Download Vice President, Sales Company Mission The Role

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Title: Vice President, Sales
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Location:
Virtual (Proximity to a major airport)
Reports to: Tony Colistra, Chief Revenue Officer
[email protected]
201-312-5291
Company Mission
To empower benefit providers and distributors to deliver superior products and user experiences
through the use of our market-leading administration, enrollment and engagement technologies.
The Role
The Vice President, Sales will have responsibility for achieving immediate targeted new revenue
growth through
benefit providers and distributors. The role requires strategic planning, consultative
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selling, and interfacing with executives in the employee benefit landscape.
The primary objective is to swiftly drive profitable membership growth by executing a disciplined
strategy to create a unique market position.
This individual will report directly to the Chief Revenue Officer and will be an integral part of
Genius Avenue’s growth and earnings plan.
The Company
Genius Avenue develops cloud-based benefit marketplace technology coupled with a uniquely integrated managed services model for member engagement and back-office administration through a single
platform. Headquartered in Scottsdale, Arizona, Genius Avenue is a business process outsourcing partner that has built more than 3,500 custom private-labeled client portals, has over 450,000 consumer
enrolled products on the platform, and enabled over 2 million enrollment and registration transactions
for insurance companies, third-party administrators, associations, and other benefit providers. Genius
Avenue minimizes the complexities of benefits administration while maximizing client profits by: creating an enrollment experience that attracts and retains members, lowering costs, and eliminates the need
to purchase and manage expensive technology.
Genius Avenue, our technology, and our administrative services were born in the insurance industry.
We offer our clients an outsource model to manage services that are non-core to their business mission,
but are essential for executing on that mission. Where Genius Avenue has seen our greatest success is
working with carriers and benefit providers to help them with administrative and technology solutions
that allows them to focus on their core mission of product distribution and member service excellence.
The emergence of a more informed, digital, critical, activist consumer has not been well addressed within the insurance and benefits industry. Insurance and benefit providers and distributors are beginning to
recognize the need for a more relevant user experience designed to satisfy the consumer. This creates
a need for access to data and analytics via technologies that enable a direct dialogue with the consumer. Genius Avenue addresses this huge un-met need with solutions that combine advanced enrollment
technologies with cutting-edge engagement functionality.
15211 N. Kierland Blvd. Suite 300, Scottsdale, AZ 85254 | 602.795.5464 | www.geniusavenue.com
The Candidate
The Candidate is preferably with a high growth company in the benefits space, a commercial carrier, distributor or a benefits
consulting/brokerage firm with progressive levels of business development and sales responsibility. The successful candidate
must embody a sense of urgency and employ an entrepreneurial spirit and passionately represent Genius Avenue’s mission to
empower benefit providers and distributors to deliver superior products and user experiences through the use of our market-leading administration, enrollment and engagement technologies.
Because Genius Avenue’s solutions are innovative in the industry, the ideal candidate must be creative, dynamic, aggressive,
and above all, have a demonstrated ability to drive new markets, not simply sell features and benefits in mature markets.
The Vice President, Sales understands the need for change within the benefit industry and is able to articulate a vision for the
future. The Vice President, Sales must be skilled at following disciplined processes to support the current pipeline and the
planned growth. Insurance carriers, product providers and distributors in this market segment are highly sophisticated and
require a consultative, solution-oriented approach to demonstrate the business value of Genius Avenue’s product and service
suite. The Vice President, Sales must have strong interpersonal and communication skills and a clear understanding of how
to use the role and associated influence to serve as a market ambassador to all external constituents, including carriers, distributors and product providers. The Vice President, Sales must be able to build long-term relationships that establish Genius
Avenue as an indispensable partner to its clients.
Strong business acumen must be balanced with the highest ethical standards that naturally convey the importance of personal
integrity.
Responsibilities
• Executing the business development strategy and vision that clearly leverages Genius Avenue’s value proposition,
leverages prospecting to build pipeline, and drives an offensive strategy.
• Generate leads through new relationships and referrals, qualify opportunities, lead company resources in the pursuit of
the most qualified opportunities and capture new business via closed contracts.
• Utilize and maximize Salesforce.com for tracking of all prospect and contact activity.
• Develop and present compelling business cases to senior executives of target prospects; consultatively identify and
confirm the issues and problems that clients are facing and construct a unique, compelling value proposition that is
based upon Genius Avenue’s unique competitive advantages and core competencies.
• Establish and maintain contacts at the highest level of decision-making authority within prospective client organizations.
• Manage and prioritize all opportunities to increase deal size and accelerate the buying process.
• Strategize with senior management on all opportunities to ensure solutions are being effectively sold; accurately forecast
respective opportunities based upon realistic assessments.
• Work with in-house sales support, product management and business development to complete requests for proposals/
information in a timely, accurate and professional manner. This includes leading a strategic planning session with all
internal constituents to ensure their understanding of how Genius Avenue can meet the prospect’s needs.
• Develop and maintain strong external relationships with key customer accounts; develop and maintain strong intelligence
capability through relationships and formal competitive analysis.
• Effectively implement and nurture new prospects to ensure optimal deal performance and success for Genius Avenue’s
customers.
• Make presentations to all constituents in the market, including, but not limited to: carriers, distributors, product
providers and industry associations. This may include annual road shows and client forums to increase understanding
of Genius Avenue’s innovations.
• Define key buying factors and sales challenges, and drive creative tactics to define Genius Avenue’s value proposition to
current and potential customers.
• Lead in-house presentations and site visits to prepare for and conduct client, channels, and executive site visit/
presentations.
• Contribute to profitability objectives by generating revenues with targeted pricing and profit margins.
• Demonstrate a clear understanding of the sales process, product and service value propositions.
Attributes
• LEADERSHIP: Generates excitement about the organization and people to strive for excellence. Improvises when
things break down or go wrong. Displays focus and patience in the midst of ambiguity. Provides feedback to others in productive, non-judgmental fashion. Gains respect from others and earns credibility.
• CHANGE AGENT: Demonstrates creative, cost-effective solutions to situations associated with a rapidly changing
industry.
• ENTREPRENEURIAL MINDSET: Embrace and thrive in a highly entrepreneurial environment. Demonstrate ability to
react quickly to a dynamic business environment; displays urgency, resourcefulness, self-motivation and opportunism at
all times.
• TEAM PLAYER: Contribute to a healthy, company-wide “team” environment. Encourage a cohesive and singularly
focused team approach and leads by example.
• STRATEGIC VISION: Understands and communicates the long-term vision and strategy to achieve superior financial and
membership results. Identifies opportunities for “strategic leverage.” Understands major trends and developments that
affect the industry. Translates strategic goals into specific sales and customer business plans.
• RELATIONSHIP BUILDING: Cultivates relationships with consultants, brokers, employers, and internal sales and support
staff to promote long-term, growth-oriented partnerships. Must possess strong consensus building skills.
• PRESENTATION SKILLS: Is effective in a variety of formal presentation settings: one-on-one, small and large groups, with
peers, direct reports, and bosses; commands attention and can manage group process during the presentation; ability to
change tactics mid-stream when something is not working.
Experience/Competencies
With a successful track record in driving and sustaining profitable growth, the successful candidate must have an exceptional
knowledge of the sales process and experience in sales leadership.
• Proven track record of achieving and exceeding sales objectives
• Preferred experience selling to large enterprises within comparable frame of reference industries including health
& accident, benefits consulting services, benefits outsourcing/administration services, HRIS/benefits administration
software and services and B2B platform solutions.
• Experience in an entrepreneurial environment is highly desirable.
• Sales training and experience with solution, consultative, strategic and/or conceptual selling is necessary
• Ability to take a vigorous hands-on role in marketing products and services to large accounts on a direct basis or via the
distribution community
• Solid organizational, management, administrative and human relations skills in a style that exhibits maturity, leadership,
sensitivity and teamwork
• Self-motivation and an entrepreneurial spirit
• Desire and proven ability to work effectively in home office environment, if located outside of the Phoenix metropolitan
area.
Education
Bachelor’s Degree; Advanced professional sales training
Compensation
Total compensation will include a competitive base salary, robust incentive compensation that has unlimited
(no commission cap) potential and an excellent benefits package.
Travel
Frequent, national travel including regular trips to Genius Avenue Corporate offices in Scottsdale, AZ