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VP, Sales & Account Management
HealthCare.comVP, Sales & Account Management driving broker sales strategy for Pivot Health, a health insurance distribution company. Building a high-performance team and establishing business development disciplines.
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in health insurance distribution, with a strong focus on building and leading sales teams, developing broker relationships, and achieving revenue targets. Proficient in creating strategic sales initiatives and fostering collaboration across departments to enhance broker engagement and performance.
Highest-signal resume keywords
Sales Strategy DevelopmentBroker Relationship ManagementTeam LeadershipRevenue Target AchievementHealth Insurance Market Expertise
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
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Hard Skills
Sales ManagementAccount ManagementBusiness DevelopmentPerformance Metrics EstablishmentRevenue ForecastingMarket Trend AnalysisBroker Compensation StructuresFMO RecruitingShort-Term Medical ProductsAncillary Health Products
Soft Skills
Excellent CommunicationCollaborationRelationship BuildingSelf-StarterTeam Culture Development
Industry Keywords
Health Insurance DistributionU65 / Non-ACA Insurance MarketBroker Engagement ModelGrowth-Stage EnvironmentPrivate Equity-Backed Health Business
About the role
Key responsibilities & impact- Own the broker and consultant distribution sales strategy, with accountability for revenue targets across non-owned channels
- Transition the sales organization from a reactive account management model to a proactive hunter/farmer structure
- Recruit, onboard, and scale new broker and FMO relationships to expand Pivot's active distribution footprint
- Drive new business development with independent agents, general agents, and field marketing organizations (FMOs)
- Represent Pivot Health at industry events, carrier partner meetings, and key broker/consultant forums
- Lead and develop the Account Management team, ensuring existing broker relationships are nurtured, productive, and growing
- Establish SLAs, performance metrics, and accountability frameworks for the AM team
- Partner with internal operations and member services to resolve broker escalations and improve the end-to-end broker experience
- Develop and execute a tiered broker engagement model (key account vs. general book)
- Hire, coach, and develop a team of BDMs and Account Managers; establish clear roles, comp structures, and performance expectations
- Create a winning team culture grounded in accountability, collaboration, and results
- Work cross-functionally with marketing, operations, and product to align distribution strategy with company priorities
- Contribute to the company's Growth Roadmap and quarterly operating plan (Rocks) as a key member of the leadership team
- Provide regular pipeline, forecast, and performance reporting to the President
- Identify market trends, competitive dynamics, and channel opportunities to inform product and pricing decisions
Requirements
What you’ll need- 10+ years of progressive sales and account management experience in the health insurance distribution space
- Deep, established relationships with brokers, general agents, and/or consultants in the individual and small group health market
- Demonstrated success building and leading sales teams in a growth-stage or entrepreneurial environment
- Track record of hitting and exceeding revenue targets in a quota-carrying or team leadership capacity
- Strong understanding of the U65 / non-ACA insurance market, distribution economics, and broker compensation structures
- Self-starter with the ability to hit the ground running — comfortable operating without a fully built infrastructure
- Excellent communicator, collaborator, and relationship builder across internal and external stakeholders
- Preferred / Strong Plus
- Experience with Short-Term Medical (STM) products and distribution
- Background in ancillary health products: dental, vision, accident, critical illness, or fixed indemnity
- Familiarity with FMO/IMO recruiting and management
- Experience managing or transitioning TPA/carrier partner relationships
- Prior work in a start-up, scale-up, or private equity-backed health business
Benefits
Comp & perks- Opportunity to work from home
- Excellent work environment
- Medical, dental, and vision insurance
- Up to 15 days of paid time off
- 11 company observed holidays
- 8 weeks of paid parental leave
- 401k plan with company match
- Life insurance
- Professional growth opportunity
- Most importantly, an inclusive company culture established by an incredible team!