Director of Sales and Business Development

Who We Are

Milliman Trendz Data is one of the healthcare industry’s most highly regarded platforms for transforming Insurance data used for product sale to member enrollment, billing and claims.

Just over 7 years ago they were founded on the premise of building trust in data to help health plans, employers, and MGA’s as well as third-party administrators do more with cost and care management.

Trendz Data ultimately helps drive better outcomes faster while reducing waste in the healthcare space.

Now more than ever, data and analytics are paramount to the success of payors, TPA’s, MGA’s as well as employers to successfully acquire and retain employees and members.

The solutions and standalone products Trendz Data provides offers clients the flexibility and power to balance technology, expertise and support.

Large multinational payors, national TPA’s and MGA’s and indirectly 1000+ employers rely on Trendz Data for their data transformation and value add services.

The firm is a subsidiary of Milliman; a global, employee-owned consultancy providing actuarial consulting, retirement funding and healthcare financing, enterprise risk management and regulatory compliance, data analytics and business transformation as well as a range of other consulting and technology solutions.

Built on the foundations of driving innovation and providing expert and elegant solutions for clients, they continue to break bounds in their 7th decade in business.

You will be a part of a growing team of Business Development Executives! The candidate hired in this critical and highly visible role will work with the Principal & Head of Sales along with both outsourced and insourced Sales Development Representatives to achieve revenue goals.

This role will be instrumental in identifying, developing and securing new business across a national territory focused on the entire suite of Trendz Data’s products and solutions.

This Director of Sales and Business Development opportunity is a highly consultative sales role; however, the right candidate will be passionate about rolling up their sleeves and taking action to get things done.

From developing the territory to collaborating with pre-sales and engineering for product and solution demos to writing proposals and closing deals the individual hired into this role will have the opportunity to craft their career trajectory at Trendz Data.

What We Are Looking For

Professional Qualifications / Experience

• Minimum of 5 years in technology solution sales at the enterprise level
• Minimum of 3 years in the insurance sector with employee benefits
• Demonstrated history interacting at C-Suite level
• Established sales cycle experience : from initial customer engagement to signed contract
• Prospective Customer Contact : cold calls, face to face meetings, and indirect methods such as networking
• Become a certified expert on the entire Trendz Data suite of products and solutions, as well as keep well-informed of industry trends and insights on the competition
• Develop your national territory through research and outbound activity, aligned to the comprehensive Trendz Data sales strategy
• Qualify leads and map out potential contacts in your markets
• Initially create a flow of prospects and as you build the Sales team manage the flow prospects coming from the Sales Development Representative team
• Conduct outbound opportunity development through partnership with marketing
• Convert prospect relationships through regular calls, emails, marketing efforts and business development meetings with decision makers
• Listen to prospects and clients; probe deeper to understand business needs and work to create solutions from the ground up
• Achieve (and exceed) your annual sales quota
• Add, maintain, track and report on sales & business development efforts, forecasts and activity in Dynamics 365

Personal Qualifications / Experience

• Excellent command of English language, written & verbal
• US Citizen or Right to Work in USA
• Individual contributor with leadership goals, growth-oriented with proven customer base, strong credibility
• Public Speaking : Present at industry conferences to senior leaders and key decision makers
• Draft and deliver proposals
• Work with technical staff and product specialists where required to address customer requirements
• Develop and maintain key account plans that identify opportunities for company to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales

Preferred Qualifications / Experience

• Previously worked for an InsurTech, IT Services Solution Provider or Consultancy
• Has experience selling into MGA’s / TPA’s / Broker’s, Insurance Carriers
• Engineering and / or IT background, coupled with business development experience

About Milliman

Independent for 75 years, Milliman delivers market-leading services and solutions to clients worldwide. Today, we are helping companies take on some of the world’s most critical and complex issues, including retirement funding and healthcare financing, risk management and regulatory compliance, data analytics and business transformation.

Through a team of professionals ranging from technology specialists to plan administrators, actuaries to clinicians, we offer unparalleled expertise in employee benefits, investment consulting, healthcare, life insurance and financial services, and property and casualty insurance.

Location

The expected application deadline for this job is July 1, 2024.

This role is based out of the Milliman office in Tampa, Florida, but candidates hired into this role may work remotely anywhere in the US.

Compensation

The salary range for this role is $78,000.00 to $157,000.00, depending on a combination of factors, including, but not limited to, education, relevant work experience, qualifications, skills, certifications, location, commission scale, etc.

Benefits

At Milliman, we focus on creating an environment that recognizes and meets the personal and professional needs of the individual and their family.

We offer competitive benefits which include the following based on plan eligibility :

• Medical, dental and vision coverage for employees and their dependents, including domestic partners
• A 401(k) plan with matching program, and profit sharing contribution
• Employee Assistance Program (EAP)
• A discretionary bonus program
• Paid Time Off (PTO) starts accruing on the first day of work and can be used for any reason; full-time employees will accrue 15 days of PTO per year, and employees working less than a full-time schedule will accrue PTO at a prorated amount based on hours worked
• Family building benefits, including adoption and fertility assistance and paid parental leave up to 12 weeks for employees who have worked for Milliman for at least 12 months and have worked at least 1,250 hours in the preceding 12-month period
• A minimum of 8 paid holidays
• Milliman covers 100% of the premiums for life insurance, AD&D, and both short-term and long-term disability coverage
• Flexible spending accounts allow employees to set aside pre-tax dollars to pay for dependent care, transportation, and applicable medical needs

Equal Opportunity

All qualified applicants will receive consideration for employment, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

Pay Transparency

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant.

However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)