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."

Key Duties and Responsibilities

Sales & Market Development

• 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.

Lead Generation Strategy

• 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.

Strategic Marketing Collaboration

• 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 sponsorships, 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.

Organizational Leadership & Performance Management

• 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.

Minimum Qualifications

• 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.
• Proven record of driving revenue growth and building strategic relationships within the Taft-Hartley, multiemployer benefits, or related union/trust fund market.
• Exceptional leadership and team management skills, with the ability to recruit, develop and retain high performing sales talent.
• Strong business acumen including experience with sales forecasting, pipeline management.
• Exceptional verbal and written communication skills, including interpersonal and presentation abilities.
• Excellent executing-level presentation and negotiation capabilities.
• Proven ability to communicate effectively across all levels of an organization.
• Demonstrated professionalism and maturity in fostering and maintaining relationships.
• Strong decision-making and organizational skills with the ability to prioritize tasks and manage multiple initiatives simultaneously.
• Proficient in using Microsoft Office applications and Customer Relationship Management software or systems such as Salesforce.
• Willingness and ability to travel overnight or for multi-day trips as required.

Preferred Qualifications

• Advanced degree, MBA or equivalent
• Deep understanding of the Taft-Hartley, multiemployer benefits and union trust fund landscape.
• Established network of relationships with labor unions, trustees, consultants.
• Demonstrated success in leading direct sales teams, driving lead generation programs.
• Strong collaboration skills, with a history of working cross-functionally with marketing, operations, and client relationship.
• Proven expertise in strategic market development and competitive positioning
• Skilled in contract negotiation, stakeholder influence, and managing political dynamics in union environments.
• Experience in driving lead generation and creating sustained demand.
• Recognized industry presence or ability to serve as a credible voice in the multiemployer benefits space.
• Track record of building and sustaining high-performing, mission driven sales teams aligned with organizational values.

*Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee of this job. Duties, responsibilities and activities may change at any time with or without notice.

Working Conditions/Physical Effort

• Prolonged periods of sitting at a desk and working on a computer.
• Regular travel throughout multiple states.
• May be required to work remotely.
• Must be able to lift fifteen pounds at times.

Disability Accommodation

Consistent with the Americans with Disabilities Act (ADA) and other applicable federal and state law, it is the policy of Zenith American Solutions to provide reasonable accommodation when requested by a qualified applicant or employee with a disability, unless such accommodation would cause an undue hardship. The policy regarding requests for reasonable accommodation applies to all aspects of employment, including the application process. If reasonable accommodation is needed, please contact the Recruiting Department at recruiting@zenith-american.com, and we would be happy to assist you.

Zenith American Solutions

Real People. Real Solutions. National Reach. Local Expertise.

We are currently looking for a dedicated, energetic employee with the necessary skills, initiative, and personality, along with the desire to get the most out of their working life, to help us be our best every day.

Zenith American Solutions is the largest independent Third Party Administrator in the United States and currently operates over 44 offices nationwide. The original entity of Zenith American has been in business since 1944. Our company was formed as the result of a merger between Zenith Administrators and American Benefit Plan Administrators in 2011. By combining resources, best practices and scale, the new organization is even stronger and better than before.

We believe the best way to realize our better systems for better service philosophy is to hire the best employees. We're always looking for talented individuals who share our dedication to high-quality work, exceptional service and mutual respect. If you're interested in working in an environment where people - employees and clients - really matter, consider bringing your talents to Zenith American!

We realize the importance a comprehensive benefits program to our employees and their families. As part of our total compensation package, we offer an array of benefits including health, vision, and dental coverage, a retirement savings 401(k) plan with company match, paid time off (PTO), great opportunities for growth, and much, much more!