Vice President, Sales & Business Development

About Beam:

Beam was founded in 2012 by three engineers who saw the opportunity to modernize the dental benefits industry using technology. Today, Beam Benefits is a digitally-led employee benefits company that offers dental, vision, life, disability, and supplemental health coverage. The company simplifies and modernizes the $100+ billion ancillary benefits industry through its leading dental insurance product, breadth of ancillary benefits, AI-powered underwriting, diversified distribution channels, and next generation benefits administration technologically-driven customer experience.

Joining Beam Benefits Means:

-Working in a complex and dynamic business, simultaneously serving customers across employee benefits insurance product lines and growth and service channels

-Collaborating with a diversely skilled team to continuously improve

-Being empowered as an owner and expert

-Being motivated by improving how people access employee benefits

What We Are Looking For:

The Vice President, Sales & Business Development is responsible for managing our main growth and distribution teams. Beam has a Core Distribution team with Sales Directors organized regionally and a team of sales reps that carry a quota and are organized with a geographical territory who sell and renew Beam through Employee Benefits Brokers, ranging from small independent brokers to major General Agencies and National Broker Partners. Beam also has an Alternative Distribution relationships with HRIS and employee benefits platforms. You will oversee both functions. 

The ideal candidate will have a proven track record in relationship-driven (indirect, agency)  insurance sales and/or benefits sales, backed by industry experience. We’re specifically looking for your prior successes leading sales organizations and structuring commercial distribution relationships with powerful “sell to or sell-through” motions. 

You will start with a team of 2-3 sales directors, sales operations lead, and business development leads as your direct reports, with a total team of 30-40 Beamers, responsible for $XXM in new bookings annually and a retained book of $XXXM in ARR. You will report to the President COO.

What You Will Do:

Core Distribution:

-Devise segmented sales strategies to activate and penetrate broker relationships, ranging from small and transactional to large national partnerships

-Devise and iterate a sales talent strategy to fulfill against the segmented sales strategies

-Drive a high-performance culture and cadence

-Ensure a culture of compliance, ownership mentality, and quality selling

-Establish and maintain professional relationships with leaders of key brokerage partners, including some of the top brokers in the country

-Partner with finance, analytics, and people to devise and implement effective incentive strategies

Alternative Distribution:

-Build and grow the team that owns and optimizes distribution relationships with partners

-Lead as a role model by prospecting, negotiating, and implementing new complex or high potential distribution relationships while creating repeatable playbooks for your team to do the same across many partnerships

Company Leadership:

-Report regularly on what results are, levers and drivers we’re learning and leveraging, what opportunities are ahead, and what your teams need to be successful

-Collect, curate, quantify and share market feedback on Beam’s offering (products, pricing, partnership terms, experience) to guide Beam’s product roadmap and company plan

-Represent Beam externally to current and prospective partners and advocate internally for those same current and prospective partners

What Skills Will Help You Be Successful:

-10+ years in sales leadership, with benefits experience strongly preferred

-5+ years of senior level sales management experience in a high growth environment ‘leading leaders’ and specifically teams of sales leaders

-Ideally prior experience as a 3rd line leader (frontline manager’s manager’s manager)

-Familiarity with inside and outside motions, onboarding and implementation, retention and renewals

-Strong financial and forecasting acumen across operational, activity, experience, and outcome metrics

-Willingness to travel up to 40% and occasionally work in our Columbus, OH office

Compensation and Benefits:

-Competitive base salary with attractive variable compensation structure

-Performance-based bonuses and incentives

-Comprehensive benefits package, including health, dental, and vision insurance

-401(k) plan with company match

-Flexible time off

-Opportunity to participate in Beam's equity program