Zenith American Solutions, Inc. · 2 days ago
SVP, Business Development
Tampa, FL
Full-time
Hybrid
Lead/Staff, Director/Executive
12+ years expZenith American Solutions, Inc. is the largest independent Third Party Administrator in the United States, operating over 44 offices nationwide. They are seeking a Senior Vice President of Business Development to develop and execute sales strategies for their Taft-Hartley TPA business, focusing on new business development, client acquisition, and strategic partnerships within the multiemployer benefits and union trust fund market.
AssociationInformation Technology
Responsibilities
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 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
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
Qualification
Required
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
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
Benefits
Health, vision, and dental coverage
A retirement savings 401(k) plan with company match
Paid time off (PTO)
Great opportunities for growth
Much, much more
Company
Zenith American Solutions, Inc.
Zenith American Solutions (“Zenith”) stands out as a top provider of third-party administration services specifically designed for Taft-Hartley trust funds in the U.S.
1001-5000 employees
Funding
Current Stage
Late StageTotal Funding
unknown2017-12-13Acquired
Leadership Team
Michele Rivas
EVP, Chief Legal Officer
Recent News
2024-02-05
Company data provided by crunchbase