Driving new business growth and expanding existing relationships across an assigned geographic territory is the core of this role. The Regional Sales Director manages relationships across the broker and consultant channel, referral partners, employers, and internal WEX stakeholders to generate new opportunities, increase market share, and achieve annual revenue targets. This is an outside sales position that requires a strong presence within the assigned territory.
Responsibilities
Own and execute a comprehensive sales strategy for the assigned territory, with accountability for achieving annual revenue and new business goals
Develop and maintain a healthy pipeline of qualified opportunities through strategic prospecting, networking, referrals, and existing relationships
Identify, prioritize, and pursue the highest-value growth opportunities within the territory
Increase WEX market share by developing new relationships, expanding existing partnerships, and identifying emerging market opportunities
Monitor market trends and competitive activity to inform territory strategy and growth priorities
Establish and maintain strong relationships with brokers, consultants, referral partners, employers, and other key stakeholders
Build trusted-advisor relationships that position WEX as a preferred partner and generate a consistent flow of RFPs and new business opportunities
Understand the roles, motivations, and dynamics among consultants, brokers, referral partners, employers, and WEX sales teams
Build strong internal equity and advocacy across WEX to ensure stakeholders are aligned around and supportive of territory opportunities
Strengthen relationships by delivering on commitments and providing an exceptional client and partner experience
Proactively schedule and conduct meetings with new and existing relationships to generate opportunities and advance sales cycles
Lead finalist presentations and communicate WEX’s value proposition effectively to prospects, consultants, brokers, and other stakeholders (in person is preferred)
Deliver compelling product demonstrations, presentations, and training that educate partners and drive adoption
Apply effective consultative selling, negotiation, and closing skills to advance opportunities through the sales process
Maintain accurate and timely Salesforce activity, opportunity, pipeline, and forecasting information, using available data and insights to manage territory performance and sales effectiveness
Maintain a strong field presence within the assigned territory, with a minimum expectation of three days per week in the field
Independently manage territory travel, including scheduling, transportation, lodging, and meeting coordination
Plan and prioritize travel to maximize time with high-value clients, consultants, brokers, partners, and prospects
Millions of jobs, with real people getting hired every day
200,000+
New jobs added daily
7,000,000+
Verified job listings
1,000,000+
Tailored applications submitted
Demonstrate strong time management and organizational skills while effectively managing multiple priorities and opportunities
Demonstrate emotional intelligence, professionalism, self-awareness, sound judgment, and strong communication in interactions with clients, partners, and WEX colleagues
Contribute as a collaborative team member and support a high-performance culture
Seek and respond positively to feedback and coaching, demonstrating a commitment to continuous improvement
Demonstrate a growth mindset, curiosity, resilience, accountability, and competitive spirit
Recognize the contributions of others, support teammate success, and provide constructive feedback when appropriate
Serve as a role model for professional behavior, customer-centricity, integrity, and accountability
Adhere to all WEX security, compliance, privacy, and company policies
Maintain confidentiality when handling sensitive customer, partner, employee, or company information
Complete all other duties and responsibilities as assigned
Requirements
3+ years of sales experience, preferably in B2B, SaaS, benefits, healthcare, financial services, or a related industry
Proven track record of achieving or exceeding sales goals
Demonstrated success developing and managing relationships with brokers, consultants, partners, clients, and/or other business stakeholders
Strong presentation, negotiation, communication, networking and relationship-building skills
Ability to independently manage a geographic territory and travel schedule
Strong organizational skills, with the ability to prioritize multiple opportunities and competing demands
Proficiency with Salesforce or another CRM platform and standard business technology
Ability to work effectively in a fast-paced, performance-driven environment
Nice to have:
Bachelor’s degree
Experience selling through a broker, consultant, channel, or referral-partner ecosystem
Experience in Health & Benefits, employee benefits, SaaS, healthcare technology, or related markets
Established network of broker and consultant relationships within the assigned territory
Benefits
Most sales positions are eligible for commission under the terms of an applicable plan
Non-sales roles are typically eligible for a quarterly or annual bonus based on their role and applicable plan
Health, dental and vision insurances
Retirement savings plan
Paid time off
Health savings account
Flexible spending accounts
Life insurance
Disability insurance
Tuition reimbursement
Important Details
Schedule: The Regional Sales Director is expected to spend a minimum of three of the five working days per standard week in the field networking and meeting with clients, consultants, brokers, partners, and prospects
About the Company
WEX's comprehensive and market competitive benefits are designed to support your personal and professional well-being.
WEX is the global commerce platform that simplifies the business of running a business.
