Zenith American Solutions, Inc.
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SVP, Business Development
role at
Zenith American Solutions, Inc. Position summary and responsibilities are described below. Overview
The Senior Vice President (SVP), Sales is responsible for developing, leading, and executing the sales strategy for our Taft-Hartley Third-Party Administration (TPA) business. This executive will oversee all facets of new business development, lead generation, client acquisition, and strategic partnerships within the multiemployer benefits and union trust fund market. In collaboration with marketing, the SVP will ensure alignment of brand visibility, thought leadership, and demand generation initiatives with the organization\'s overall sales growth objectives. Key Duties And Responsibilities
Sales & Market Development
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.
Lead Generation Strategy
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.
Strategic Marketing Collaboration
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 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.
Organizational Leadership & Performance Management
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.
Minimum Qualifications
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 Qualifications
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 Working Conditions/Physical Effort
Prolonged periods of sitting at a desk and working on a computer Regular travel throughout multiple states May be required to work remotely Must be able to lift fifteen pounds at times Disability Accommodation
Consistent with the Americans with Disabilities Act (ADA) and other applicable federal and state law, it is the policy of Zenith American Solutions to provide reasonable accommodation when requested by a qualified applicant or employee with a disability, unless such accommodation would cause an undue hardship. If reasonable accommodation is needed, please contact the Recruiting Department at recruiting@zenith-american.com. Zenith American Solutions is the largest independent Third Party Administrator in the United States and currently operates over 44 offices nationwide. The company has a long history dating back to 1944. We offer a comprehensive benefits package including health, vision, dental, 401(k) with company match, PTO, and opportunities for growth.
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SVP, Business Development
role at
Zenith American Solutions, Inc. Position summary and responsibilities are described below. Overview
The Senior Vice President (SVP), Sales is responsible for developing, leading, and executing the sales strategy for our Taft-Hartley Third-Party Administration (TPA) business. This executive will oversee all facets of new business development, lead generation, client acquisition, and strategic partnerships within the multiemployer benefits and union trust fund market. In collaboration with marketing, the SVP will ensure alignment of brand visibility, thought leadership, and demand generation initiatives with the organization\'s overall sales growth objectives. Key Duties And Responsibilities
Sales & Market Development
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.
Lead Generation Strategy
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.
Strategic Marketing Collaboration
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 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.
Organizational Leadership & Performance Management
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.
Minimum Qualifications
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 Qualifications
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 Working Conditions/Physical Effort
Prolonged periods of sitting at a desk and working on a computer Regular travel throughout multiple states May be required to work remotely Must be able to lift fifteen pounds at times Disability Accommodation
Consistent with the Americans with Disabilities Act (ADA) and other applicable federal and state law, it is the policy of Zenith American Solutions to provide reasonable accommodation when requested by a qualified applicant or employee with a disability, unless such accommodation would cause an undue hardship. If reasonable accommodation is needed, please contact the Recruiting Department at recruiting@zenith-american.com. Zenith American Solutions is the largest independent Third Party Administrator in the United States and currently operates over 44 offices nationwide. The company has a long history dating back to 1944. We offer a comprehensive benefits package including health, vision, dental, 401(k) with company match, PTO, and opportunities for growth.
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