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Midwest, Regional Sales Director – EnterpriseSan Francisco, California, United States

Midwest, Regional Sales Director – Enterprise

San Francisco | California | United States

About Zipongo

San Francisco-based Zipongo (Eating Well Made Simple) has opened up the "Food Benefits Management" category to tackle chronic disease through nutrition. Zipongo's FBM platform helps users manage their nutrition via the Health (Digital Dietitian), Cooking (recipes, meal planning, grocery delivery, discounts, etc) and Restaurants (menus, restaurant ordering, workplace cafes) tools of our Zipongo Engage platform. In addition, the Zipongo FoodScripts platform helps users manage their disease ("Food as Medicine") and helps risk-bearing healthcare companies and employers drive an ROI vs. drug and traditional-only provider spending.

Position Overview

Reporting to the VP Enterprise Sales, the Regional Sales Director, Enterprise will be fully responsible for sales and revenue generation for their Midwest territory. This is an individual contributor role tasked with developing and implementing the sales strategy of this critical growth channel for the company while working closely with other members of the executive leadership team as Zipongo continues to pioneer in the digital nutrition space. As a critical member of the sales organization, the RSD Enterprise will be a consultative solution seller to clients and commercial strategist internally helping refine and optimize Zipongo's product positioning. The RSD Enterprise will be responsible for a select number of large employer accounts in their territory and will develop and implement all aspects of the strategic selling strategy leveraging proven sales methodology expertise. Part of this selling process requires significant upfront customer education typical of any nascent market that is being created leveraging disruptive technology. While this person is a sales expert at Zipongo, the RSD Enterprise will also be a thought leader among the HR, Benefits and Wellness employer community. The ability to collaborate with national and large regional benefit consultants is also critical to the success of the RSD Enterprise.
Effectively prospect to close in specified territory among 5K+ employers
Lead the ongoing development and execution of a sales plan by strategically identifying target organizations and then building out and managing a pipeline for their territory
Simultaneously and effectively manage multiple deals and deliver multi-year contracts against extended, variable sales cycles
Productively work with Zipongo sales team members as well as channel partners and consultants
Actively work together with marketing and other parts of the organization in refining product positioning while also translating customer feedback to optimize product deliverables and features
Manage pipeline through effective use of sales metrics and tracking capabilities, and effectively communicate internal priorities, challenges and opportunities impacting revenue growth
Serve as an integral component of the management team working to leverage one another's expertise to continue to expand presence in the market
Effectively leverage cross-functional resources and subject matter experts within the organization, knowing when to bring senior leadership, clinical or technical expertise into deal discussions
Serve as a thought leader in the marketplace to establish both awareness and credibility of the offering
Performance & Success Metrics
Sales and recognized revenue vs. quota
New customer acquisition
Year over year sales growth
Bachelor's degree at a nationally recognized college or university
8+ years of experience in employer sales selling into HR, Benefits, EAP related departments with a track record of achieving quota during that tenure
Proven track record of success in sales including: prospecting, discovery, opportunity conversion, business case development and delivery, approval and closing, and contract negotiation
Knowledge of benefits buyer, benefits/Health Care ecosystem, and consultant/broker channel
Brings existing relationships with national and large regional benefits consultants and brokers
Ability to navigate complex buying cycles with enterprise size employers, health plans, consulting firms, and ecosystem vendor partners
Experience selling complex enterprise SaaS technology platforms into 5K+ employers with familiarity with subscription based pricing models
Tacit knowledge of the employer technology sales cycle with a strong network of employers as potential customers
Exceptional strategic sales acumen with an in-depth understanding of the 'audience' (CHRO, CFO, CTO, CMO, etc) and how to navigate and successfully sell enterprise-wide contracts into employers
Expertise leveraging proven consultative sales methodologies like Miller Heiman or Challenger with the ability to adapt to customized approaches effective in driving successful outcomes
Proven ability to drive significant sales growth within an organization, preferably within an early/growth stage company
Effective problem-solver, decision maker, and multi-tasker, with excellent communication skills
A hunter who has succeeded as an individual contributor, understanding how to effectively leverage the resources available in an early-stage, high-growth environment
Capable of working closely with marketing and other functions as partners in managing sales opportunities as well as optimizing the product positioning and product functionality
Demonstrated success in forecasting and meeting revenue numbers; understands how to leverage data to drive sales strategy and effectively explaining/reporting these numbers to management
A "hands on" self-starter who is capable of working remotely while also staying close with HQ as a member of the team
Unquestionable integrity and reputation, with a track record of delivering results while maintaining the highest standards of professionalism

We expect our team and applicants to pride themselves on the following values:

Measurable -
We believe that experimenting, measuring results, and iterating with data support is the best process for solving hard problems.

Impactful -
We are passionate about having a positive impact on health and having a positive attitude.

Collaborative -
We value collaboration, respect, and team over ego. We believe that as a team we can achieve far more than as a group of individuals, and that the best ideas are developed through a collaborative process.

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