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Head of Sales and Marketing

Definiti

in Remote

Definiti is a national retirement services company that helps clients manage and administer their retirement plans. We help clients define what's possible and what’s next for their retirement plans.

Purpose of Position

The Head of Sales and Marketing will lead sales and new business growth for the organization. S/he will create sales and marketing strategies to identify leads, manage sales execution, and deliver robust new client acquisition. In this role, the successful hire will direct field sales and sales operations to build a robust sales presence. While the team’s primary focus is upon 401(k) plan design and compliance services, Definiti also markets a broad set of retirement services including cash balance, 3(16) fiduciary services, and defined benefits consulting.

Organizationally, the person will report to the CEO and serve alongside five senior executives. Reporting to the Head of Sales and Marketing will be fifteen staff responsible for field sales, key accounts, and marketing communications. Please note that it is not anticipated that the successful hire will carry a “book of business.” Rather, s/he will devote complete attention to managing and motivating the team to realize revenue objectives.

The Head of Sales and Marketing will drive revenue, growth and competitive advantage by optimizing sales operations, capitalizing on organic opportunities, driving ongoing lead generation, defining and differentiating service offerings, and mentoring sales executives in building partnerships with advisors, recordkeeping platforms, and referral sources. In addition, Definiti is embracing rapid growth with the support of LMP. Accordingly, the Head of Sales and Marketing will be responsible for integrating, mentoring and coaching acquired sales teams.

Responsibilities

• Be the executive in charge of new client acquisition: manage the field sales team and supervise sales operations and marketing focused on 401(k), cash balance and related retirement services sales.
• Create sales strategies, implement sales plans and inspire and motivate the team to build strong pipelines, increase revenue, attract new customers, form strategic relationships, improve customer retention and loyalty to meet and exceed sales targets.
• Direct Definiti’s marketing efforts, strategies and plans - leveraging sales force automation tools and process management to acquire and cross-sell clients.
• Lead by example: inspire and motivate the team with coaching and mentorship that encourages members to excel and win.
• Hold P&L responsibility for the company’s sales and marketing efforts.
• Drive measurement and accountability to ensure achievement of plans, goals, and objectives.

Sales Management

• Develop and implement sales strategies designed to meet or exceed sales targets by developing and implementing a well-documented sales playbook.
• Mentor, motivate, coach, develop and inspire the field sales team to ensure they meet and exceed their goals. Offer comprehensive sales training, and utilize feedback and support to build a consistent, high-performing team, focused on and accountable for delivering monthly results.
• Leverage the company’s sales force automation tools to maximize sales and marketing efforts while capturing and reporting metrics that clearly communicate progress and results to the sales team, senior leadership and the Board.
• Lead the Key Accounts team as they work to deepen relationships with high potential financial advisor relationships. Take personal responsibility for the success of key partner relationships, negotiating large client RFPs and partnership deals.
• Manage the activities of the sales team, and present regularly updated sales forecasts.

Marketing

• Develop marketing plans and strategies to drive lead generation. Ensure that marketing plans are aligned with sales goals, establishing clear paths for the marketing and sales teams. Demonstrate performance results with tangible returns on marketing and sales campaigns.
• Continually work on developing the company’s brand. Ensure the value proposition of solutions are differentiated from competitors and meets client needs. Collaborate with clients, referral sources, and industry partners to extend and enhance the company’s market position.
• Build a thought leadership presence in the industry and continually develop marketing campaigns and communications to expand the company’s leadership presence.
• Promote the organization’s industry visibility by leveraging sponsorships, speaking engagements, and presence at industry conferences. Utilize the website, social media and digital marketing to raise awareness of the company as a leading service provider.

To accomplish these expectations, the successful candidate will continuously demonstrate knowledge and understanding of market trends while concurrently assessing marketplace developments of competitors.

Short-term, immediate objectives:

1. acclimating to the organization and culture by developing trusting and collaborative relationships with the team members through personal connectivity and by implementing feedback loops and creating support structures;
2. learning the company’s product and service suite and pricing, and making recommendations to alter such items as market conditions warrant;
3. establishing and implementing core sales execution playbooks and working with the sales team so they deliver on clearly-defined actions to drive their success;
4. reviewing the human capital skills and abilities of the sales team populace to assure that talent and commitment matches existing and future needs; and
5. creating a training and business development program to equip the sales team with the strategies and tools needed to effectively engage customers, navigate the sales process and ultimately drive higher sales revenues.

Education / Experience

• At least five years’ experience in the retirement services industry, specifically in the 401(k) and Third-Party Administration sector.
• Demonstrated success building and leading a high-performing sales and marketing team and proven record of exceptional results – growth in revenue and EBITDA.
• Comfortable and effective leading, coaching, and collaborating with others in a remote environment.
• Experience with acquisition-driven growth, particularly the rapid integration and management of new employees.
• Knowledge of CRM tools (HubSpot preferred), very experienced with the MS Office suite.
• Bachelor’s degree required.
• Travel expected (up to 50%).
• Willing to and enthusiastic about carrying a significant, personal financial stake in the organization.

Personal Characteristics

• High-energy and results-driven; thrives in a fast-paced working environment.
• Growth-oriented; ability and agility to execute.
• Possesses leadership and appropriate charisma; able to inspire, motivate, and challenge staff and colleagues to address business challenges.
• Organized and planful with ability to create and manage processes to scale the function.
• Comfortable working in a matrixed environment and working collaboratively across the enterprise to build the business.
• Adaptable to think ahead and pivot mid-course as new acquisitions and a changing business environment demands.
• High degree of personal and professional ethics.
• Inquisitive and curious, possesses the natural inclination to test the status quo.
• Excellent verbal and written communication skills – quality presentation abilities, comfortable in external and internal public speaking situations, active listener.
• A high level of intelligence - a problem solver who possesses excellent critical thinking, planning, and organizing skills.
• Superb interpersonal attributes with the ability to establish and develop credibility and respect with employees, the senior leadership team, the board of directors, clients/prospects, and other external constituencies.

Compensation

Competitive compensation package consisting of a base salary, a short-term cash incentive plan (subject to attainment of agreed to milestones), and a meaningful equity opportunity.

Geographic Location

Fully remote position requiring up to 50% travel. The ideal location for this position is in metro Boston or the Washington DC / NY corridor to facilitate in-person connections with both senior leadership and a portion of the field sales team, but the company will consider candidates across the United States. No relocation is necessary. Also, it will be imperative that the successful hire is willing to and enjoys being in the market with the sales team members to mentor and develop skills and success

Expectations for a successful remote work environment:

• Ability to build rapport with others remotely while working productively with limited in-person interaction
• Designate a quiet, and well-lit space with a fast internet connection for your workspace, free of as many distractions as possible·
• Be online and available during designated business hours in local time zone
• Accustomed to using Microsoft Teams or virtual-meeting applications to work with colleagues regularly on video and use the chat feature for quick communications
• Accustomed to file-storage and file-sharing tools such as Microsoft SharePoint and Citrix ShareFile

Benefits

• A virtual-first work philosophy
• 401(k) with up to 4% match
• Generous paid time off, in addition to 9 paid holidays and 2 paid floating holidays
• A variety of medical, dental and vision plan options including Definiti subsidized premiums
• Company-paid life insurance and short-term disability insurance
• Bonus plan eligibility

How to Apply

To apply, please email your resume to Tiffany Connelly, Executive Recruiter, tiffany.connelly@eflassociates.com 

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