VP, Business Development

The VP, Business Development, SmartConnect is responsible for leading the B2B sales efforts of the SmartConnect offering through the development of new accounts and the expansion of overall total addressable market presence. The VP, Business Development has accountability for delivery of sales targets, development of strategic plans to penetrate enterprise markets, and the maintenance and growth of all enterprise account relationships. In addition to leading SmartConnect’s Account Executive team, they are responsible for SmartConnect’s national accounts. Key areas of expertise include demonstrated success in business development, specifically prospecting, procuring, and maintaining large, complex business clients.

The VP, Business Development will coach and mentor the account executive team, engage with customers/partners, manage and report on sales pipelines and activity, negotiate deals, and work collaboratively across other areas of the company. The VP, Business Development will reports to the SVP & GM, SmartConnect.

The essential duties and responsibilities for this position include, but are not limited to:

• Help develop and execute the strategic vision for how to build out B2B channel sales through partnerships
• Align SmartConnect business objectives with firm business strategy through active participation in strategic planning, sales strategy development, forecasting, sales and marketing resource planning, and budgeting in collaboration with the SVP & GM, SmartConnect
• Identify, evaluate, and solicit new national enterprise brokers and other partnerships through multiple sales and marketing methods.
• Oversee the full sales cycle for initiating and developing relationships with key partnerships to meet SmartConnect’s business needs
• Maintain relationships with key accounts and manage retention strategies
• Respond to RFPs, review MSAs and other contractual agreements, and work with the account executive, legal, and leadership team to write proposals and SOWs
• Provide visibility into B2B sales efforts including pipeline reporting and conversion data
• Establish and drive benchmarks to determine effectiveness of programs and support decision making; define key KPIs, and design and maintain SmartConnects B2B CRM sales dashboard.
• Implement key processes to ensure high customer satisfaction and success from SmartConnect partnerships
• Build ongoing strategic relationships with existing and new partners, including but not limited to, OneMedical and Mercer, to grow the total addressable market by establishing relationships with member companies and clients, helping to sell them on the concept of a partnership with their clients.
• Participate with senior leaders to build out and model new service offerings within the SmartConnect business
• Provide leadership to the SmartConnect management team, while fostering a culture of accountability, professional development, high-performance, and ethical behavior
• Overall responsibility for the Account Executive team - Sets and manages Account Executive goals, metrics, and reporting
• Work closely with the Account Management team to ensure the successful onboarding of new partners and national accounts.
• Build strong relationships and collaboration with cross-functional departments, including Sales, Analytics, IT, Operations, and Finance, to develop a streamlined infrastructure for managing the SmartConnect business. This includes ensuring data accuracy, operational efficiency, and meeting partner expectations.
• Maintain knowledge of industry trends, regulation and compliance guidelines
• Perform other duties and responsibilities as assigned.
• Stay informed about industry trends, regulations, and compliance guidelines to

Requirements

• Bachelor’s degree in Business or related field required, preferred MBA.
• 10+ years of overall sales or business development experience with a benefits broker, in an executive leadership position.
• Vast experience managing retail and wholesale broker relationships; strong relationships with insurers is required.
• Extensive experience leading leaders with large sales teams across multiple locations and managing large P/Ls.
• Business Development with B2B expertise
• Ability to work in a fast-paced team environment while simultaneously managing and prioritizing multiple projects with strict deadlines
• Strong attention to detail and accuracy with excellent written, verbal, and interpersonal communication skills
• Ability to utilize data to drive results.
• Ability to influence internal business partners and accomplish goals through a collaborative effort.

The SVG behaviors are listed below:

• Be Aware (Emotional Intelligence)
• Be Open & Honest (Communication)
• Be a Team Player (Teamwork and Collaboration)
• Be Accomplished (Drive for Results)
• Be the Example (Develop Self & Empower People)
• Be Forward Thinking (Strategic Thinking)
• Be a Problem Solver (Continuous Improvement)