COMPANY VALUE STATEMENTS
Choose Your Attitude
Make Someone's Day
Be Present
Have Fun
POSITION SUMMARY
The Sales Consultant is responsible for establishing, developing, and growing relationships with prospective clients, current clients, and business partners within an assigned territory. This role manages the complete sales cycle -- from prospecting and first appointment through discovery, proposal, negotiation, and close -- while developing and maintaining a strong referral network with insurance brokers, PEO brokers, agents, CPAs, and other channel partners.
Compensation includes a competitive base salary determined by geographic market and experience, an uncapped commission structure with residual income opportunities for ongoing client relationships, and outstanding company benefits. This is a fully remote, individual contributor role reporting to the Chief Revenue Officer.
ESSENTIAL FUNCTIONS
Prospecting & Business Development
- Develop and execute a proactive prospecting strategy for identifying, targeting, and converting new PEO client opportunities within the assigned territory through cold outreach, referral partner development, broker relationships, networking, and industry events.
- Establish DecisionHR as the preferred PEO provider in the assigned market; build name recognition, credibility, and a strong referral network with insurance brokers, agents, CPAs, financial advisors, and other referral channels.
- Source, develop, and maintain broker and agent partnerships; work with brokers and agents to review submissions, gather missing information, and convert proposals into signed client agreements.
- Build and maintain a robust pipeline of qualified prospects; consistently advance opportunities through the full sales cycle from initial contact through proposal, negotiation, and close.
Client Consultations & Needs Assessment
- Conduct discovery meetings and needs assessments with business owners, executives, HR leaders, and financial decision-makers to understand their workforce challenges and identify the DecisionHR services that deliver the most value.
- Present DecisionHR's PEO value proposition -- including payroll processing, HR compliance, benefits administration, workers' compensation, and risk management -- in a consultative, outcome-focused manner tailored to each prospect.
- Identify value propositions specific to each prospect's industry, size, and pain points; build a customized solution that demonstrates clear ROI and operational value.
- Participate in on-site meetings, conferences, and events where applicable to build and maintain positive relationships with prospects, clients, brokers, and agents.
Proposal Development & Closing
- Prepare and present customized proposals, pricing analyses, and service agreements to prospective clients; address objections clearly and professionally throughout multi-stakeholder buying processes.
- Communicate with agents and prospective clients throughout the sales process to successfully convert them to DecisionHR; follow through on all commitments and next steps without exception.
- Partner with internal teams including Implementation, Benefits, Payroll, and HR to develop accurate proposals and ensure a complete, documented handoff at close.
- Demonstrate persistence and diligence throughout the sales cycle; follow through on business development opportunities to build long-term relationships for the organization.
Referral Partner Relationship Management
- Develop and maintain strong, productive relationships with insurance brokers, PEO brokers, agents, and other referral channel partners who can introduce DecisionHR to prospective clients.
- Educate broker and referral partners on DecisionHR's service offerings, PEO model, and competitive advantages; equip them to identify and confidently refer appropriate clients.
- Attend broker events, association meetings, and networking functions to build and sustain a strong referral network within the assigned territory.
- Identify opportunities for strategic alliances and new market segments; pursue and establish relationships that create long-term, residual business opportunities for the organization.
Pipeline Management & Reporting
- Maintain accurate and complete records of all prospect activity, pipeline stages, meeting notes, proposals, and follow-up commitments in Salesforce; keep records current in real time.
- Provide accurate pipeline forecasting and deal status updates to Sales leadership on a regular cadence.
- Track sales activity against established targets for outreach volume, first appointments, proposals, and closed revenue; proactively manage pipeline health to maintain consistent activity at all stages.
- Assist with special projects and perform additional duties as required by Sales leadership.
- Follow company policies and procedures required to comply with applicable data privacy and confidentiality requirements, including but not limited to SOC controls and HIPAA Privacy and Security regulations.
- Other duties and responsibilities as assigned.
Qualifications
REQUIRED EDUCATION AND EXPERIENCE
- High school diploma or GED required; Bachelor's degree in Business, Marketing, Communications, or a related field strongly preferred.
- Minimum 5 years of sales, territory management, or PEO sales experience with a demonstrated track record of meeting or exceeding revenue targets.
- Demonstrated in-depth understanding of a strategic sales process including prospecting, discovery, proposal development, negotiation, and closing.
- 5+ years of experience delivering the full lifecycle of business development activities: sourcing, building, maintaining, and cultivating referral relationships with brokers, agents, and channel partners.
- Proven ability to identify value propositions when meeting with prospective clients and follow through on business development opportunities to build long-term client relationships.
- Executive presence and demonstrated ability to influence senior executives and drive new client business.
- Highly effective interpersonal skills with the ability to understand customer requirements, identify strategic alliance opportunities, and pursue and establish new market segments.
- Enthusiastic, positive, persistent, and diligent; able to manage a territory and full pipeline independently with minimal supervision.
- Proficiency in Salesforce or a comparable CRM; disciplined about pipeline management and activity tracking.
- Willingness and ability to travel up to 25% of the time within the assigned territory.
PREFERRED EDUCATION AND EXPERIENCE
- PEO and/or Human Capital Management (HCM) industry experience strongly preferred.
- Established referral network with insurance brokers, PEO brokers, CPAs, or financial advisors in the assigned territory.
- Property and Casualty (P&C) License or Health Insurance License preferred, but not required.
- Experience with Worklio or comparable HRIS/HCM platforms from a sales and demonstration perspective.
High school diploma or GED required; Bachelor's degree preferred; 5+ years sales or territory management experience; Salesforce or comparable CRM proficiency; ability to travel up to 25% within assigned territory.
Key Responsibilities
- prospecting new clients
- managing sales cycle
- building referral networks
Skills & Tools
Salesforce, Worklio
Job Details
- Category: Sales
- Seniority: Senior Level
- Commitment: Full Time
- Workplace: Remote — Saint Petersburg or Florida
- Languages: English
About DecisionHR
A professional employer organization providing HR, payroll, benefits, and risk management solutions. — Industry: Consulting Services