Regional Sales Director (Kansas City / St Louis)

Overview

Outside sales role responsible for driving new business growth and expanding existing broker, consultant and employer relationships across an assigned geographic territory within WEX Health & Benefits.

What you'll do

• Own and execute a comprehensive sales strategy for the assigned territory, with accountability for 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.
• 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.

What you'll need

• 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.

Details

• Location: Kansas City / St Louis territory.
• Outside sales position; minimum of three of the five working days per standard week in the field.
• Most sales positions are eligible for commission under the terms of an applicable plan.