Vice President, Business Development

Company: Truth Initiative
Location: Washington
Posted on: November 1, 2024

Job Description:

WHO WE ARETruth Initiative is America's largest non-profit public health organization dedicated to making tobacco use a thing of the past. We speak, seek and spread the truth about tobacco through education, tobacco-control research and policy studies, community activism and engagement, and innovation in tobacco dependence treatment.The Innovations Center at Truth Initiative is a cross-functional team that designs, builds, evaluates, and markets leading digital solutions to help people live tobacco free. The EX Program is Truth Initiative's enterprise-level digital tobacco cessation program designed for employers, health systems, and health plans. Developed in collaboration with Mayo Clinic, it builds on the highly successful consumer platform, BecomeAnEX, launched in 2008 that has helped nearly 1 million tobacco users on their quitting journey. The EX Program is designed for tobacco users across the motivational continuum. It supports users through multiple, integrated modalities which include a website with an online social network, dynamically tailored text messaging fully integrated with the website, email, synchronous live chat digital coaching, and pharmacotherapy decision support and delivery. We provide value to our large and rapidly growing book of business by helping their employees/members live healthier lives and demonstrating that value through a variety of reporting mechanisms. The EX Program is now available to more than 10 million adults across the US through strategic clients that span leading health plans and employers in key industries like manufacturing, transportation, healthcare, and retail. A key differentiator for the EX Program is our field-leading, federally-funded research that has played a key role in advancing the science of tobacco cessation for over a decade. Science is in our DNA.WHO YOU AREThe VP, Business Development will lead a sales team that sells EX Program Premium to employers, health systems and health plans, and will manage all administrative functions within your role. The VP will interface with Innovations and other Truth Initiative team members including marketing, client success, product, legal, and finance. This position will hire, train, coach and manage one to two additional sales professionals. This position will report directly to the Chief Health Officer and routinely present to senior management and Truth Initiative's board of directors. The VP will have experience and a strong desire to serve as player/coach by acquiring new clients as the lead salesperson, as well as supporting team efforts in meeting individual and team revenue targets.DUTIES/RESPONSIBILITIES (*ESSENTIAL DUTIES):

• Set annual revenue targets for team and individual sales professionals.*
• Set sales strategy and tactics in close collaboration with marketing and client success leaders to achieve revenue targets.*
• Leverage and nurture employer, broker, health plan and channel relationships.*
• Build pipeline of qualified leads/opportunities, accurately forecast close dates along with projected quarterly and annual revenue for new contracts.*
• Manage the entire sales process from lead qualification to closing by using problem/solution and consultative sales approach in the marketplace.*
• Coach and manage sales team.*
• Manage CRM database to track sales activity and report on key performance indicators related to pipeline and sales activity on a weekly basis.*
• Report key sales metrics: forecasting accuracy/updates, pipeline value, feedback on lead quality and source, anticipated close dates, pipeline movement, average days to close, won/loss report, leads and closed sales by contract size and industry.*
• Provide reporting, analysis and feedback regarding leads, won/loss reasons and sales effectiveness.
• Provide market feedback and analysis of competitive landscape to internal leadership, product, and marketing teams.
• In coordination with marketing, create and maintain up-to-date messaging and sales collateral.
• Maintain deep and current knowledge of wellness vendors, brokers and trends to inform product development and position in the marketplace; organize findings and share with the team.
• Participate in product redesigns and enhancements by representing marketplace trends, opportunities and threats.REQUIRED QUALIFICATIONS:
• Bachelor's Degree required; MBA is a plus.
• At least 10 years of direct B2B sales experience required, preferably selling enterprise SaaS products.
• At least 5 years of experience managing a sales team required, with demonstrated experience as a team builder and sales coach.
• Must know and be an active user of Salesforce.
• Strong knowledge of the employer and health plan wellness market is required; experience selling a tobacco cessation solution is a plus.
• Demonstrated experience working with human resource leaders, the top benefits consulting firms, and consultants.
• Strong executive presence and interpersonal skills with ability to communicate and work well with others.
• Adept at delivering professional presentations.
• Adept at discussing contracting and strong negotiating skills.
• Excellent written and oral communication skills.
• Demonstrated ability to work independently and on a distributed team and embrace communication technology for both scheduled meetings and ad-hoc discussion.COMPENSATION PACKAGE:The salary range for this role is starting at $170,000-$185,000 plus incentive on a national basis. Individual pay decisions are based on a number of factors, including but not limited to qualifications for the role, relevant work experience, skillset, internal equity, location, and certifications, consistent with applicable law. Salary is just one part of our total rewards package which additionally includes equity, performance bonus for eligible roles, and competitive benefits.Interested candidates should submit their cover letter and resume here OR mail application materials to:Human ResourcesAttn: Vice President, Business Development900 G Street, NWFourth FloorWashington, DC 20001Fax: (202) 204-5214No telephone calls please.All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status or disability.
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Keywords: Truth Initiative, Annandale , Vice President, Business Development, Executive , Washington, Virginia