Commercial Sales Leader

2 weeks ago

Toronto, Canada LifeWorks Full time

TELUS Health and LifeWorks have recently come together to leverage the power of technology and our caring cultures to further progress our shared goal of building a healthier and friendlier future for all. As a global-leading health and well-being provider - encompassing physical, mental and financial health - TELUS Health is improving health outcomes for consumers, patients, healthcare professionals, employers and employees.

The primary responsibility of the Commercial Sales Leader is to deliver sales in line with targets applicable to the TELUS Health Retirement & Benefits Solutions practice
- Accountable and compensated based on success vs specific annual sales targets established jointly with management
- Prepares a sales plan and strategy for Canadian Commercial Outsourcing sales
- Acts as a business developer to generate new sales opportunities with new potential clients that the team identifies; develops an approach to maintain strong pipeline of opportunities
- Participates directly in business development opportunities, including client pursuits, RFPs, finalist presentations
- Identifies staff and tools needed to deliver on the sales plan
- Recruits, selects and onboards staff identified in the plan
- Adjusts proactively the plan if targets are not achieved so as to get back on track
- Actively participates in interactions with search consultants to insure we are considered as a Top Tier provider and receive our fair share of RFPs

Growth Responsibilities:

- Projects and forecasts annual and quarterly new business revenue
- Determines own personal sales quotas and team quotas based on sales objectives
- Identifies target market segments, in alignment with the organization’s strategic plan, and focuses on such segments
- Tracks sales team metrics and shares them with leadership
- Collaborates with marketing and channel development teams to develop lead generation plans
- Maintains a deep understanding of the market by monitoring the competition and other industry dynamics and trends
- Maintains a network by approaching potential clients, search consultants, as well as participating in professional associations and industry networking events
- Participates in regional and cross LOB strategy, growth and leadership initiatives as needed

People Leadership Responsibilities
- Meets with team regularly to review performance, progress, and targets
- Develops a scalable sales process and ensures adherence by all members of the team
- Ensures that team members use sales technologies, such as a CRM/Salesforce, correctly
- Plans and presides over regular growth team meetings
- Manages engagement levels
- Ensures team members work as a positive unit and share their best practices
- Leads in accordance with company culture and values to deliver results effectively

Qualifications/Skills
- Bachelor’s Degree or higher in relevant business or industry related field experience
- 7-10 years of strategic commercial sales experience
- Strong understanding of employer benefits program delivery (Defined Contribution, Defined Benefits and H&W administration experience preferred)
- Proven ability to exercise sound judgment and strong problem-solving skills
- Proven analytical, research and problem-solving skills
- Demonstrated flexibility and ability to adapt to multiple responsibilities encompassing multiple areas within the organization
- Proven leadership, people management, and project management skills
- Familiarity with contract management and negotiations an asset
- Availability to travel within Canada

Where permitted by law, company employees must be fully immunized to access a TELUS Health office or customer premises.

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