Public Sector Sales, Regional Vice President

Our Public Sector Sales RVP will help us further our mission of raising the standard of care for everyone by selling the Included Health suite of products to public sector organizations, enabling them to offer a world class healthcare experience to members, while simultaneously reining in costs for the plan and their participating entities. 

As a Public Sector Sales RVP, your role will be to identify, pursue and close business with public sector organizations within your territory, focusing on groups with 5,000+ employees or members. This role includes opportunities with state benefit plans, school districts, public sector risk pools, quasi-government groups, JPAs, and similar multi-entity groups, and the federal government. You will be responsible for territory strategy, prospecting, and leading the end-to-end sales process which may include responding to RFPs (with the support of our proposal team). 

Through a consultative approach, you’ll work directly with leadership/buyers at the public sector plans and leverage your relationships with relevant brokers, consultants, TPAs, carriers, and other organizations in the space that influence public sector purchasers. You’ll also represent Included Health at relevant industry events and conferences, with the support of our events team. You will also build relationships with Public Sector Account Managers at health plan partners to drive pipeline and sell Included Health products through contracts with our health plan partners.

This role is responsible for new logo sales and expansion with current public sector clients.

During your first 30 days, you will:

• Partner with the Division VP to come up to speed quickly on respective market dynamics, prospects, and open opportunities
• Quickly develop an understanding of our products and become highly knowledgeable with our offerings
• Begin to tap your strong network of buyers and/or influencers to identify new sales opportunities
• Ride along with other Sales RVPs on client calls for learning purposes

During your first 60 days, you will:

• Develop account plan and outreach strategy for high-priority prospects, including competitive research, “win themes” and stakeholder mapping
• Lead your first discovery call(s) with prospective clients and speak confidently to the value proposition of our products and services
• Conduct joint Product Overview meetings with Division VP and/or other senior Sales professionals with prospective clients
• Secure meetings with target organizations

During your first 90 days, you will:

• Continue to tap your strong network of buyers and/or influencers, attending in-person meetings or conferences to deepen relationships
• Engage Included Health SMEs and Executive team to inform product strategy and stakeholder management for high-priority prospects
• Independently lead Product Overview meetings with prospective clients

Responsibilities

• Sales Strategy
• New business: Refine the priority list of prospects in your territory and proactively build partnerships with new logos
• Expansion with current clients: Identify opportunities to scale service footprint within existing clients
• Build and manage pipeline to close deals and meet quarterly objectives
• Identify and prioritize key industry/trade events impacting your territory




• Fieldwork
• Establish and nurture productive working relationships with key Consultants in assigned territory
• Cultivate opportunities by working with leaders, buyers, influencers, and decision makers at target entities to understand their objectives, and position Included Health attractively in light of their overall employee benefits strategy
• Travel as necessary to attend industry events, meet with key stakeholders at prospect organizations, and the like
• Network with industry peers to gain broader and deeper relationships within your market




• Internal
• Focus on process improvements that continue to improve our sales cycle and frameworks
• Maintain CRM hygiene and diligence in tracking / recording all work activities to ensure accurate forecasting
• Represent Included Health culture and passion for enabling better health in all business dealings
• Partner internally with carrier relations, consultant relations, GTM Ops, and other groups to optimize efficiency and momentum Partner internally with Client Success Managers to ensure smooth on-boarding and relationship transition of new client accounts, and ongoing relationship development with existing accounts that can expand in the future

Requirements

• Solid knowledge of healthcare benefits landscape and evolution
• Proven track record in public sector health/wellness/benefits sales, consistently meeting or exceeding large yearly quotas
• Strong relationship-building ability; you like building and finding win-win agreements
• Successful experience closing deals in complex, multi-stakeholder environments
• Experience successfully selling discretionary, complex services with long sales cycles
• Strong discovery skills to understand pain-points of clients and addressing their needs through solutions selling
• Strong references from clients and influencers you’ve worked with in the past
• Knowledge of Salesforce CRM
• Domestic travel as needed to fulfill job responsibilities

Physical/Cognitive Requirements

• Prompt and regular attendance at assigned work location.
• Ability to work shifts of at least 8 hours, 40 days per week.
• Ability to thrive in a fast-paced, high-intensity work environment.
• Ability to remain seated in a stationary position for prolonged periods.
• Requires eye-hand coordination and manual dexterity sufficient to operate keyboard, computer and other office-related equipment.
• No heavy lifting is expected, though occasional exertion of about 20 lbs. of force (e.g., lifting a computer / laptop) may be required.
• Ability to interact with leadership, employees, and members in an appropriate manner.

The United States new hire base salary target ranges for this full-time position are:

Zone A: $128,130 - $180,990 + equity + benefits

Zone B: $147,350 - $208,139 + equity + benefits

Zone C: $160,163 - $226,238 + equity + benefits

Zone D: $166,569 - $235,287 + equity + benefits

This range reflects the minimum and maximum target for new hire salaries for candidates based on their respective Zone. Below is additional information on Included Health's commitment to maintaining transparent and equitable compensation practices across our distinct geographic zones.

Starting base salary for the successful candidate will depend on several job-related factors, unique to each candidate, which may include, but not limited to, education; training; skill set; years and depth of experience; certifications and licensure; business needs; internal peer equity; organizational considerations; and alignment with geographic and market data. Compensation structures and ranges are tailored to each zone's unique market conditions to ensure that all employees receive fair and competitive compensation based on their roles and locations. Your Recruiter can share details of your geographic alignment upon inquiry.

In addition to earning a base salary, this role is eligible for commission based on work performance and sales achievements. Details of the Commission Structure, including rates, targets, and potential earnings, will be discussed during the interview process.

In addition to receiving a competitive base salary, the compensation package may include, depending on the role, the following: 

Remote-first culture401(k) savings plan through FidelityComprehensive medical, vision, and dental coverage through multiple medical plan options (including disability insurance)Full suite of Included Health telemedicine (e.g. behavioral health, urgent care, etc.) and health care navigation products and services offered at no cost for employees and dependents Generous Paid Time Off ("PTO") and Discretionary Time Off (“DTO") 12 weeks of 100% Paid Parental leaveFamily Building Benefit with fertility coverage and up to $25,000 for Surrogacy & Adoption financial assistanceCompassionate Leave (paid leave for employees who experience a failed pregnancy, surrogacy, adoption or fertility treatment) 11 Holidays Paid with one Floating Paid HolidayWork-From-Home reimbursement to support team collaboration and effective home office work 24 hours of Paid Volunteer Time Off (“VTO”) Per Year to Volunteer with Charitable Organizations

Your recruiter will share more about the specific salary range and benefits package for your role during the hiring process.