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The Director of Mid-Market Sales is a high-impact, quota-carrying individual contributor responsible for driving new business growth with mid-size self-funded employers. This hunter role combines relentless pipeline generation, disciplined deal execution, and a consultative sales approach to consistently meet and exceed targets. Success requires building and executing strategic go-to-market plans, cultivating broker and consultant relationships, and directly engaging decision-makers to close high-value opportunities. This role will build relationships and prospect with employers in the following states: Pennsylvania, Ohio, West Virginia, Kentucky, Delaware, Maryland, Virginia, North Carolina, South Carolina.
What You'll Do
- Establish and maintain regional Broker/Consultant and Employer relationships within assigned territory
- Meet and build relationships with senior executives (C-suite, Benefits, Rewards) with a population size between 1,000 and 8,000 employee lives
- Deliver presentations to employers, brokers, consultants and at industry functions to educate prospects regarding Transcarent's end-to-end health and care experience platform
- Follow-up on prospect meetings and successfully negotiate with prospects and associated brokers, consultants, and TPAs
- Facilitate client transition to Implementation and Account Services post-sale
- Provide marketplace intelligence on product and service needs
- Participate in community, business, and industry organizations as appropriate
You Are
- A relentless executor. You have a proven track record of consistently driving deals forward with urgency, discipline, and precision from first call to close.
- An entrepreneurial spirit. You’re comfortable building the plane while it’s in the air. You’re engaged in finding solutions and not passing problems or hiccups off to others. You’re creative with available resources
- Open-minded. You don’t get flustered with the change that comes with being a part of a fast-growing organization. You enjoy learning and are curious about the latest trends in business and healthcare
- A Team Player. While you can’t lose sight of your own goals, you are ready to roll-up your sleeves and add to a conversation, support a teammate, contribute to thought leadership, or contribute to a project or initiative with enthusiasm
- A person with Integrity. You have fantastic planning and execution skills, tons of energy and great follow through when your company and our partners need you. You don't get overwhelmed and enjoy working with people trying to solve complex healthcare issues. You do the right thing, always
- You get a kick out of partnerships that work for everyone. You’re a master influencer and can negotiate with the best of them. You think long-term
- You’re a people person with a strong emotional intelligence. You work hard and have a great time doing it. Passion to impact and make a difference in the lives you serve
What We Are Looking For
- A minimum of 5 years of experience successfully selling complex, multi-stakeholder solutions. SaaS, health & welfare benefits, healthcare capital equipment, healthcare IT, health and welfare benefits outsourcing, human resources IT benefits software with a demonstrated track record of excellence
- Ability to navigate the strategic levels of customer organizations, identify key decision-makers, build relationships with senior executives and schedule meetings with key stakeholders
- A demonstrated track record of developing an organic pipeline through prospecting employers and consultants
- A plus if you have prior experience working in a fast-paced, high growth environment and comfortable with the nuances of such
- Industry knowledge along with well-established relationships with employers, consultants, brokers, and TPA’s within territory
- Excellent presentation skills with experience presenting to executives and direct-level benefits professional and consultants Exceptional written, verbal, and interpersonal communications skills along with a captivating presentation style
- A Bachelor’s degree
- Demonstrated ability to successfully negotiate complex contract negotiations
- Demonstrated ability to accurately forecast monthly, quarterly, and annual revenue
- Strong aptitude with business software tools (Word, Excel, PowerPoint, Outlook etc) and CRM (Salesforce)
- An ability to travel up to 50% of the time with overnight travel included
Who we are
Transcarent and Accolade have come together to create the One Place for Health and Care, the leading personalized health and care experience that delivers unmatched choice, quality, and outcomes. Transcarent’s AI-powered WayFinding, comprehensive Care Experiences – Cancer Care, Surgery Care, Weight – and Pharmacy Benefits offerings combined with Accolade’s health advocacy, expert medical opinion, and primary care, allows us to meet people wherever they are on their health and care journey. Together, more than 20 million people have access to the combined company’s offerings. Employers, health plans, and leading point solutions rely on us to provide trusted information, increase access, and deliver care.
We are looking for teammates to join us in building our company, culture, and Member experience who:
- Put people first, and make decisions with the Member’s best interests in mind
- Are active learners, constantly looking to improve and grow
- Are driven by our mission to measurably improve health and care each day
- Bring the energy needed to transform health and care, and move and adapt rapidly
- Are laser focused on delivering results for Members, and proactively problem solving to get there
Total Rewards
Individual compensation packages are based on a few different factors unique to each candidate, including primary work location and an evaluation of a candidate’s skills, experience, market demands, and internal equity.
Salary is just one component of Transcarent's total package. All regular employees are also eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock options.
Our benefits and perks programs include, but are not limited to:
- Competitive medical, dental, and vision coverage
- Competitive 401(k) Plan with a generous company match
- Flexible Time Off/Paid Time Off, 12 paid holidays
- Protection Plans including Life Insurance, Disability Insurance, and Supplemental Insurance
- Mental Health and Wellness benefits
Transcarent is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. If you are a person with a disability and require assistance during the application process, please don’t hesitate to reach out!
Research shows that candidates from underrepresented backgrounds often don’t apply unless they meet 100% of the job criteria. While we have worked to consolidate the minimum qualifications for each role, we aren’t looking for someone who checks each box on a page; we’re looking for active learners and people who care about disrupting the current health and care with their unique experiences.
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