CDHP Sales Manager - Chicago, IL

Summary:  Responsible for building and growing the book of business for the CDHP and Compliance products, including FSA, HSA, HRA, Commuter, COBRA and more. This includes future planning for and building a high-performing team of sales consultants, anticipating and adapting to changing industry needs and climate, and driving business growth by identifying, qualifying and creating new business opportunities on a local and national level.  Leads the development of an annual sales plan and participating in the development of marketing campaigns and sales strategies to grow and increase profits and revenues.   Fosters effective producer and strategic business relationships.  Provides both leadership and daily management of sales representatives and is accountable for meeting and exceeding sales goals and objectives. Also, delivers sales production as a working manager. 


Key responsibilities include:

Sales Leadership

  • Leads the development of strategic sales and business plans to achieve CDHP market objectives.
  • Implements the sales and business plans through day-to-day management of the sales team. 
  • Delivers sales forecasting activities and sets performance goals for team and staff accordingly. 
  • Establishes sales activity quotas/targets and accountable for the sales team achieving monthly and annual sales goals. 
  • Leads team knowledge and professional growth by establishing training programs and development opportunities, including topics from product and market knowledge, communications and public speaking.
  • Reviews and analyzes sales performance against goals and reports achievements.  Identifies and executes team action plans to increase sales. 
  • Establishes and maintains strong business relationships with producers and strategic business relationships including carriers.
  • Develops cross selling strategies for the various Flex product offerings.
  • Where possible, represents Flex at trade shows, webinars, conferences, etc. to promote Flex’s products and services.
  • Serves as an educational resource for our CDHP & Compliance products and services. This may include, but is not limited to participation in trainings, webinars, seminars, and the development of communications and resources.
  • Meets with key producers and prospects assisting sales consultants with maintaining relationships and negotiating and closing deals.
  • Prepares and delivers webinars and seminars for Flex University and/or assigns staff to same.    
  • Ensures CRM sales opportunities are followed up on and managed until sold or lost.


Business Development

  • Creates a culture of producer recruitment within the team, identifies and tests new recruitment strategies.
  • Researches and monitors external and internal environment to identify new market and product opportunities. 
  • Networks with other organizations/affiliations that could potentially be future partners in business.
  • Collaborates with Marketing on marketing and promotional strategies to nurture and cross sell current book of business and develop new opportunities and any applicable new product offerings.
  • Evaluates market research, conducts/maintains competitive analysis and adjusts sales strategies to meet the changing market and competitive conditions.
  • Analyze and reviews monthly sales reports showing sales volume, potential sales, and areas of proposed client base expansion.
  • Builds a team that provides a consultative approach with producers and employer prospects to understand and meet needs.


Team Leadership

  • Coaches, mentors, and motivates sales consultants to drive sales growth and be experts in their field. 
  • Leads regular staff meetings with each team member to measure progress, coach, develop, and ensure goal attainment. 
  • Works with Management/Accounting to establish commission plans for Sales Consultants.
  • Carries out management responsibilities including hiring, evaluating performance, providing ongoing performance feedback, rewarding employees and implementing corrective action, addressing issues and resolving problems.  Takes initiative to maintain a positive work environment and employee engagement within the department.
  • Oversees and provides training to build and enhance the sales team’s knowledge, skills and abilities.
  • Stays well informed of industry news, benefit and healthcare legislation, and carrier’s products and ensures that the sales team remains abreast of the same.  Utilizes internal resources to ensure that the sales team is current on all of Flex’s products and services.
  • Analyzes and controls expenditures of the department to conform to budgetary requirements.
  • Facilitates and monitors sales recruitment and engagement campaigns.
  • Establishes and maintains strong relationships with our carrier partners


Sales Production

  • Has direct sales responsibility with producers and interacts with producers, employers and business partners to distribute our CDHP and Compliance products and services.
  • Conducts pre-sales platform demos and/or finalist presentations
  • Responds to product and capabilities inquiries for prospective clients/producers

Conducts enrollment meeting as needed


Key requirements include:

  • Bachelor’s degree in business, Marketing or related discipline or related experience Specialized training in health insurance field
  • 7+ years of sales experience in the health insurance / benefits industry with a successful track record of growing business and achieving superior results.  
  • 1+ years’ experience with CDHP products
  • 2+ years’ experience effectively developing and leading a sales team, including coaching and mentoring.
  • Current Producer’s License in Life and Health.
  • Strong understanding of sales processes, methodologies, territory design, and sales compensation.
  • Knowledgeable in Microsoft Office products (Outlook, Word, Excel, PowerPoint) and experienced with databases.  Microsoft Project knowledge is a plus.
  • Exceptional selling and leadership skills
  • Strong leadership and management skills, with the proven ability to lead a sales team to success
  • Strong initiative and ability to drive change
  • Ability to gather and analyze information skillfully and develop creative solutions
  • Professional demeanor and high level of integrity
  • Excellent interpersonal skills and a genuine level of enthusiasm for bringing new opportunities to the company
  • Polished presentation skills
  • Strong verbal and written communication skills including the ability to prepare user friendly reports and effective business correspondence
  • Willingness to be flexible to accommodate and meet customer needs; must be service oriented and adaptable to change




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