Public & Labor Sales, Regional Vice President
Included Health is seeking a seasoned Public Sector Sales Executive to lead growth across public sector, labor, and multi-employer markets. In this role, you will help further our mission by selling the Included Health suite of products to public sector organizations, labor unions, multi-employer groups, school districts, public sector risk pools, quasi-government entities, and joint powers authorities, with a focus on organizations serving 5,000+ employees or members.
As the Public & Labor Sales RVP, your role will be to identify, pursue, and close business within your territory through a highly consultative approach. You will work directly with senior employee benefits, HR, procurement, finance, and executive stakeholders, as well as with trusted advisors including brokers, consultants, TPAs, carriers, and other organizations that influence public & labor purchasing decisions. You will also build productive relationships with health plan channel partner account teams to generate pipeline and expand Included Health’s reach through existing channel partner contracts.
This role is responsible for both new logo growth and expansion within existing public sector and labor clients.
Key Responsibilities
Territory Growth Leadership: Own and expand the public sector and labor territory by developing and executing a regional go-to-market strategy focused on high-priority public entities, labor organizations, and multi-employer groups.
Strategic Account Development: Build and manage executive-level relationships with benefits leaders, trustees, union leadership, procurement stakeholders, and other decision-makers to position Included Health as a trusted strategic partner.
Complex Enterprise Sales Management: Lead complex, multi-threaded sales cycles involving internal and external stakeholders, including consultants, channel partners, finance, procurement, and executive leadership, to drive consensus and close strategic long-term contracts.
Regional Consultant Engagement: Develop and maintain strong relationships with consultants, brokers, TPAs, carriers, and health plan partners that influence public sector and labor purchasing decisions and strengthen Included Health’s market position.
Client Expansion: Identify and pursue opportunities to expand Included Health’s service portfolio within existing clients, driving additional revenue and deeper customer partnerships.
Sales Process Optimization: Contribute to continuous improvement of sales frameworks, tools, and playbooks that shorten the sales cycle and improve effectiveness in complex deal environments, including RFP-driven opportunities.
Operational Excellence: Maintain disciplined CRM documentation, pipeline management, and forecast accuracy to ensure transparency and accountability across all stages of the sales process.
Brand Representation: Serve as a regional ambassador for Included Health’s mission and culture in all external interactions and at relevant industry events and conferences.
Travel: Travel as needed to meet with prospects, clients, consultants, partners, and industry stakeholders across the territory.
During your first 30 days, you will:
Partner with the Division VP to come up to speed quickly on market dynamics, priority prospects, and open opportunities within the territory.
Complete onboarding, GTM training, and internal learning to quickly develop a strong understanding of Included Health’s products, offerings, and value proposition.
Begin developing your Year 1 territory and sales plan.
Tap into your network of buyers, influencers, and partners to identify meaningful sales opportunities.
Ride along with other sales leaders on client calls for learning and market immersion.
During your first 60 days, you will:
Establish your territory strategy and prioritize target public sector, labor, and multi-employer organizations.
Develop account plans and outreach strategies for high-priority prospects, including stakeholder mapping, competitive research, and clear win themes.
Make introductions to your network and future customers regarding Included Health.
Secure meetings with target organizations and conduct joint discovery and product overview meetings with senior sales leaders and cross-functional partners.
During your first 90 days, you will:
Independently lead discovery and product overview meetings with prospective clients and confidently articulate the value of Included Health’s solutions.
Engage internal subject matter experts and executive leaders to shape deal strategy, stakeholder management, and product positioning for high-priority opportunities.
Deepen relationships through in-person meetings, conferences, and field engagement across your market.
Build momentum across both new logo pursuits and expansion opportunities within existing accounts.
Qualifications
7+ years of sales experience, with significant experience in selling to public sector & labor buyers in the healthcare benefits, wellness, or adjacent complex solution sales environments.
Proven success managing and closing long, complex sales cycles involving multiple internal and external stakeholders.
Strong track record of consistently meeting or exceeding large annual or multimillion-dollar quotas.
Deep understanding of the healthcare benefits landscape and its evolution, particularly as it relates to public sector and labor purchasers.
Demonstrated consultative selling skills, including uncovering client pain points, quantifying business impact, and aligning solutions to strategic benefits and cost-management goals.
Established credibility and relationship-building ability with consultants, brokers, TPAs, carriers, clients, and other influencers in the public sector and labor ecosystem.
Exceptional executive communication, negotiation, and storytelling skills with senior stakeholders and decision-makers.
Strong references from clients, partners, and influencers you have worked with in the past.
Proficiency with Salesforce or similar CRM systems, with disciplined pipeline and forecast management.
Willingness to travel domestically as needed to fulfill job responsibilities