The Senior Vice President (SVP), Employer Market leads all market facing activities for Rally’s employer clients. Enterprise success is managed in revenue growth, client retention and client satisfaction (Net Promoter Score). The SVP Employer Market leads sales, solution consulting, account management and channel management teams focused on employers. You will report directly to the Rally Chief Revenue Officer and is part of the Rally Growth Senior Leadership Team (Growth SLT). 

Beyond direct accountability for sales and retention activities, the SVP Employer Market is a central point of data, information and insight regarding trends and performance with employers. Other teams and leaders within the organization will rely on the SVP’s thorough and well-founded insights to make critical business, product and service decisions. 

Primary Responsibilities:

• Team building/leadership 
  • Build and lead a team of Account Executives to support partner needs and bring continued sales growth, relative to portfolio growth
    • Coach account executive team to build effective internal/external relationships that enable them to respond quickly to emerging customer opportunities, provide for seamless execution of the company’s business processes that exceed customer expectations
    • Install a process to ensure account executives are educated with the most relevant & current industry knowledge to position themselves are thought leaders with their prospects and secure consultative sales
  • Ensure the sales team is highly invested in and contributes to the entire sales process; is current on and actively leverages all sales tools / techniques available
    • Provides the overall direction and leadership to sales personnel to achieve top line sales goals 
    • Develop a high level of sales discipline, including rigorous pipeline management and the creation of a thorough business plans for each team member
  • Create a strategic client and market development organization that leverages all assets and relationships within the organization to thoroughly understand each prospect’s culture, organizational needs and decision makers and translates that knowledge into highly targeted and effective pipeline creation and sales closure results
• Setting goals/operating plans 
  • Accountable for the development, execution, and management of sales and go-to-market strategies to drive revenue growth for assigned strategic business units
    • Includes development of segment and product specific marketing plans, leadership on sales strategy including growth into new segments, proposal development, and competitive positioning
    • Develop and execute annual sales plan and a sales growth strategy based on market trends, Rally capabilities, competitive environment, and segment growth forecast
      • Create actionable sales targets (level 1 and level 2) with defined cultivation, marketing and development plans. 
      • Prepares a business plan to identify how the area/regions will achieve the assigned sales goals 
  • Forecast annual and quarterly revenue streams from new business and work with Sales Operations to create aggressive attainable sales goals
  • Work with Product team to support identification and development of product and service offerings, including definition of customer needs, product features, pricing and distribution strategy
• Client executive sponsor
  • Develop and maintain external relationships with c-suite decision-makers throughout assigned territory to ensure Rally's brand is widely disseminated and understood
  • Lead commercialization of the partnerships, collaborating with members of our sales, marketing, business development, executive, and client success teams
  • Lead discussions in order to determine the joint value proposition, define a partnership framework, negotiate business terms, and execute contracts
  • Partner effectively with multiple internal business stakeholders to design leading edge solutions that meet market need and leverage both existing product and upcoming innovations
  • Develop shared pipeline & metrics for review with the sales and executive teams
• Attracting talent 
  • Ensure competitive profiles are accurate and up-to-date and competitive positioning/branding is on target

Required Qualifications:

• Undergraduate degree or equivalent experience
• 10+ years in the health benefits market in support of employers 
• 5+ years of experience managing a highly competent sales team, including rigorous pipeline and activity management discipline
• 5+ years of experience in driving deep, productive relationships with senior-level client executives, prospecting and selling at the “C-suite” level within an organization
• Demonstrated experience empowering and enabling channel sales partners
• A track record of meeting and / or exceeding sales targets
• Willingness to travel (60-70%)
• A track record of initiative, creativity and motivation to surpass challenging performance goals
• Ability to manage sales process and forecast with precision
• Superior time management skills and strong attention to detail
• Strong analytics and real time judgment
• Excellent presentation, writing, and negotiation skills
• Ability to create and deliver convincing arguments covering a broad range of complex issues

Additional Skills:

• Direct experience with health and wellness solutions
• Persuasiveness: Ability to influence customers to purchase from Optum and to anticipate and respond to customer’s concerns
• Results focus: Identifies desired performance results and concentrates efforts on actions that will achieve those results; monitors progress toward results and makes corrections where needed
• Consultative selling: Effectively meets customer needs by listening to customers, understanding their needs, and tailoring the best Rally solution to meet their needs
• Internal coordination: Willingness and ability to coordinate selling efforts with others at all levels within Rally Health to accomplish shared goals, strengthen relationships, and share knowledge, experience and information
• Health insurance and health management industry knowledge; has a detailed understanding of the health insurance industry and market trends, specifically as it relates to specialty insurance of behavioral and health management service
• Translates market drivers to customer’s sourcing goals and strategies

Rally Health™ is about putting health in the hands of the individual. It’s our mission, and it drives everything we do! With our easy-to-use online and mobile tools, we empower people and help them take charge of their health and health care. Improving their diet and fitness to selecting health benefits and choosing the right doctor at the right price for their needs.

Our culture is built on a deep and sincere dedication to helping people live healthier lives. To do this, we are committed to improving at every level. We’re building digital tools that support people over their lifetime. Every day, we get to work with amazing people on something that directly impacts the lives of millions of people for the better.

At Rally, we believe in the importance of communication and collaboration to ensure every opinion is valued. Rally knows that we are strongest when our employee population reflects the diversity of the world around us, and we are a place where all voices are valid. A diverse workforce enriches us with the talent, perspective and inspiration we need to achieve our mission. Everything we do is performed with our users in mind, so we make sure that all of our work has a human touch it needs. 

Our Benefits

Resources to help you excel in our creative work atmosphere:

• Great compensation package
• Daily onsite catered lunches
• Comprehensive benefits package for full-time employees, including medical, dental, vision coverage, and 401(k)
• Paid leave for new parents
• Wellness programs, including physical and mental health services
• Flexible paid time off for full-time employees 

Rally Health believes in a policy of equal employment and opportunity for all people. It is our policy to train and promote individuals in all job titles, and administer all programs, without regard to race, color, religion, national origin or ancestry, citizenship, sex, age, marital status, pregnancy, childbirth or related medical conditions, personal appearance, sexual orientation, gender identity or expression, family responsibilities, genetic information, disability, matriculation, political affiliation, veteran status, union affiliation, or any other category protected by applicable federal, state or local laws.

Individuals with disabilities and veterans are encouraged to apply. Applicants who require an accommodation related to the application or review process should notify Talent Acquisition ([email protected]).