Lead sales consultant job description

Deloitte Consulting - Sales Excellence - Deal Lead

Deloitte Consulting's Sales Excellence Pricing and Commercial Deal Support team is seeking a Consultant to join the Pricing Analytics & Insights pillar. The Consultant will support US pricing analytics operations, focused on leveraging our sales and pricing data to provide actionable insights for pricing decisions related to individual deals, account-wide agreements, and internal practice reporting and initiatives.

Work you'll do

+ Work in a team of skilled data analysts to deliver high-quality solutions on time

+ Support development of analytical solutions such as self-service pricing and deal advisory tools that answer complex business questions at speed, scale and with accuracy

+ Provide ongoing support to maintain data quality, including diagnosing issues and creating solutions

+ Develop and maintain data visualization tools and dashboards for consumption by various senior-level stakeholders

+ Conduct ad-hoc data analyses and develop novel solutions to complex business problems

+ Explain technical concepts and analysis implications to varied audiences

+ Collaborate with members of the broader sales organization and support cross-functional teams within Deloitte

The team

The team member will be joining Deloitte Consulting's National Office Sales Excellence organization, which owns the end-to-end sales life cycle process and drives sales effectiveness to support Consulting's overall success through a range of advisory and analytical services. Within Sales Excellence, the Pricing and Commercial Deal Support team is a highly motivated and energetic group of specialized sales professionals that serve as trusted advisors in crafting tailored deals that meet our clients' needs.

Deloitte Consulting's National Office is comprised of professionals with various areas of focus that collectively provide mission critical services internally to support Consulting's overall success. Whether focused on project financials, quality and risk management, methods and tools, sales excellence, talent, leadership support, or other activities, these professionals ensure that our Firm operates efficiently and that our people can effectively serve clients every day.

Qualifications

Required:

+ Bachelor or master's degree, preferably with a focus in a business-related discipline such as Economics, Finance, Information Technology, or Mathematics

+ 2+ years of work experience

+ Advanced knowledge of Microsoft Excel and PowerPoint

+ Hands on experience with Python (preferred), R, or other programming languages

+ Hands on experience with data visualization tools such as Tableau (preferred) or Power BI

+ Ability to travel 0-5%, on average, based on the work you do and the clients and industries/sectors you serve

Preferred:

+ Relevant work experience in a sales, analytics, or consulting

+ Experience developing and delivering professional presentations

+ Demonstrated critical thinking and analytic skills

+ Excellent written and verbal communication skills

+ High energy and enthusiasm with strong self-management skills

+ Ability to complete detail-oriented work independently and within a virtual team in a fast-paced environment

+ Ability and willingness to work during extended hours with a high degree of flexibility during peak periods

Location: Any; work will predominantly be performed remotely

Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.

The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Deloitte, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $70,000 to $128,000.

You may also be eligible to participate in a discretionary annual incentive program, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.

Surest™, a UnitedHealthcare Company, (formerly Bind) provides a new approach to health benefits designed to make it easier and more affordable for people to access health care services. Our innovative company is part tech start-up, part ground-breaking service delivery-changing the way benefits serve customers and consumers to deliver meaningful results and better outcomes (and we have just begun). We understand our members and employers alike desire a user-friendly, intuitive experience that puts people in control when it comes to the choices they make and the costs they pay for medical care. At Surest, we pride ourselves in our ability to make a difference, and with the backing of our parent company, UnitedHealthcare, we can operate in the best of both worlds-the culture and pace of an innovative start-up with big company support and stability. Come join the Surest team and help us design and deliver a cutting-edge health benefit that changes the face of health care.

We understand our members and employers alike desire a user-friendly, intuitive experience that puts people in control when it comes to the choices they make and the costs they pay for medical care, and we are seeking team members to continue to advance our vision.

At Surest, we pride ourselves in our ability to make a difference, and with the backing of our parent company, UnitedHealthcare, we can operate in the best of both worlds-the culture and pace of an innovative start-up with big company support and stability. Come join the Surest team and help us design and deliver a cutting-edge health benefit that changes the face of healthcare.
**Large Market Sales Consultant Lead**

The Large Market Sales Consultant Lead is a key contributor within the large market sales team. Their focus will be on partnering with the Surest Sales VPs and UHC account teams to introduce, explore and sell Surest to large, self-insured employers (~5,000+ employees) using a consultative approach. While the Sales Solution Consultant Lead will primarily focus on existing UHC/UMR customers, they will also support the Surest Sales VPs in selling to non-UHC/UMR customers.

If you are located in AZ or CA, you will have the flexibility to telecommute* as you take on some tough challenges.

**Primary Responsibilities:**

+ **Leadership**

+ Execute a player-coach role by 1) leading the team of Large Market Sales Consultants, including serving as the supervisor to the other members of the team; and 2) acting as a Large Market Sales Consultant

+ Develop, document and execute the structure and processes required to successfully sell Surest to existing UHC/UMR customers. Update Salesforce to reflect key milestones and capture key data points throughout the sales process

+ Work with the Large Market Revenue Lead to develop and deploy division of cases across the Sales Consultant team

+ Work with the Large Market Revenue Lead develop KPI's for the new Sales Consultant function

+ **Sales Consultant**

+ Introduce Surest to large, self-insured employers (~5,000+ employees) using a consultative approach, with a focus on existing UHC/UMR customers

+ Clearly articulate the Surest value proposition and product details in a simple, concise way to a wide range of audiences, from UHC account teams to benefits managers/directors, brokers and consultants. Conduct sales presentations and lead demos

+ Support RFP response development with Surest sales rep, Surest proposal resources, and UHC sales/account team

+ Manage collection, review, and input of data for initial underwriting (BQUE) and full plan modeling. Summarize data and partner with Surest Sales VP and Benefit Strategist to develop recommended plan design and positioning

+ Coordinate Surest subject matter experts to conduct deeper dives across the key milestones of the sales process, including savings/financials, operations, pharmacy, clinical, communications

+ Lead deeper dive conversation with prospects regarding employee communications / consumer adoption conversations

+ Support review and comparison of current UHC/Optum vs Surest programs and services during sales process to existing UHC/UMR customers. Work with Surest Sales VP and UHC/UMR account team to assess gaps and key differences and communicate results of comparison to prospect

+ Manage the process to seek internal approval for custom requests from prospects

+ Supports Surest Sales VP and UHC account team to negotiate and close the sale. Support the contracting process once sold

+ Support the Surest Sales VP in ensuring CRM entries are accurate and up to date

+ Support hand-off to implementation once sold, including support of contracting process (negotiation is the responsibility of the sales lead)

+ Actively collaborate cross-functionally across Surest teams to share market needs, develop new tools and resources to support the consultative sales process, and refine and improve Surest's value proposition

You'll be rewarded and recognized for your performance in an environment that will challenge you and give you clear direction on what it takes to succeed in your role as well as provide development for other roles you may be interested in.

**Required Qualifications:**

+ 5+ years of large employer (3k+ employees) facing relationship management experience in the health insurance or health and benefits consulting industry

+ Demonstrated experience creating and executing process improvement and market engagement strategies across a team

+ Understands key market and regulatory dynamics of the insurance industry segment as well as the self-funded plan sponsor industry segment

+ Solid skills in Microsoft Office. (PowerPoint, Excel are ideal)

+ Ability to travel 20% on average, with up to 50% at times to visit prospects, attend critical meetings, and participate in key employer events

+ Full COVID-19 vaccination is an essential job function of this role. Candidates located in states that mandate COVID-19 booster doses must also comply with those state requirements. UnitedHealth Group will adhere to all federal, state and local regulations as well as all client requirements and will obtain necessary proof of vaccination, and boosters when applicable, prior to employment to ensure compliance. Candidates must be able to perform all essential job functions with or without reasonable accommodation

**Preferred Qualifications:**

+ Demonstrated ability to build relationships with large, and/or national employers

+ Ability to organize and schedule people and tasks to develop realistic action plans

+ Excellent communication skills, both verbal and written

+ Ability to work in a fast paced, dynamic organization

+ Demonstrated results orientation and ability to execute on goals

+ Manage high volume of details with precision and excellence in short and inflexible timeframes

+ A self-starter who operates with minimal direction

**What We're Offering**

+ Chance to join a rapidly growing health insurance company aiming to improve the healthcare industry

+ Empowerment to shape new solutions to fundamentally improve healthcare

+ Flexible work-from-home schedule to support work-life balance

+ Opportunity to work w/ people who are mission driven and highly motivated to make a difference

+ Equity, competitive pay, generous PTO and the opportunity to be a part of a new health insurance plan powered by the consumer, you!

Surest is committed to providing equal employment opportunities. All qualified applicants and employees will be considered for employment and advancement without regard to race, color, religion, national origin, sex, disability, age, marital status, sexual orientation, veteran status, genetic information, or any other status protected by applicable law.

_To protect the health and safety of our workforce, patients and communities we serve, UnitedHealth Group and its affiliate companies require all employees to disclose COVID-19 vaccination status prior to beginning employment. In addition, some roles and locations require full COVID-19 vaccination, including boosters, as an essential job function. UnitedHealth Group adheres to all federal, state and local COVID-19 vaccination regulations as well as all client COVID-19 vaccination requirements and will obtain the necessary information from candidates prior to employment to ensure compliance. Candidates must be able to perform all essential job functions with or without reasonable accommodation. Failure to meet the vaccination requirement may result in rescission of an employment offer or termination of employment_

**Careers at UnitedHealthcare Employer & Individual.** We all want to make a difference with the work we do. Sometimes we're presented with an opportunity to make a difference on a scale we couldn't imagine. Here, you get that opportunity every day. As a member of one of our elite teams, you'll provide the ideas and solutions that help nearly 25 million customers live healthier lives. You'll help write the next chapter in the history of health care. And you'll find a wealth of open doors and career paths that will take you as far as you want to go. Go further. This is **your life's best work.(sm)**

*All Telecommuters will be required to adhere to UnitedHealth Group's Telecommuter Policy.

_Diversity creates a healthier atmosphere: UnitedHealth Group is an Equal Employment Opportunity/Affirmative Action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status, sexual orientation, gender identity or expression, marital status, genetic information, or any other characteristic protected by law._

_UnitedHealth Group is a drug-free workplace. Candidates are required to pass a drug test before beginning employment._