Health & Benefits Sales Professional – Mid-Market
📍 Location: Multiple US Office Locations
🏢 Work Arrangement: Hybrid – Three Days Onsite, Two Days Remote
💼 Employment Type: Full-Time
📈 Experience Level: Mid-Senior
🎓 Education: Bachelor’s Degree Required
🚫 Visa Sponsorship: Not Available
🚚 Relocation Assistance: Not Available
👥 Openings: Three
Priority Hiring Locations
The highest-priority location for this search is:
Washington, DC
Additional priority locations include:
Atlanta, Georgia
Charlotte, North Carolina
Salt Lake City, Utah
Other approved locations may include:
Chicago, Illinois
Houston or Dallas, Texas
Pittsburgh, Pennsylvania
Norwalk, Connecticut
Sunrise/Fort Lauderdale, Florida
Las Vegas, Nevada
Irvine or San Diego, California
Southfield, Michigan
Candidates must live within commuting distance of an approved office and be able to work onsite at least three days per week.
Overview
A leading global health and benefits consulting organization is seeking an accomplished Health & Benefits Sales Professional to drive new business growth within the mid-market employer segment.
This is a true business-development and hunter position. The successful candidate will identify, pursue and close new client relationships with organizations typically employing between 1,000 and 5,000 people.
The role requires strong knowledge of employee benefits and health and benefits consulting, an established professional network, and the ability to gain access to C-suite and senior HR decision-makers. Candidates should be comfortable managing the complete sales lifecycle, from prospecting and initial engagement through proposals, presentations, negotiation and closing.
Key Responsibilities
New Business Development
Develop and execute sales strategies focused on acquiring new mid-market health and benefits clients.
Prospect into organizations with approximately 1,000–5,000 employees.
Generate new opportunities through cold outreach, market relationships, networking, referrals and industry events.
Conduct frequent prospecting calls, client meetings, sales presentations and executive-level discussions.
Build relationships with C-suite executives, HR leaders, benefits professionals and other senior decision-makers.
Maintain a healthy pipeline of qualified opportunities and consistently achieve or exceed sales targets.
Consultative Selling
Develop a thorough understanding of each prospective client’s employee-benefit, healthcare and workforce challenges.
Position relevant consulting services and solutions based on the client’s strategic and financial priorities.
Translate complex health and benefits offerings into clear commercial value for senior stakeholders.
Use market intelligence and internal service expertise to create compelling reasons for prospects to engage.
Identify opportunities to introduce additional services and support broader cross-selling initiatives.
Sales Execution
Lead complex sales opportunities from initial identification through final negotiation and closing.
Develop persuasive sales proposals, presentations and responses to requests for proposals.
Coordinate internal subject-matter experts and service teams throughout the sales process.
Lead pricing, scope, service and expectation discussions with prospective clients.
Secure commercially beneficial outcomes while maintaining a positive client experience.
Accurately track pipeline activity, sales performance and expected revenue.
Market Development
Research target industries, markets and employers to identify new business opportunities.
Analyse market trends and competitor activity to refine sales strategies.
Build and maintain a strong network across the employee-benefits and business community.
Participate in relevant professional organizations, conferences and regional industry events.
Represent the organization within the market and develop long-term relationships with prospective clients and referral partners.
Required Qualifications
Bachelor’s degree from an accredited institution.
At least five years of relevant sales, business-development or employee-benefits experience.
Demonstrated experience selling health and benefits, employee-benefit consulting or closely related services.
Experience selling to mid-market employers with approximately 1,000–5,000 employees per client group.
Strong track record of achieving or exceeding new-business sales goals.
Evidence of genuine hunting ability, including personally originating and closing new client relationships.
Experience managing complex, consultative sales cycles.
Strong understanding of employee benefits and health and benefits consulting products and services.
Ability to gain access to and influence C-suite executives and senior HR or benefits leaders.
Strong proposal development, presentation, negotiation and closing skills.
Ability to work from an approved office at least three days per week.
Current authorization to work in the United States without employer sponsorship.
Preferred Qualifications
Active Life and Health Insurance License.
Experience with a major or regional employee-benefits consulting or brokerage organization.
Established network of C-suite, HR and employee-benefits decision-makers.
Proven success selling into the 1,000–5,000 employee market.
Experience managing a substantial book of business or consistently delivering strong annual production.
A stable career history, including sustained tenure and measurable progression with a recognized broker or consulting organization.
Experience selling medical, ancillary or broader employee-benefit solutions in a consultative, broker-style environment.
Candidates coming from insurance carriers, PEOs or benefit-technology vendors may also be considered when they can demonstrate strong direct prospecting, new-logo acquisition and mid-market consultative selling experience.
What Will Make You Successful
The strongest candidates will be able to clearly demonstrate:
Annual new-business sales and production results.
Consistent achievement against quota.
The size and value of their current or previous book of business.
The typical employee population of the clients they have sold to.
Specific examples of clients with between 1,000 and 5,000 employees.
How they personally sourced, pursued and closed new accounts.
Access to senior HR, finance and C-suite decision-makers.
The ability to win business through proactive hunting—not solely through broker-channel relationships or inherited accounts.
This position is ideal for a commercially driven health and benefits professional who enjoys building new relationships, opening doors and leading sophisticated sales opportunities from first contact through close.