Enterprise Sales VP, Labor and Trust
Garner Health is a New York-based health technology company founded in 2019, dedicated to transforming the U.S. healthcare system by leveraging data analytics to identify high-quality healthcare providers and incentivize patients to choose them. The company partners with employers to offer a platform that analyzes medical claims data to rank physicians based on effectiveness and value, aiming to improve healthcare decisions and reduce unnecessary costs.
The Enterprise Sales Vice President for Labor and Trust will be an integral member of the Enterprise Sales team, reporting directly to the Vice President of Public and Labor. This role focuses on expanding Garner Health's presence within large labor health and welfare funds through direct sales efforts. The position involves managing a national territory comprising a portfolio of private multiemployer Taft-Hartley funds, each with 10,000 to 100,000 participants. The primary objective is to establish and cultivate high-level relationships with key stakeholders, including trustees, fund administrators, and labor consultants, to drive growth and innovation in Garner Health's offerings.
Key responsibilities include owning the direct sales cycles, setting and measuring sales quotas, and managing the sales pipeline across the designated national territory. The role requires selling to boards of trustees, building relationships with fund offices, navigating joint labor-management board dynamics, and engaging both labor and management sides effectively. Staying informed about market trends and competitor products is essential to communicate Garner Health's value proposition effectively. Additionally, the position involves supporting the development of new strategic relationships with fund professionals, such as administrators, actuaries, counsel, and consultants, and engaging with carrier labor channels, including participation in industry conferences like the International Foundation of Employee Benefit Plans (IFEBP).
Candidates should possess a bachelor's degree and have over seven years of deep sales experience, particularly in health benefits, with a focus on medical, ancillary, and vendor services through brokers, consultants, and insurers. A minimum of five years of experience selling into labor or Taft-Hartley funds is strongly preferred, with a solid understanding of their operations, including joint boards, collective bargaining, and fund professionals. Existing, reference-checkable relationships with trustees, fund administrators, and the labor consultant ecosystem are highly desirable, along with credibility in engaging with union leadership. A strong data literacy, with the ability to interpret complex datasets and derive actionable insights, is essential. Proven experience in developing sales processes, such as sales playbooks, key performance indicators, and collateral creation, and executing sales strategies to promote long-term success is required. A passion for impactful work and a commitment to high standards are crucial, as is the ability to engage with AI tools to enhance performance.
While specific compensation details are not provided, Garner Health offers a dynamic and mission-driven work environment. Employees are encouraged to take on real, ambitious problems with ownership and autonomy, supported by a team of exceptional, principles-based individuals. The company emphasizes consistent coaching and professional growth, aiming to help team members achieve the best work of their careers. This role is designed for individuals who are energized by a mission with measurable outcomes and are committed to making a significant impact in the healthcare sector.
Garner Health is dedicated to reshaping the healthcare economy by delivering high-quality and affordable care for all. The company leverages one of the nation's most robust medical datasets, covering over 60 billion medical records, to identify the best doctors in the nation. By creating meaningful financial incentives for patients to see these providers, Garner Health helps employees access better care while significantly lowering costs for employers. With a rapidly growing team and a strong commitment to innovation, Garner Health offers substantial growth opportunities for professionals passionate about transforming healthcare.