The SME plays a critical role within the organization. Reporting to the Chief of Staff, (COS) the successful candidate will support the sales organization while collaborating with account management, pharmacy, and underwriting. The SME will play a key role in executing strategic business initiatives, communicating objectives to departments, strengthening broker development strategy, contributing to case strategy, and expanding external stakeholder relationships. The SME will actively contribute to sales leadership.
The SME will also drive the orchestration and execution of initiatives on behalf of the Chief of Staff, thereby extending the effectiveness of the organization by:
- creating streamlined sales processes
- communicating consistently to the sales team
- assist on execution broker development strategies through the MEP with the sales team
- building trust and alignment across the organization
- assisting key leaders in achieving focus within their teams
- run the playbook established by company leadership not to deviate to personal or previous experience.
Expectations:
- Reports directly to the Chief of Staff
- Weekly review w/ CRO and COS
- Review weekly schedule and goals
- Review and manage KPI’s
- FTA’s
- MEP’s
- Emails
- Calls
- # Of Sold deals
- # Of Sold employee lives
- Quota vs actual
- Review monthly scorecard for each team member based on factors below:
- Accountability
- Initiative
- Attitude
- Teamwork
- Work Quality
- Salesforce Hygiene
- Preparedness
- Build and teach presentations and agendas for team meetings.
- Become an expert in the company portfolio and process.
- Manage minimum of 8 RSD’s
- Pipeline of 5x for teams’ goals
- Clean and accurate data in Salesforce and Outreach IO
- Closer of all deals with team
- Travel 30-40% to support individual sales team members with broker and proposal meetings.
- Also include additional travel to support individual 5-7 broker relationships.
- All travel to be approved by CRO, COS or EVP, for example broker trips, seminar, etc.
- Weekly development session on sales technique and company ecosystem
- Internal partnership champion- weekly touchpoint on all deal flow
- Quarterly Meeting with Executive team to review scorecards and progress to discuss activities, quotes, revenue, pipeline, etc.
- 1st Month: 2 weeks in the office building knowledge transfer of company ecosystem and excellence
- 3-5 days month at HQ to build equity with internal team and build champions with other departments.
Player Coach Details
- Maintain 5-7 National Broker relationships selling core company Solution, Franklin Health, Compliance, PBM and Stop Loss (all company approved & owned vendors)
- Work with other SME on team for training, presentation analysis, ride days, calendar optimization and strategy within all facets of company Sales Ecosystem
- 50 Calls and 100 emails per month minimum
- Average 7 FTAs per week between you and your team
- Average 5 quotes per week (scored Monthly) per you and team
- Read and report on the following books over the next 4 quarters:
- Challenger Sale
- Fanatical Prospecting
- The Energy Bus
- The Undoing Project
- Think Big Act Small
- Good to Great
- Attain Revenue and Employee live growth goals of 1,000 Annual Lives
- Collaborate with new RSD in partnership of all previous relationships with 3 years run out
- Year 1 75%-25% Split
- Year 2 50%-50% Split
- Year 3 25%-75% split
