Vice President of Sales

The Vice President of Sales is responsible for driving revenue growth by selling third party benefits administration solutions to mid sized employers (typically 100-2,000 employees) through broker and consultant channels. This role requires a balance of strategic leadership and hands on selling, with a strong focus on building relationships, consultative engagement, and efficient execution across sales cycles.

The Vice President of Sales will lead a high impact sales team, sales support team and marketing while personally managing key opportunities, strengthening broker partnerships, and ensuring solutions meet the practical needs of our target consultants and their clients.

Responsibilities

• Sales Strategy & Execution
  • Develop and execute a sales strategy focused on both existing producers and developing new broker partners.
  • Manage sales team to drive consistent new business growth through consistent execution of sales metrics.
  • Track and manage sales metrics, pipeline velocity, and close ratios to ensure revenue targets are met.
  • Adapt messaging and solutions to assist sales
• Hands On Sales Leadership
  • Lead, manage and hold accountable a team of sales professionals, sales support staff, and marketing maintaining direct involvement in active opportunities.
  • Personally manage and help sales team close a portion of new business.
• Leadership Team Responsibility
  • Serves as a key member of the Executive Leadership Team, contributing to the development and execution of the organization's strategic vision, business objectives, and growth initiatives.
• Broker & Consultant Channel Management
  • Build trusted relationships with employee benefits brokers and consultants serving the mid market.
  • Act as a primary point of contact for broker education, value positioning, and competitive differentiation.
  • Drive broker engagement through training sessions, joint sales calls, and targeted outreach initiatives.
  • Increase broker referred opportunities by clearly articulating service value, ease of implementation, and ongoing support.
• Client Acquisition & Solution Design
  • Lead sales discovery to understand employer benefit structures, administrative challenges, and growth plans.
  • Collaborate with internal teams to seek out cost containment solutions.
  • Oversee proposal development, pricing strategy, and deal negotiation.
  • Ensure smooth handoffs to implementation and internal teams.
• Cross Functional Collaboration
  • Oversee Marketing of broker campaigns.
  • Work closely with Operations, Implementation, and Compliance teams to ensure solution feasibility and service quality.
  • Provide ongoing market feedback to leadership regarding pricing, and service enhancements needed to stay competitive.
  • Work with leadership team to evolve PBA’s strategic approach to the market and respond to the needs of our consultants and clients
• Compliance & Industry Knowledge
  • Maintain working knowledge of employee benefits regulations impacting mid market employers, including ERISA, ACA, COBRA, IRS, and DOL requirements.
  • Ensure all sales activities align with regulatory standards, ethical practices, and internal compliance policies.

Requirements for this position

• Bachelor’s degree in Business, Marketing, or a related field (or equivalent experience).
• 7+ years experience managing sales team, marketing and/or sales support team
• 7+ years of leadership experience with demonstrated accountability for financial performance and organizational results.
• 5+ years of B2B sales experience, with at least 3 years selling employee benefits or related services.
• Proven experience analyzing financial data, interpreting business metrics, and contributing to strategic planning.
• Proven experience selling to mid sized employers (100–2,000 employees).
• Strong broker driven sales experience within the employee benefits ecosystem.
• Demonstrated ability to manage sales cycles and close deals efficiently.
• Proven ability to execute consultative, relationship-based selling strategies that build trust and drive long-term client partnerships
• Demonstrated experience with pipeline management and maintaining accurate sales forecasting discipline.

Preferred

• Prior leadership or player coach experience managing small to mid sized sales teams.
• Experience selling TPA, HR outsourcing, benefits administration, or benefits technology solutions.
• Familiarity with multiple benefit lines (health & welfare, COBRA, FSA/HSA, voluntary benefits, HR services).
• Working knowledge of stop loss insurance products, including structure, pricing considerations, and application within employer-sponsored health plans.

Working Conditions & Travel

• Hybrid or remote environment, dependent on location.
• Travel up to 25–35%, primarily for broker meetings, client visits, and regional events.

Benefits and Compensation

• $170,000-$200,000 base salary with uncapped incentive plan aligned to revenue goals.
• Comprehensive benefits package.
• Performance based commission/bonus tied to individual, team, and company results.

Mountain Time (MST) Member Advocate

The Member Advocate is responsible for providing excellent customer service to our members and providers. Primary focus will be supporting those in mountain and central time zones. This position requires strong communication skills, problem solving, and overall client satisfaction. This individual reports to the Member Advocacy Manager. Please see below for a more in-depth overview of daily responsibilities and skills required for this position.

Responsible For

• 50+ incoming calls per day to provide quality customer service to callers.
• Developing and maintaining problem solving skills and troubleshooting abilities for the purpose of assisting callers and going the “extra mile” when necessary.
• Accurately identifying callers needs, conducting research and assisting with issue resolution.
• Provide clear communication with focus on empathy and professionalism.
• Referring to any claims or issues that require adjustments, processing, repricing, or other intervention according to guidelines.
• Ask appropriate questions and listen actively to identify specific questions or issues while documenting required information in computer systems.
• Own issues through to resolution on behalf of the member in real time or through comprehensive and timely follow-up with the member.
• Responding to portals and all e-mails timely.
• Placing follow-up calls to members and providers, timely.
• Maintaining a working knowledge of plan benefits.
• Suggesting process improvement ideas.
• Presenting problems/trends to Management.
• Performing other duties as assigned to support PBA’s Mission, Vision and Core Values.

Skills Required for this Position

• 2+ years in a customer service-oriented role which required communicating over the phone.
• Maintain a positive work atmosphere by behaving and communicating in a manner so that you get along with customers, clients, co-workers, and management.
• TPA/Insurance Company environment or medical billing office experience preferred.
• Customer focused and adaptable to different personality types.
• Multitask with numerous customer service computer screens.
• Excellent typing skills, clearly documenting call notes.
• Active listener and provide empathy and understanding to callers.
• Strong verbal communication and interpersonal skills.
• Ability to quickly learn and adapt to new concepts/systems.
• Professional and responsible work ethic.
• Ability to interface with various levels of the organization.
• Proficient in Microsoft Office Suite products.

Essential Functions Statement

• This role is a remote role requiring the individual to have a private, dedicated space free from distractions.
• In this position you must be able to exchange accurate information/communication with co-workers, customers and vendors.

Benefits and Compensation

• PBA offers a wide range of benefits including medical, dental, vision, life insurance, AD&D, critical illness, accidental illness, FSA, disability and 401k.
• The range for this role is $23-$25 per hour

Physical Demands

• This is largely a sedentary role which requires the ability to sit for long periods of time.
• The person in this position constantly operates a computer.
• To perform the physical requirements of the position, the employee must be able to have manual dexterity in his or her hands in order to keyboard; see; hear, talk, sit; and stand.