market to include:
- Developing and working with Sales, Marketing, Service/Ops, Finance and Compliance to implement strategies to effectively penetrate the defined vertical market.
- In partnership with Training, develop, initiate, participate in, and supervise the training of designated and direct sales representatives to effectively develop sales skill knowledge of the vertical market to effectively build relationships with and target owners.
- Collaborates with Marketing to develop and implement marketing programs and promotions, in coordination with partners, to maximize product line visibility within referral distribution channels.
- In partnership with Marketing, establish and manage new and existing industry partnerships opportunities to increase vertical market penetration.
- Coach sales managers, designated and direct sales representatives in effective partnering and management best practices relating to the various vertical market business communities.
- Develops and collaborates with sales management to implement strategy to effectively penetrate vertical market industry/trade organizations.
- Prospects for new industry partnerships and acts as front-line sales rep as needed to increase vertical market productivity.
- Assists in the execution of communication strategies to deliver vertical market program information, sales results, expectations, promotions/campaigns, and policies and procedures to the sales leadership to ensure effective execution of the programs.
- In partnership with Sales Operations and Marketing, an operating cadence facilitated through sales applications (Salesforce.com, Conquer, TouchPoint, Gong, etc.), consisting of activity standards, established pipeline metrics, forecast accuracy, and plan achievement.
- Collaborates with the channel management team in the complex contract negotiations of new and existing partnerships to ensure expectations are met.
- Acts as subject matter expert and primary point of contact for the Sales organization within assigned vertical market regarding new and existing partnerships to maximize selling opportunities and ensure consistent communication with industry partners.
- Meets or exceeds sales/revenue objectives of the vertical market through new client growth or increased revenue from existing clients to support overall company growth goals.
Qualifications
- Bachelor's Degree in Business or Marketing - Preferred
- 3 years of experience in sales of payroll or employee benefits products.
EOE, including disability/vets