VP of Sales

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, Knowledge of Health Systems, Consultative Credibility, Academic & Executive Rigor, Systemic Methodology.