Sales Manager - Employee Benefits

Job Description

Job Description

Are you a friendly, customer-focused professional with a passion for sales? This is a remote opportunity so if you enjoy working with people making a difference, this position is for you! At FBMC, we provide best in class service and empower our teams to be solutions oriented, proactive, enthusiastic and embrace our values of being honest, respectful, accountable, inclusive, and responsive. If this sounds like the opportunity that you've been looking for, apply today.

Our Story...

FBMC Benefits Management Inc. is a privately held, employee-owned company that provides comprehensive employee benefits management and consulting. Our mission is to Protect our clients by designing and delivering Innovative employee benefits with provable Quality results . For more than 40 years, we have sought to develop an understanding of our clients' and their workforce's needs and provide products that are not only high quality but easy to use and understand. We embrace giving back to our clients and their communities, which is why we donate 1% of our revenue for the year to charitable organizations such as community-based food banks, the American Cancer Society, March of Dimes, Ronald McDonald House, and ElderCare Services.

Candidate must have excellent people skills and be able to work in a customer focused environment. If you enjoy providing high level customer service and helping others, this position is for YOU!

Position Summary: The Sales Manager at FBMC plays a dual role as a strategic leader and performance coach. This individual is responsible for revenue growth, team development, and operational discipline across both public and private sector markets. The ideal candidate is a CRM-driven, metrics-obsessed sales leader who is passionate about coaching, process, and consultative selling. This role is central to driving consistency, accountability, and growth in alignment with FBMC's mission to deliver high-impact benefits solutions.

Essential Job Duties and Responsibilities:

Core Responsibilities:

1. Sales Team Leadership & Performance

• Lead and manage a team of benefits consultants across multiple verticals
• Enhance and enforce weekly/monthly KPIs for prospecting, pipeline progression, and closed revenue
• Conduct weekly 1:1s and pipeline reviews using Salesforce dashboards
• Drive a consistent sales cadence using FBMC's Sales Playbook
• Foster a high-performance, collaborative culture that values accountability and client impact.

2. CRM Ownership and Sales Process Enforcement

• Champion Salesforce as the single source of truth for sales activity, forecasting, and reporting
• Enforce CRM usage standards including activity tracking, pipeline stages, and opportunity notes
• Utilize CRM for team coaching, goal tracking, and leadership visibility
• Train reps to use CRM for self-management and deal progression

3. Sales Playbook Ownership & Execution

• Take full ownership of the Sales Playbook: update, expand, and operationalize
• Align playbook content with evolving market trends, buyer behavior, and team feedback
• Lead playbook training modules, including objection handling, proposal development, and discovery strategy
• Ensure sales-ready messaging and roleplay are a regular part of the team rhythm

4. Recruiting & Team Expansion

• Develop and execute a recruiting strategy to expand the sales team
• Source, interview, and onboard high-performing benefits consultants
• Establish candidate scorecards, interview processes, and cultural fit assessments
• Partner with HR on job descriptions, onboarding plans, and training materials

5. Strategic Market Focus & Growth Planning

• Analyze trends and buying behaviors across public and private sector segments
• Identify white space opportunities and prioritize verticals or geographic targets
• Collaborate with marketing to align outbound strategy with sector-specific messaging
• Lead strategic planning sessions to align team goals with company revenue objectives

Cross-Functional Collaboration:

• Work closely with Marketing/Growth Resources on lead generation, campaigns, and messaging
• Collaborate with Client Services and Operations to ensure seamless onboarding and renewals
• Partner with Compliance and Product/Benefits teams to keep consultants updated on solutions

Success Metrics:

• % of team meeting or exceeding sales activity targets and revenue goals
• CRM compliance: 100% activity logging and pipeline accuracy
• Quarterly sales playbook utilization score (team assessment)
• Time-to-productivity for new hires
• Opportunity win/loss ratio improvement
• Growth in public and private sector opportunity pipelines
• Closed as Won new client revenue and meeting new client revenue goals/objectives

Cultural Expectations:

• Operates with integrity and ownership
• Models' curiosity, resilience, and continuous improvement and learning
• Acts as a force multiplier-raising team performance, not just individual results
• Lives FBMC's values:
  • Honesty - We are truthful, even when it's difficult.
  • Accountability - We follow through on our commitments.
  • Respect - We treat everyone with dignity.
  • Collaboration - We work together to achieve the best outcomes.
  • Responsiveness - We value our client's time and respond promptly.
  • Innovation - We think creatively to find the best solutions.

This Job Description should not be construed to imply that these requirements are the exclusive standards of the position. Incumbents will follow any other instructions and perform any other related duties as may be required by the Manager.

Required Skills and Abilities:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Skilled in consultative and value-based sales coaching
• Experience writing, owning, and training from a sales playbook
• Successful track record recruiting and scaling sales teams
• Prior experience as a recruiter or team builder (internal or external)
• Skilled in creating or maintaining sales enablement content (scripts, templates, playbooks)

Minimum Educational and Experience Requirements:

• 5+ years sales leadership in benefits, SaaS, healthcare, or B2B services, med device, or financial services
• Proven success in both public sector (RFP-based) and private sector (relationship-based) environments
• Fluent in Salesforce (or similar CRM) and highly disciplined in its use
• Possession and maintenance of a valid driver's license
• Degree may be substituted by relevance of work experience

ARE YOU READY TO JOIN OUR TEAM? APPLY TODAY!

FBMC Benefits Management Inc. is an Equal Opportunity Employer. It is the policy of FBMC Benefits Management to comply with all laws regarding employment. We believe that all persons are entitled to equal employment opportunity regardless of race, color, religion, sex, national origin, age, disability, marital status, genetics, veteran status, or sexual orientation. In compliance with the provisions of all federal and state civil rights laws, every effort will be made to employ and promote the most qualified individuals without regard to the above factors. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.