Client Account Executive (CAE)

Posting Date: 06/07/2019
Closing Date: 09/01/2019
Posting Level: Executive/Senior Level

Job purpose
At Benovate a Client Account Executive (CAE) is responsible for prospecting, developing and managing a book of business for continuous organic and share-of-wallet growth year-over-year. This individual is an expert sales person who listens to prospects’ and clients’ needs and works to ensure Benovate can solve and deliver value through long-term relationships. The individual is a career sales person with a passion for closing deals, not one who is looking to use sales as a step to other functions.

Duties and responsibilities:

● Proficient demonstration of the platform and its analytical capabilities.

● Thorough understanding of the Population Reporting Tool (PRT) and the full analytical power of
the platform.

● Learn and tell the Benovate Value Story adapting it to varied prospect and client applications.

● Show up with maturity, confidence and respect in C-Suite offices and in front of marketplace constituents of all kinds – represent the brand with utmost integrity and professionalism.

● Be able to thoughtfully and analytically identify segments for priority targeting as well as segments for lower priority in the interest of selling efficiency.

● Nurture relationships from prospecting through long sales cycles with multiple decision- influencers in organizational settings.

● Evangelize wellbeing versus wellness in the marketplace.

● Evangelize the power of organizational learning, insights and population [people] improvement.

● Keep current on competitive activities and remain able to clearly articulate the competitive.

advantages of Benovate versus others in close categories.

● Prospect for leads through networking, conferences, associations, and other relationship means
you determine – be active, not passive in lead generation.

● Prospect and client needs assessment.

● Benovate solution design for specific and unique prospect and client applications.

● Work with Marketing to ensure lead-generation campaigns are well understood by both for overall
messaging, timing and pipeline growth.

● Effective and ongoing use of the CRM system – keeping it updated and an accurate “source of
truth” for forecasting and planning.

● Negotiate contracts effectively with prospects and clients; having secured sufficient leadership
engagement from the Benovate SLT.

● Partner, collaborate and communicate – externally with prospects, clients and the like; but also
internally with front-, and back-room team members. Know your role and others’ and collaborate
for maximum leverage.

● Collaborate coach and leverage the Client Success Manager who works in partnership with you to
serve existing clients.

● Close sales – manage your pipeline from lead through close and achieve new revenue.

● Grow accounts – manage your book of business increasing revenues from existing clients YOY.

● Client NPS levels.

● Sales targets achievement.

● Renewal targets achievement.

Job title: Client Account Executive (CAE)
Reports to: Chief Growth Officer

Qualifications:

● Bachelor’s Degree – human sciences/studies desired; others considered.

● Advanced degrees preferred.

● 10+ years B-B sales experience.

● Demonstrated ability to think and sell “systems”, not simple “products”.

● Demonstrated analytical thinking skills.

● Comfort with data; data models, data constructs, data management protocols and systems.

● Demonstrated ability to listen, identify needs and create best-fitting solutions for the client.

● Experience in vertical categories focused on health, wellness, wellbeing, fitness, nutrition, psychology and human sciences will be preferred.

● Experience with market research data analytics – quantitative analytics, highly desirable.

● Data-supported proof of sales success – lead conversion, close rates, BOB growth, share.

of wallet increases and client retention.

● Expert listening skills and ability to synthesize and interpret for accurate insights.

● Expert communications skills – written [provide samples] and verbal; grammar,
conciseness, articulation, presentation to executives, etc.

● Proven professional decorum – maturity, “polish”, comfort level in the C-Suite with
historical experience there.

● Integrity – say what you mean and do what you say with full candor - no hiding nuances
or subtle misleads.

● Ability to study, learn and test through the Benovate value story and platform capabilities.

● Understanding of HIPAA, PHI and GDPR.

● Enthusiasm, high energy, positive demeanor.

● Ability to move without perfection – keep things moving, don’t wait
Provided for reference only.

Always consult current legislation in your jurisdiction to create policies and procedures for your organization.
HR Council for the Nonprofit Sector
www.hrcouncil.ca


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