Vice President of Sales, Carrum Health
Labor & Trust
$180-200k
+ stock options
Specialist medical care packages for employers
Be an early applicant
Specialist medical care packages for employers
101-200 employees
Be an early applicant
$180-200k
+ stock options
101-200 employees
Company mission
To transform how surgery and cancer care are paid for and delivered to lower costs, improve outcomes, and ensure a superior experience for all.
Role
Who you are
- This position requires a deep understanding of the unique governance, funding, and decision-making processes of these organizations, along with strong consultative selling skills
- Your proven track record of growing revenue-generating opportunities and client expansion in the labor & trust market will be invaluable to our key growth goals
- Experience: Proven success with 10+ years of B2B healthcare or benefits sales experience, ideally with a focus on the labor, union, or public-sector markets
- Domain Expertise: Deep familiarity with union benefit structures, including health and welfare funds and their specific governance and procurement processes
- Communication: Exceptional verbal and written communication, presentation, and negotiation skills, with the ability to influence C-level and trustee stakeholders
- Analytical Abilities: Strong business acumen and data analytics skills to build business cases, analyze performance, and articulate value-added solutions
- Self-Motivation: A proactive, self-directed, and results-oriented mindset with the ability to work independently and manage a large territory
- Travel: Ability to travel nationally as required to meet clients and attend industry events (approx. 50%)
- Bonus: Licensing: Must possess or be eligible to obtain necessary general health insurance licenses within a specified timeframe (e.g., 90 days of hire)
- Experience selling health technologies, medical insurance, employee benefits, SaaS or consulting solutions in the employer market, targeting all levels of organizations with a focus on CFO, HR or benefits professionals
- Demonstrated ability in developing and successfully carrying out sales and marketing strategy (e.g., customer segmentation, sales process and organization design, and performance management)
- Proficiency in all aspects of the sales process including: performing initial outreach, developing relationships, negotiating and closing contracts and managing ongoing relationships
- Outstanding customer focus and professionalism to clarify and validate client needs on an ongoing basis
- Entrepreneurial and resourceful — As an early member of a startup, we need people who can find creative ways to make a big impact quickly and without much direction
- Experience handling deadlines, keeping many balls in the air, and prioritizing work in a fast-paced, dynamic environment
- Passion for collaborating cross-functionally with sales, operations, client success, data, and product teams to ideate, complete projects, and drive impactful results
What the job involves
- Reporting to the Head of Sales, the Vice President of Sales, Labor & Trust will be joining our growing sales team, supporting our expansion efforts
- A Taft-Hartley Sales Representative in digital healthcare is a specialized sales role responsible for driving new bookings and revenue growth by selling Carrum Health services to labor unions, multiemployer health funds, and Taft-Hartley trusts
- As a pivotal member of the team, you’ll collaborate internally, as well as engage strategically, with external stakeholders to acquire new clients
- Execute Carrum’s market strategy to drive revenue opportunities with labor unions, multi-employer health funds, and Taft-Hartley trusts
- Lead the sales process by identifying, engaging, scoping and executing sales opportunities with sophisticated buyers
- Build and develop relationships with targeted brokers and consultants to build pipeline
- Establish communication strategies for sharing market feedback with the company
- Establish mechanisms to effectively manage and report on the sales pipeline
- Collaborate with the Chief Commercial Officer to reflect the company’s vision for growth and expansion into an effective business plan
- Manage effective communication of the Carrum value proposition, product features and partnership expectations with both prospects and clients
- Strong execution of phone/web/in-person meetings, follow-through, contracting and transition to the requisite implementation teams
- Sales Cycle Management: Own and manage the entire sales cycle within the labor and trust segment, from prospecting and pipeline generation to contract negotiation and closing deals
- Relationship Building: Establish and maintain trusted relationships with key stakeholders, including union trustees, fund administrators, and benefits consultants
- Strategic Planning: Develop and execute targeted go-to-market and client retention strategies tailored to the specific needs of the labor market
- Consultative Selling: Lead consultative sales conversations to uncover needs, align on outcomes, and clearly articulate the value proposition and ROI of digital health solutions to trustees, union members, and their families
- Product Expertise: Maintain in-depth knowledge of the company's digital health product portfolio, industry trends, healthcare economics, and cost containment strategies
- Collaboration: Partner effectively with internal teams (general managers/ clinical, marketing, legal, customer success) to ensure tailored proposals that meet compliance and member needs
- Industry Representation: Represent the company at labor conferences, trustee summits, and industry forums to build brand awareness and generate pipeline opportunities
- Documentation and Reporting: Utilize CRM software (Salesforce) to document sales activities, manage pipelines, and report on progress
Our take
The prevailing model for surgical and cancer care in the US is extremely profitable for providers but drives abysmal health outcomes. Expensive surgeries and tests are highly incentivized which leads to unnecessary procedures and colossal bills. Carrum Health was founded to address this, providing value-based surgical and cancer treatment guidance and coordination to employers offering healthcare to their workforce.
Carrum Health partners with select healthcare providers to allow employers to address acute care scenarios - devastating illnesses and injuries which account for almost half of all employer insurance spend. By focusing on outcomes rather than on profits, it greatly reduces the amount of procedures required - by up to 30% - and saves almost 50% of spend per episode while delivering vastly improved health outcomes. This has led to it building an impressive customer base including major enterprises such as Prudential, Sodexo and United Airlines.
Carrum Health has recently closed a Series B round led by OMERS Growth Equity. The company intends to invest in its oncology services with an aim to becoming the default cancer care provider for all employers. It is also developing its surgical capabilities, allowing it to deliver an increased level of care as more American companies join its service. Its value-based approach clearly has vast appeal and is only going to gain more traction in the years to come.
Steph
Company Specialist at Welcome to the Jungle
Insights
19% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
May 2023
$45m
SERIES B
Jan 2021
$40m
SERIES A
Total funding: $96m
Company benefits
- Stock option plan
- Flexible schedules and remote work
- Chicago and San Francisco offices available
- Self-managed vacation days, within reason
- Paid parental leave
- Health, vision, and dental insurance
- 401K retirement plan
Company HQ
East San Mateo, San Mateo, CA
Leadership
Sach Jain
(CEO & Co-Founder)Was previously a Management Consultant for Booz & Co and Director - Corporate Innovations Group at Accretive Health.
Brent Nicholson
(Chief Growth Officer & Co-Founder)Was Senior Associate with Booz & co and Manager of Healthcare Practice at Accenture.
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