Vice President of Sales, Labor & Trust

10+ years of B2B healthcare or benefits sales experience, ideally with a focus on the labor, union, or public-sector markets. Deep familiarity with union benefit structures, including health and welfare funds and their specific governance and procurement processes. Exceptional verbal and written communication, presentation, and negotiation skills. Ability to influence C-level and trustee stakeholders. Strong business acumen and data analytics skills. Proactive, self-directed, and results-oriented mindset. Ability to work independently and manage a large territory. Ability to travel nationally as required (approx. 50%). Must possess or be eligible to obtain necessary general health insurance licenses within a specified timeframe. Experience selling health technologies, medical insurance, employee benefits, SaaS or consulting solutions in the employer market, targeting all levels of organizations with a focus on CFO, HR or benefits professionals. Demonstrated ability in developing and successfully carrying out sales and marketing strategy. Proficiency in all aspects of the sales process including: performing initial outreach, developing relationships, negotiating and closing contracts and managing ongoing relationships. Outstanding customer focus and professionalism. Entrepreneurial and resourceful. Experience handling deadlines, keeping many balls in the air, and prioritizing work in a fast-paced, dynamic environment. Passion for collaborating cross-functionally with sales, operations, client success, data, and product teams.

Execute market strategy to drive revenue with labor unions, multi-employer health funds, and Taft-Hartley trusts. Lead the sales process from identification to execution of opportunities. Build and develop relationships with targeted brokers and consultants to build pipeline. Establish communication strategies for market feedback. Manage and report on the sales pipeline. Collaborate with the Chief Commercial Officer on business plans. Communicate Carrum's value proposition, product features, and partnership expectations. Execute phone/web/in-person meetings, follow-through, contracting, and transition to implementation teams. Own and manage the entire sales cycle within the labor and trust segment. Establish and maintain trusted relationships with key stakeholders. Develop and execute targeted go-to-market and client retention strategies. Lead consultative sales conversations to articulate value and ROI. Maintain in-depth knowledge of product portfolio, industry trends, and healthcare economics. Partner effectively with internal teams to ensure tailored proposals. Represent the company at labor conferences and industry forums. Utilize CRM software (Salesforce) for sales activities and reporting.