The job exists to empower better health outcomes through technology, services, and clinical expertise. The mission is to innovate health solutions that deliver maximum value and impact.
"Lead the Way" is the rallying cry. Think of it as an open invitation to embrace the company's mission, actively engage in problem-solving, and take ownership of work daily. Unparalleled opportunities are offered, providing all the resources needed to take charge of careers and accelerate better outcomes – making it a great time to join a team of passionate individuals dedicated to health solutions in the public sector.
About The Role
Our client is looking for a Vice President of Business Expansion to join the growing team.
The Vice President of Business Expansion will be instrumental in developing and executing upsell and expansion strategies, including identifying, qualifying, and closing opportunities with current customers. This role requires a blend of strategic thinking, sales acumen, collaboration, and strong leadership to drive successful inside sales initiatives and increase customer lifetime value.
Job Responsibilities:
Customer Analysis and Opportunity Identification:
Analyzing customer data, purchase history, and engagement metrics to identify upselling and cross-selling opportunities within the existing customer base.
Coordinating with Business Development, Operations, and Government Relations to segment customers based on buying behavior, product usage, and potential for expansion, prioritizing inside sales efforts effectively.
Utilizing CRM tools and sales analytics to track customer interactions, identify sales triggers, and uncover potential upselling opportunities.
Inside Sales Strategy Development:
Developing and implementing strategic inside sales plans with internal operations leaders to drive customer expansion and revenue growth, focusing on upselling additional products/services and cross-selling complementary offerings.
Collaborating with operations and business development leadership to define target customer segments, set targets, and establish key performance indicators (KPIs) for inside sales activities.
Designing and implementing effective expansion sales processes, scripts, and objection-handling techniques to guide inside sales representatives in engaging with customers and closing deals.
Execution and Implementation:
Leading the execution of inside sales initiatives, working closely with account executive teams and program directors to ensure alignment with account objectives and revenue targets.
Providing ongoing support and guidance to program directors, coaching them on sales techniques, product knowledge, and customer relationship management.
Monitoring sales performance against targets, tracking pipeline progression, and analyzing sales metrics to identify areas for improvement and optimization.
Stakeholder Relationship Management:
Building and nurturing strong relationships with key internal and external stakeholders, serving as the primary point of contact for opportunities.
Proactively evaluating market trends to understand emerging business needs, challenges, and goals, positioning upselling solutions that address requirements and deliver value.
Anticipating customer objections or concerns and working with internal leaders to develop strategies to overcome them through consultative selling approaches and value-based selling techniques.
Team Leadership and Development:
Providing leadership, mentorship, and development opportunities to program leadership teams, fostering a culture of accountability, collaboration, and continuous improvement.
Conducting regular training sessions and role-playing exercises to enhance the skills and capabilities of the program directors.
Identifying industry-relevant curated training content to be made available to operations teams to enhance their skills around growth.
Required Qualifications/Experience:
Bachelor's degree in Business Administration, Marketing, Sales, or related field; MBA or advanced degree preferred.
Proven experience in inside sales, account management, or sales leadership with a track record of driving revenue growth through upselling and cross-selling within a B2B or B2C environment.
Strong sales acumen with a deep understanding of sales processes, methodologies, and techniques, including consultative selling, objection handling, and closing strategies.
Excellent communication and interpersonal skills with the ability to build rapport, influence decision-makers, and articulate value propositions effectively.
Demonstrated leadership experience with the ability to inspire and motivate inside sales teams to achieve targets and exceed expectations.
Results-oriented mindset with a focus on driving performance, meeting deadlines, and delivering exceptional customer experiences.
Must be able to travel nationally up to 25%
Why Them?
The team comprises experienced and caring leaders, clinicians, pioneering technologists, and industry professionals who redefine expectations for the healthcare industry. State and federal healthcare agencies, providers, and employers partner for better healthcare and improved health outcomes.
Benefits
Benefits are a key component of the rewards package, designed to provide additional protection, security, and support for both career and personal life. Comprehensive health plans, paid time off, retirement savings, corporate wellness, educational assistance, corporate discounts, and more are included.
Seniority level
Executive
Employment type
Full-time
Job function
Business Development and Management
Industries
Computer and Network Security and Technology, Information and Media
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