SVP, Business Development

Position Summary

The Senior Vice President (SVP), Sales is responsible for developing, leading, and executing the sales strategy for our Taft‑Hartley Third‑Party Administration (TPA) business. This executive will oversee all facets of new business development, lead generation, client acquisition, and strategic partnerships within the multiemployer benefits and union trust fund market. In collaboration with marketing, the SVP will ensure alignment of brand visibility, thought leadership, and demand generation initiatives with the organization’s overall sales growth objectives.

Has minimum necessary access to Protected Health Information (PHI) and Personally Identifiable Information (PII) by Job Description/Role.

• Develop and execute a comprehensive, multi‑year sales and market development strategy aligned with the organization’s growth objectives.
• Identify, prioritize, and actively pursue new business opportunities with labor unions, trust fund boards, employer associations, and other key stakeholders.
• Design and manage a national market development plan focused strategic geographies, target industry sectors (e.g., construction trades, transportation, public sector), and prospective fund relationships.
• Lead the end‑to‑end sales process, including proposal development, client presentations, and contract negotiations.
• Establish and nurture strategic relationships with union leadership, fund trustees, benefits consultants, and industry influencers.

• Design and implement a targeted lead generation program encompassing inbound inquiries, referrals, and outbound prospecting initiatives.
• Develop and execute a structured direct sales outreach strategy, including outbound calls, personalized email campaigns, targeted trustee introductions, in‑person site visits and virtual prospect meetings.
• Oversee daily direct sales activities to maintain a consistent cadence of outreach, lead generation and relationship‑building efforts.
• Create and manage a lead nurturing process that engages early‑stage prospects through thoughtful, value‑driven engagement.
• Implement segmentation models to prioritize outreach and strategically allocate resources to high‑value prospect segments.

• Partner with marketing leadership to design and execute integrated campaigns targeting trustees, union leaders, and multiemployer consultants.
• Provide sales insights, market intelligence, and prospect feedback to maintain the annual marketing plan, campaign messaging and strategic and positioning.
• Collaborate on event marketing strategy, including sponsor ships, industry trade shows, trustee conferences, and hosted educational events to generate leads and enhance brand visibility.
• Support the development and promotion of thought leadership content – including white papers, webinars, blog posts, and newsletters; to build credibility and educate prospective clients on emerging trends in Taft‑Hartley benefits administration.
• Ensure alignment of digital marketing and lead generation campaigns with sales priorities, focusing on lead quality, campaign timing, and message consistency.
• Contribute to refinement of brand positioning and value proposition to reflect evolving service offering and market dynamics.

• Forecast and manage sales pipeline performance, ensuring consistent prospecting activity and accurate revenue projections.
• Contribute to corporate strategic planning by providing market insights, sales trends, and competitive intelligence.
• Recruit, develop, and lead a high‑performing, mission‑driven sales team with expertise in union, trustee, and consultant relationship management.
• Implement and monitor sales performance metrics, CRM reporting, and sales enablement tools to improve pipeline health, increase conversion rates, and reduce client acquisition costs.

• Bachelor’s degree in business, marketing or a related field
• Minimum of 12 years progressive experience in sales, business development, or client relationship management, with at least 5 years in a senior leadership role.
• Prov…