RVP Customer Development
We are seeking a highly experienced salesperson to join our team and drive new business growth within an assigned territory of strategic accounts. This is a critical hunter role, reporting directly to the SVP of Customer Development. The position demands an individual contributor who can excel with a high level of autonomy and commitment, including 40%-70% travel as required in support of industry events, company meetings, and client meetings.
Key Responsibilities:
- Drive Revenue Growth: Open doors quickly and develop new business opportunities, partnering with prospects to understand their unique business needs and aligning them with b.well’s solutions.
- Industry and Technical Expertise: Utilize deep industry knowledge and technical acumen to react swiftly to customer challenges, positioning b.well’s solutions effectively to meet their needs.
- Relationship Development and Management: Build and nurture exceptional relationships with executives across technical, clinical, and operational domains, establishing trust and creating champions within client organizations.
- Complex Sales Navigation: Listen to, understand, and address the challenges of all stakeholders, successfully navigating long and complex sales processes to win business.
Core Competencies:
- Hunter Mentality: Demonstrated ability to open new doors and qualify leads quickly.
- Industry and Technical Expertise: In-depth knowledge of the healthcare industry (payer experience preferred) and technical proficiency to handle unique customer challenges on the fly.
- Relationship Management: Exceptional skills in developing and managing relationships with C-suite and executive-level stakeholders.
- Sales Process Mastery: Proven capability to understand stakeholder needs, navigate complex sales cycles, and close business effectively.
Role and Responsibilities:
- Drive the top-of-the-funnel growth, and achieve an annual sales quota for new business..
- Maintain a robust, qualified, and accurate pipeline to ensure tracking and achievement of quarterly and annual goals.
- Educate and advise health system or payer leaders on addressing key business challenges through consumer-centric digital transformation, strategically positioning and differentiating the b.well platform.
- Represent b.well at industry conferences and meetings, identifying ways to generate meetings in advance and drive leads from the events.
- Drive the closing of large enterprise deals within the region, developing targeted messaging and presentations and demos, partner strategies, and ROI materials and effectively partnering with cross-functional teams (ELT, Marketing, Engineering, Product, Client Success, Legal, and Security) as needed.
- Manage the end-to-end sales process for all payer opportunities, including initial client communications, on-site presentations, RFI responses, multi-day client workshops, RFP submissions, negotiations, and deal signings.
- Team player, working together with sales peers and other company teams to share best practices and learnings in order to continuously improve.
Candidate Requirements:
- 7+ years of experience in health system or payer sales or consulting; startup business experience, SaaS, and Interoperability experience are desired.
- Well-established executive-level relationships (C-suite) in health systems or payers, with a proven ability to foster new relationships quickly and build champions within buyer organizations.
- Strong technical aptitude and understanding of the current healthcare technology ecosystem and consumer transformation market trends.
- Demonstrated consultative selling expertise with a track record of consistently achieving sales growth targets.
- Ability to develop a strategic territory plan, create unique account strategies, manage multiple complex deals simultaneously, and work independently to drive opportunities and close deals.
KPIs:
- Achieve new business bookings targets (ARR)
- Pipeline growth and management
- Improve pipeline velocity (conversion rates)
- Improve win rates
What Will Make You Successful:
- Strategic thinker with the ability to identify unique market positioning of solutions and creatively solve problems to overcome customer concerns.
- Comfortable operating in startup and growth-stage environments, iterating, and improving processes along the way.
- Data-driven approach to territory and opportunity management, tracking performance of each opportunity and pipeline to ensure accurate quota achievement.
- Self-starter and independent learner with the ability to leverage cross-functional resources to overcome objections and add value in the sales process.
- Proven ability to develop trusted relationships with prospects, enabling smooth deal progression without compromising professionalism or “trusted advisor” status.
Join our rapidly growing team and seize opportunities for personal development, advancement, leadership, and learning across all aspects of the business.
Who we are:
b.well’s comprehensive platform unifies data, solutions and services in one place — empowering providers, payers, retail pharmacies, and healthcare technology companies to deliver frictionless, personalized healthcare experiences; maximize technology investments; and unlock the power of care ecosystems and generative AI. Our platform is supporting better healthcare experiences for 150M people, powered by over 60K consumer-mediated data connections, 3 integration options and 1 mission: to make healthcare simpler.
The target salary range for this position is $100,000 - $170,000 and is part of a competitive total rewards package including stock options, benefits, and incentive pay for eligible roles. Individual pay may vary from the target range and is determined by a number of factors including experience, location, internal pay equity, and other relevant business considerations. We review all employee pay and compensation programs annually at minimum to ensure competitive and fair pay.
Data shows that women, people of color, and other underrepresented groups may be less likely to apply for jobs unless they believe they are a perfect match. But b.well holds diversity amongst its key values, and we have a strong commitment to building our workforce and products through that lens.
You don't have to check every box in this job description to be a great fit for the role! If you're excited about this position and the prospect of working for b.well, please apply. If it turns out this role isn't for you, there may be other openings that could align with your experience and expertise!
We are committed to an inclusive and diverse b.well. We are an equal opportunity employer. We do not discriminate based on race, ethnicity, color, ancestry, national origin, religion, sex, sexual orientation, gender identity, age, disability, veteran, genetic information, marital status or any other legally protected status.
