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Health Navigation Solutions Sales Executive - Mid Market (Southeast)

Company: Institute for Credentialing Excellence
Location: Atlanta
Posted on: April 10, 2021

Job Description:

Institute for Credentialing Excellence (ICE)

  • Health Navigation Solutions Sales Executive - Mid Market (Southeast) Health Navigation Solutions Sales Executive - Mid Market (Southeast) Description As a leading provider of human capital solutions, we help our clients and their people navigate the complexity of health, wealth and HR. We combine data-driven, consumer-centered technology with personalized care and service to deliver a superior customer experience. Our dedicated colleagues across 28 global centers help 23 million people and their 11 million family members simplify work and life, both now and in the future. At Alight, we are reimagining how people and organizations thrive.

    Health Navigation Solutions Sales Executive

    Mid-Market

    Southeast Region (LS/AL/MS/GA/FL/SC/NC/VA/WV/TN/KY/AR)

    The Solutions Sales Executive - Navigation must be proactive, knowledgeable, creative and confident in order to close new sales opportunities and act as the 'Face of Alight' to new customers. They are responsible for developing new revenue growth through value-based singular or multi-product Alight solutions selling within a designated product portfolio.

    The Solutions Sales Executive is responsible for the end-to-end new sales acquisition process for non-strategic level customers. The Solutions Sales Executive develops new relationships within defined territory to generate demand within accounts for designated product solutions that demonstrate Alight's benefits over competitors. Solution Sales Executives will be responsible for exceeding annual sales goals by leading and executing the pursuit of new opportunities, and acquiring new logos through closing deals for Alight product solutions. The individual must be capable of executing the full sales cycle, understands our competition, able to effectively collaborate with Alight support colleagues, and be the trusted advisor to their clients.

    Responsibilities

    Domain expertise
    • The sales executive ideally has a background in Benefits Administration and will become a specialist in their designated Alight product portfolio
    • Collaborates with Solutions Architects and other Subject Matter Experts to share market insights. This network is utilized to ensure we are bringing the latest insights to the sales process and product solutions.

      Sales process
      • Achieve individual sales quota for fiscal year
      • Set and execute the sales strategy for assigned territory and lead the development of a sales plan targeting new clients - develops Sales Win and Deal close strategy
      • Collect and communicate market intelligence on products/services and incorporate it into sales client planning process
      • Effectively utilize lead generation team, Marketing, and other sales support resources at the appropriate time in the selling process to identify opportunities at new-to-business accounts within territory
      • Hunts for new opportunities from a list of named account targets and within existing account base; pursue leads identified by aligned Business Development Reps
      • Qualify, document and update opportunity and pursuit strategy throughout sales process
      • Demonstrate strong sales strategy ability by crafting and presenting client offers and helping the team identify and navigate alternative paths to making the sale
      • Assumption of role as "Face of Alight" with the client, pulls-in resources as needed, unified voice of pursuit
      • Shapes the 'Alight' product solutions narrative - Alight's unique positioning and ability to deliver best in class solutions to clients within a specific product portfolio
      • Identifies the customer need and the most suitable value propositions, potential product solutions, service fits, partner configurations, cost structures and revenue models for identified target markets
      • Manages single product solution scope development for accounts based on understanding of customer need
      • When applicable, engages with and collaborates with Solutions Architects to develop optimal solutions for customers, and manage solutions scope
      • Finalizes solutions scope and runs the contracting process from a scope and solution point of view across statements of work, transition, commercials, and ensure that specifications of pricing are accurate to customer's needs
      • Provides input on pricing decisions striving to sell at the highest possible profit margin
      • Works with the Negotiations & Contracts team to deliver the final price quote, and ensure all go-forward processes are agreed upon by the client contracts are signed

        Adoption & Installation
        • Runs Account management through the setup/installation of all major products
        • Ensure opportunity adoption and search for expansion opportunities
        • Looks for opportunities to upsell and/or expand solutions scope for new and existing customers
        • Ensures client adoption and integration of Alight solutions, while maintaining client satisfaction throughout the installation and expansion process

          Client Relationship Management
          • Acts as a trusted advisor with the ability to maintain relationships, providing long term solutions for new and existing clients
          • Develops full understanding of specific product suite, features, value proposition, and differentiating traits vs competitive landscape; display comfort in speaking to Alight's offerings and confidence in accurately identifying product and feature sets that will meet and surpass client needs and performance goals

            Qualifications

            Formal education and certification
            • Bachelor's degree preferred

              Knowledge and Experience
              • 5+ years' experience with consultative sales experience and or 6 - 8+ years Consumer Experience/Benefits/Payroll/Cloud firm experience required
              • Exhibits excellent skills throughout all stages of a consultative selling process, including pipeline management, strong negotiation skills and the ability to close opportunities
              • Sells value over price by providing deep insight about how the service will impact the client's business
              • Very strong internal and external communication skills, with the ability to listen comprehensively and deliver clear instructions and/or recommendations
              • Excellent selling and sales strategy skills, including the ability to close opportunities
              • Ability to negotiate
              • Travel Expectation 10 - 25% of the time (sometimes on short notice) to support meetings with clients

                By applying for a position with Alight, you understand that, should you be made an offer, it will be contingent on your undergoing and successfully completing a background check consistent with Alight's employment policies. Background checks may include some or all of the following based on the nature of the position: SSN/SIN validation, education verification, employment verification, and criminal check, search against global sanctions and government watch lists, fingerprint verification, credit check, and/or drug test. You will be notified during the hiring process which checks are required by the position.

                At Alight, we believe that diversity should be visible, valued, and sustained throughout the organization. Alight provides equal treatment and employment opportunities to all employees and applicants for employment without regard to any protected status or other protected characteristic.

                Alight does not discriminate against anyone based on sex, race, color, religion, creed, national origin, ancestry, age, physical or mental disability, medical condition, pregnancy, marital or domestic partner status, citizenship, military or veteran status, sexual orientation, gender, gender identity or expression, genetic information, or any other legally protected characteristics or conduct covered by federal, state or local law. In addition, we take affirmative action to employ and advance in employment qualified minorities, women, disabled persons, disabled veterans and other covered veterans.

                Alight provides reasonable accommodations to the known limitations of otherwise qualified employees and applicants for employment with disabilities, sincerely held religious beliefs, practices and observances, unless doing so would result in an undue hardship. Applicants for employment may request a reasonable accommodation/modification by contacting his/her recruiter.

                We offer you a competitive total rewards package, continuing education & training, and tremendous potential with a growing worldwide organization.

                DISCLAIMER:

                Nothing in this job description restricts management's right to assign or reassign duties and responsibilities of this job to other entities; including but not limited to subsidiaries, partners, or purchasers of Alight business units.
                Alight Solutions provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, pregnancy, childbirth or related medical condition, veteran, marital, parental, citizenship, or domestic partner status, or any other status protected by applicable national, federal, state or local law. Alight Solutions is committed to a diverse workforce and is an affirmative action employer.

                Job Information
                • Job ID: 56302036
                • Location:
                  Atlanta, Georgia, United States
                • Position Title: Health Navigation Solutions Sales Executive - Mid Market (Southeast) Please refer to the company's website or job descriptions to learn more about them. 2 days ago Business Title\tManager - Anti-Fraud Strategy & Response CDW Atlanta, GA, United States ServiceNow Technical Consultant - Managed Services CDW Atlanta, GA, United States RPA Program/Project Manager Alight Atlanta, GA, United States SE 2025 M Street, NW, Suite 800 Washington, Dist. Columbia 20036 (202) 367-1165

Keywords: Institute for Credentialing Excellence, Atlanta , Health Navigation Solutions Sales Executive - Mid Market (Southeast), Sales , Atlanta, Georgia

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