Director, Enterprise Sales

MEDCAN - Toronto, ON (7 months ago)

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About Us :
Established over 30 years ago, Medcan is a global leader in assessing clients' overall well-being and inspiring them to live well. Medcan has a comprehensive range of diagnostic assessments, which, in combination with innovative programs tailored to specific needs, are designed to successfully reach improved health outcomes.

Over 80 physicians and specialists, alongside a broad roster of complementary health care disciplines, provide health and lifestyle management services on site and by video consult for individuals, families and organizations. Our team of 550 staff see clients physically and virtually from our downtown Toronto location.

Live Well, For Life.

Our Philosophy – Eat, Move, Think – is the essence of who we are as health and healthcare partners to our clients, and who we aspire to be as a health inspiration company. It embodies the importance of eating well, moving often and thinking clearly to achieve a sound mind and body. It is with this thinking that we inspire our clients to live happier, healthier lives, no matter the complexity of their current health or position on the physical and mental health spectrum.

Building on the legacy of our renowned Annual Health Assessment, we’re proud to offer a wide range of innovative, ultra-tailored programs and specialty assessments, available 7 days a week. Supported by the latest, most advanced technology and proven clinical protocols, our assessments are essential in understanding current health and identifying future risks. This allows Medcan to help you proactively manage your health.

With an in-house team of over 200 passionate healthcare professionals specializing in internal medicine, genetics, nutrition, pain and weight management, fitness, sports medicine and psychology, Medcan is able to offer clients a broad roster of complementary healthcare disciplines – both in-clinic and virtually. Medcan continues to expand its service portfolio to support you in every healthy aspect of your life. Refine by Medcan, our dermatologist-led clinic, applies Medcan’s outlook on wellness to skin care so you can look and feel your best. Nourish by Medcan, our meal and catering service, is led by our team of Registered Dietitians and leans on elements of the plant-based Mediterranean diet to craft nutritious and flavourful meals.

The Role:
As a result of continued growth and evolution, Medcan has created a new leadership role focused on expanding its services throughout large enterprises. The Enterprise Sales leadership role at Medcan offers an exciting opportunity to play a key role in its journey to becoming a global health inspiration company. As part of a larger team, this executive will execute account specific strategies across multiple accounts to drive double digit growth. Today, Medcan has 64 anchor clients with a total of 1200 corporate clients ranging from small, medium to large organizations across industries. The role will appeal to a high energy, team oriented, and client-centric sales executive who is passionate about health and wellness and who will bring a discipline and sense of urgency to the opportunity to expand Medcan’s offerings, from its traditional focus on executive level to offer health solutions in the lifecycle of all employees.

Reporting to the Vice President Business Development, the new Head of Enterprise Sales will be responsible for achieving significant near-term growth and helping establish Medcan’s new enterprise sales function. Growth will be achieved by focusing on delivering Medcan’s ‘All Employee Offerings’ to both existing and new enterprise customers. This expanded focus beyond the executive level will address the emerging needs of plan sponsor customers, across a wide array of Medcan’s existing and developing solutions, including Virtual Care and Mental Health.

He/she will be a player/coach, not simply an individual contributer, and will be part of a team of nine, that includes a VP Business Development, account executives, account managers, a lead generator and team support colleagues. This role will help develop a team of Enterprise Sales Executives, and through a combination of direct sales, advisors and channel partnerships, establish new revenue streams and achieve significant near-term revenue growth. As part of a larger team, this colleague will execute account specific strategies across multiple accounts (new and existing) to rapidly drive double digit growth. Exceptional consultative sales capabilities, relevant knowledge of health and wellness group benefits, a commitment to identify and collaboratively develop new business initiatives for Medcan, be an inspiring leader of people, and an ability to navigate through complex sales cycles and executive relationship management are the fundamentals of this position.

The Accountabilities:
Develop and execute a comprehensive go-to-market sales plan aligning the value proposition of Medcan’s health and wellness solutions to enterprise customers, both existing and new.
Build and manage a team of enterprise sales representatives focused on Medcan’s new ‘All Employee Offerings‘, representing a shift beyond traditional executive level focus.
With a high sense of urgency, implement opportunity-specific programs to drive pipeline, close deals and achieve established sales targets.
Leverage Medcan’s CRM (Salesforce), establish, maintain and effectively manage a robust sales pipeline from lead to close.
Lead RFP processes, client proposals and agreements to secure new corporate business across Medcan’s suite of offerings.
Using a consultative approach, engage and collaborate with a variety of key external stakeholders, including executives, HR, purchasing, decision-makers and channel partners, as well as internal stakeholders, including product development, account management, marketing and operations, to win business and drive customer satisfaction.
Establish relationships at the executive level with both existing and prospective clients, gain an understanding of their short- and long-term needs, identify and articulate appropriate Medcan solutions to meet those needs, and generate new business.
Expand distribution capabilities by establishing advisor (ie. brokers) and channel partnerships (ie. insurers).
Effectively demonstrate through action a disciplined, rigorous and sustained focus on nurturing and securing, identifying and sustaining deeper and broader customer relationships and revenue generation.

The Requirements:
Minimum 7-10 years of enterprise sales experience in benefits, wellness and/or healthcare environment, ideally including some experience leading others in sales.
Experience with group benefits either with an insurer and/or a consulting firm is an asset.
Experience selling innovative solutions by highlighting value and ROI.
Proven track record in target achievement.
Bachelors or Masters degree in related fields.
Articulate and persuasive executive-level communication skills.
Exceptional listener and creative problem solver.
Demonstrated problem-solving and analytical skills in developing solutions for complex client/business issues.
Proven organization skills and ability to effectively communicate and collaborate with multiple stakeholders.

Ideal Compentencies:
Results orientation

Within an organization that is both goal-driven and results-oriented, the successful candidate will quickly demonstrate his/her proactive approach to secure client meetings, identify and act on new client opportunities and quickly convey the value proposition with existing/new companies for expanding/establishing business with Medcan. He/she will be driven by the primary objective of the role, which is to get into the market and in front of customers to position Medcan as the firm of choice for trusted, long-term employee health and wellness solutions.

Change-oriented leadership

The ideal candidate will demonstrate that he/she is will be part of growing a new line of business for Medcan and as such must bring strong communication skills and the ability to quickly be credible to existing clients and convey how Medcan is evolving to further complement organizational wellness. He/she will be action oriented, will quickly and proactively seek opportunities to expand Medcan’s client base through enterprise offerings and will also be able to internally gain respect and support for this ambitious new channel of revenue and services.

Relationship Building

In an entrepreneurial organization that values teamwork and collaboration, the successful candidate will foster strong and productive working relationships and partnerships across the business and take ownership for enterprise sales initiatives. In this way he/she will quickly demonstrate the ability to position what is distinctive about Medcan’s offerings, and overcome potential barriers to securing new offerings beyond the executive medicals. He/she will be an active listener and strong communicator, as well as an active participant in key leadership discussions. He/she will be primarily market facing but also known and trusted across the business and will actively seek input and feedback from others.

Other Personal Characteristics:
Lives the mission, vision, culture at Medcan.
Unquestionable personal and business integrity, with an ability to command respect both within and outside of the organization.
Excellent oral and written communication skills, including the ability to persuade and negotiate effectively and be politically savvy. Recognized as a great listener, learner and strategic contributor.
Leadership style that builds and maintains a climate of caring, respect and trust and inspires commitment from others to achieve organizational goals.
A strong sense of urgency and a bias for action in making sound decisions based on a combination of analysis, experience, judgment and personal/business maturity.
An upbeat, inspirational, energetic, can-do attitude

The position offers an attractive total compensation package including a base salary, performance incentives, a comprehensive benefits plan and a genuine opportunity to grow at one of Canada's Best Managed Companies. The position also offers outstanding health and wellness benefits through Medcan's Live Well program.

In your cover letter please include why you wish to align yourself with Medcan and how you believe you can add value to our organization.

We thank all applicants for their interest; however only those selected for an initial interview will be contacted. No phone calls and no agencies please.