Job Description:

Sales executive for the Retiree Exchange

Responsibilities

Domain expertise

• The sales executive ideally has a background in Benefits Administration and Reimbursement Accounts 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 month, quarter, and year


• Set, document in Salesforce, and execute the sales strategy for assigned territory and lead the development of a sales plan targeting a designated client list and 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 and input into Salesforce


• 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 in Salesforce 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, updating all information into Salesforce Opp Strat Plans


• Manages single product solution scope development for accounts based on understanding of customer need. Document customer needs in Salesforce.


• 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. All iterations of contracting process should be documented in Salesforce.


• Provides input on pricing decisions striving to sell at the highest possible profit margin


• Works with the Solution Architects, Manager and Business Leaders to deliver the final price quote and ensure all go-forward processes are agreed upon by the client until contracts are signed. Document all negotiations in Salesforce.


• 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 valued

Knowledge and Experience

• 5+ years' experience with consultative sales experience and or 6 - 8+ years Benefits and Reimbursement firm experience required


• Exhibits excellent skills throughout all stages of a consultative selling process, including pipeline management, strong strategy and 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


• Experience with Salesforce a plus


• Very strong internal and external communication skills, with the ability to listen comprehensively and deliver clear instructions and/or recommendations


• Travel Expectation 10 - 25% of the time (sometimes on short notice) to support meetings with clients and prospects

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.
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