DIRECTOR OF SALES - ENTERPRISE - NORTHEAST

JOB TITLE: Director of Sales - Enterprise - Northeast Region

CLASSIFICATION: Exempt

DEPARTMENT: Sales

JOB SUMMARY

The Director of Sales - Enterprise for the Northeast Region will drive Empyrean’s revenue growth by leading sales efforts and representing its employee benefits technology and services to enterprise clients with employee populations of 8,000+. This role requires a strong background in enterprise sales, a strategic approach to client acquisition, and deep industry knowledge to generate leads, build relationships with channel partners and employers, and close high-value deals. The ideal candidate excels at negotiation, strategic planning, and presentation, collaborating effectively with cross-functional support teams.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Sales Goals and Strategy: Achieve and surpass annual recurring revenue (ARR) targets by developing and executing proactive sales strategies, engaging in lead generation, and fostering long-term client and channel partner relationships.
• Enterprise Client Representation: Build and showcase expertise in Empyrean’s products and services, providing compelling presentations that align with clients’ business objectives.
• Channel Partner Engagement: Strengthen relationships with brokers, consultants, advisors, and carriers to cultivate channel partnerships that result in qualified leads.
• Direct Employer Engagement: Develop and manage relationships with enterprise employers to drive new business acquisition.
• Consultative Sales Approach: Employ a consultative sales strategy, identifying and assessing client needs, conducting product demonstrations, and delivering tailored solutions.
• Strategic Deal Collaboration: Collaborate with sales leaders, transition teams, and support resources to devise and implement effective deal strategies.
• Territory Management: Formulate a comprehensive action plan for territory management, using data-driven insights to refine techniques and maintain consistent engagement.
• Documentation and Tracking: Utilize CRM and other company tools to diligently document sales activities, manage opportunities, and ensure adherence to Empyrean's sales processes.
• Marketing and Event Coordination: Coordinate with sales leaders and marketing teams to identify and participate in key events, such as trade shows and seminars, to enhance Empyrean’s brand visibility.
• Pipeline Development: Establish and manage a robust pipeline of qualified prospects, consistently meeting or exceeding growth targets.

NONESSENTIAL DUTIES AND RESPONSIBILITIES

• Participate in sales meetings and contribute to the development of innovative sales strategies.
• Engage in cross-functional initiatives aimed at elevating Empyrean’s competitive positioning and client satisfaction.

REQUIRED SKILLS AND ABILITIES

• Expertise in negotiation, relationship-building, and closing high-value sales with clients and channel partners.
• Strong communication and presentation skills, capable of conveying complex information effectively.
• Proficiency in strategic sales planning, with the adaptability to adjust strategies and approaches as needed.
• Proven ability to manage a diverse workload, prioritize effectively, and work autonomously in a fast-paced environment.
• Demonstrated collaboration skills, working seamlessly with sales support, marketing, product, and operations teams.
• Proficient in CRM and analytical tools for detailed activity tracking and territory management.

KNOWLEDGE, EXPERIENCE, AND/OR EDUCATION REQUIREMENTS

• Bachelor’s degree required.
• Minimum of 5 years of experience in enterprise sales within the employee benefits sector, targeting clients with employee populations of 8,000+.
• Proven success in building relationships with brokers, consultants, and employers.
• Experience in HCM, payroll, health and welfare benefits, or benefits administration services is preferred.
• Knowledge of executing a comprehensive sales discovery process and applying structured sales methodologies.

Disclaimer: This job description is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the job. Management reserves the right to modify or reassign job duties as business needs evolve.