Senior Director, Sales

HealthFitness, a Trustmark company, is a proven leader in providing fitness solutions that engage and connect people both on-site and online, to create a strong community of health. Our work focuses on creating meaningful connections with each of our participants to help them move forward. We foster each individual’s journey by creating communities of health within the organizations we serve – so that everyone is supported. As an employee of HealthFitness you will enjoy a variety of health and financial benefits and receive competitive pay. We provide personal and professional support, training and development and flexible employment opportunities.

About the role

We are looking for a Senior Director, Sales to join our Health Fitness Team.

Responsible for identifying, pursuing, and closing new HealthFitness sales. Drives strategic growth by leading complex and high-value sales opportunities, solution development with multiple service lines, and executing on the go-to-market strategy. Demonstrates expertise in shaping solutions for customers to meet company objectives, manage concurrent sales cycles and influence the future HealthFitness go-to-market strategy.

Key Accountabilities

Sales Execution and Pipeline Management:

• Develop and own a defined business plan that outlines more complex sales strategies and tactics to achieve assigned activity and revenue targets, prioritizing efforts to align with overall business strategies.
• Build, qualify, and advance a healthy pipeline of corporate market sales opportunities aligned to individual revenue and activity goals, while supporting overall company growth objectives.
• Initiate and drive lead generation strategy and qualification process for assigned named accounts through working relationships with Human Resources, Procurement, Safety, and Facilities.
• Own and close complex sales opportunities within an assigned target area, effectively managing multiple concurrent pursuits from initial prospecting through contract execution.
• Maintain accurate forecasting and opportunity documentation within sales tracking software to support pipeline visibility, business planning, and regular sales reporting of sales activity and forecasts to leadership.

Solution Development and Deal Leadership:

• Architect integrated, multi-solution offerings across fitness, wellness, injury prevention, and emerging HealthFitness capabilities.
• Manage complex discovery process to understand prospect goals, strategic objectives and existing program offerings and effectiveness.
• Lead approach to finalist presentation and subsequent follow-ups to bring new opportunities sales to closure, displaying strong negotiation and influence skills to demonstrate value and differentiation from competitors.
• Partner closely with internal teams (Sale Operations, Finance, Product, etc.) to lead and coordinate proposal development, pricing and contracting.
• Serve as an escalation point and strategic resource on more complex sales opportunities, contributing best practices to overall company sales execution.

Market Leadership and Brand Ambassador:

• Identify and cultivate relationships with HR and safety leaders at Fortune 500 Employers.
• Promote the HealthFitness brand and value proposition by conducting industry-specific presentations, demonstrating an in-depth knowledge of products and services.
• Serve as the voice of the marketplace, providing feedback to key internal departments on market needs and competitive data.
• Represent HealthFitness at designated trade shows and industry conferences; maximizing new business opportunities including pre-and-post event communications.

Other duties as needed/assigned.

Minimum Requirements

• Bachelors’ degree and 10+ years related B2B sales experience, or equivalent combination education and experience.
• Proven track record in selling solutions in fitness, wellness, injury prevention, or related industry, meeting or exceeding revenue goals and delivering on commitments in highly competitive environments.
• A self-starter with the ability to manage multiple, complex sales opportunities at various stages of the sales process while demonstrating effective planning, prioritization, and organizational skills.
• Proficient with CRM and other technology for timely entry of sales activities, lead, and opportunity management
• Excellent interpersonal communication, presentation, and negotiation skills, including the ability to build effective relationships at all levels.
• Strong listening and comprehension skills, including the ability to identify underlying client needs and translate those needs into tailored product and service solutions.