Senior Sales Executive - Virginia and North Carolina

VBA is looking for a Senior Sales Executive with a strong drive, a passion for sales, and an entrepreneurial mindset to grow VBA within the small, mid-market and national segments. The Senior Sales Executive will cultivate new broker relationships by effectively presenting the VBA value proposition and managing the sales processes within VBA’s new sales territories.

In this position, you will engage in face-to-face prospecting, phone outreach, networking and leveraging referrals to set appointments, identify group needs and close sales. Adopting a consultative sales approach combined with proactive prospecting will empower you to excel and achieve your goals. Integrity, positivity, and organization are imperative for success in this role. Strong communication skills, including listening, writing, and presenting will enable the candidate to connect with clients and colleagues alike. The ideal candidate will be adept at conflict resolution, handling challenges gracefully and finding solutions that satisfy all parties involved. Additionally, the ability to manage multiple tasks efficiently is vital to success in this role, along with a strong customer service focus that prioritizes client satisfaction and ensures every interaction is positive and impactful. 

Essential Functions

• Manage the full sales cycle: Lead generation to close in assigned territory within group size 10-5,000.
• Develops new agent, broker, and consultant relationships within the assigned territory.
• Educates new and existing brokers through proactive in person or virtual meetings, presentations and telephone calls.
• Establish and conduct appointments with C-level decision makers to present solutions
• Presents the VBA value proposition to brokers and clients to grow quoting activity.
• Execute proposal requests with client-focused, consultative solutions.
• Manage RFP requests internally and externally from initial request through finalist presentations.
• Execute post-quote and post-RFP follow-up activity to refine plan design and achieve acceptance.
• Manage the sales process and sales metrics utilizing VBA’s systems including its CRM.
• Meet established new business objectives in terms of submitted, quoted, and written business.
• Ability to work remotely and be accountable for daily and monthly metrics for appointments, sales, etc.
• Respond timely to senior management requests
• Perform activities and functions of related lower-level personnel as assigned or required

*The above statements describe the general nature and level of work being performed by individuals assigned to this classification. This is not intended to be an exhaustive list of all responsibilities and duties required of this position.

Minimum Qualifications

• Demonstrated achievement and success developing a sales territory and meeting sales metrics

• Demonstrated success forming new client/customer relationships through telephone, email and face-to-face outreach

• Experience owning/managing a territory with extensive knowledge of employee benefits industry and pre-existing broker relationships  
• Bachelor’s degree in business, healthcare, or related field, or equivalent experience
• Possesses applicable insurance license(s) or ability to obtain license(s) within 60 days of hire within necessary state(s)
• 4 + years of outside sales experience in healthcare or employee benefits related field
• Valid driver’s license with reliable automobile transportation and current auto insurance ($250,000/$500,000 minimum)
• Ability to travel up to 75% of the time, including overnight travel

Knowledge, Skills and Abilities

• Strong presentation and communication skills (written and verbal)
• Competitive independent starter with a strong work ethic, resilience, and comfort with rejection
• Advanced knowledge of MS Office (Word, Excel and Outlook)
• High level of industry knowledge in healthcare and ancillary products
• Comfort working with, and ability to properly utilize CRM tools
• Ability to handle a large volume of work with conflicting priorities
• Consultative sales approach; identify unique value-added solutions
• Strong research and analytical skills
• Willingness to learn and be coached
• High attention to details/detailed information
• Strong relationship building skills with a high degree of integrity, responsiveness and reliability
• Possess a hunter mentality to qualify and aggressively close new business

Work Environment/Physical Demands (include but are not limited to)

• Work is performed remotely and may require:
• Ability to travel up to 75% of the time, including overnight travel
• Occasionally lifting of up to 50 pounds
• Frequently operating a vehicle

To perform this job successfully, an individual must be able to perform the essential job functions satisfactorily.  Reasonable accommodations may be made to enable individuals with disabilities to perform the primary job functions described herein.  Since every duty associated with this position may not be described herein, employees may be required to perform duties not specifically spelled out in the job description, but which may be reasonably considered to be incidental in the performing of their duties just as though they were actually written out in this job description.

• Competitive salary with commission opportunities
• Health and Dental benefits with minimal employee contribution.

• Employer paid Vision, Short Term and Long Term Disability, and Life Insurance benefits. Vision plan offers generous allowances, no copays, and two materials per year for eligible employee and dependents.
• 401k employer matching up to 6%
• Generous time off and leave package