VP, Public Sector Practice Lead

About the team/role:

WEX is an innovative company looking to forge the way in a rapidly changing environment, with a goal to simplify the business of doing business for our customers and partners.. Our Benefits offerings do just that, by empowering people to make confident benefits decisions, so they can live happy, healthy lives.

As a key member of the Benefits Growth Leadership team, you will be responsible for accelerating revenue from WEX's Benefits products, with a singular focus on Public Sector customers. This leader will develop and execute on a holistic Public Sector strategy (incl. Local, State, and Federal), influencing cross-functional stakeholders in Sales Enablement, Product, Marketing, Professional Services, Go-To-Market, and Service. Experience and ability to "see the big picture" is a must.

The Public Sector market includes employees of Federal, State, Local (city and county) and Education employer benefits. Relevant WEX Benefits products include Health Savings Accounts, Flexible Spending Accounts, Health Reimbursement Arrangements, COBRA, Commuter Benefits, and Lifestyle Spending Accounts.

A successful candidate in the next 12 - 18 months would deliver the following:

How you'll make an impact:

Practice Leadership & Strategy

• Vision and Strategy: Develop a bold vision, strategic goals, and priorities to increase Public Sector revenue and deliver bundled cross-product sales. This will require cross-functional partnership with Sales, Product, Marketing, Go-To-Market, and Service teams

• Market Positioning: Ensure the Public Sector practice is positioned competitively in the market by identifying trends, creating differentiated service offerings, and building thought leadership.

• P&L Management: Own the profit and loss (P&L) responsibility for the Public Sector practice, including setting revenue targets, managing costs, and ensuring profitability.

Revenue Growth

• Drive Customer Acquisition: Lead efforts to acquire new Public Sector customers, focusing on expanding the customer base and building long-term partnerships. Develop Public Sector Sales messaging, in partnership with the Marketing team. Cascade in a scalable way through the Sales Enablement processes

• Account Management: Partner with our Public Sector Account management to oversee key customer relationships, ensuring customer satisfaction and identifying opportunities for upselling or cross-selling additional services.

• Sales & Marketing Focus: Oversee Public Sector Sales messaging, in partnership with the Marketing team. Cascade in a scalable way through Sales Enablement processes and go to market motions driving awareness and the WEX brand.

Market Insight & Innovation

• Market Analysis: Stay ahead of market trends, understanding industry shifts and customer needs, and adjusting practice offerings accordingly.

• Innovative Solutions: Drive the development of new services, solutions, or products that meet emerging customer demands or open new revenue streams.

• Competitive Intelligence: Monitor competitors and industry dynamics to keep the practice competitive and innovative.

• Build Brand Equity: Grow WEX's brand equity in the Public Sector space, in partnership with the Marketing team. Build WEX's Public Sector thought leadership and industry presence through: content creation (white papers, blog posts / social media, and webinars), speaking engagements (industry conferences, events), networking, and industry awards / recognition. Influence and partner with the Public Relations team to drive more WEX media coverage and positive press to enhance brand visibility and reputation.

Customer Satisfaction & Retention

• Customer Relationship Management: Maintain and deepen relationships with key Public Sector customers and partners, ensuring high levels of satisfaction and fostering long-term partnerships.

• Customer Feedback: Partner with Account Management's Public Sector team to address Voice of the Customer / NPS findings and pain points, with support from Product and Technology teams

• Retention Strategy: Partner to develop and implement strategies to retain customers, reduce churn, and increase customer lifetime value.

Service Delivery & Operational Excellence

• Quality Assurance: Ensure the high-quality delivery of services, products, or solutions within the practice, maintaining customer satisfaction and high standards.

• Operational Efficiency: Continuously improve processes to enhance service delivery efficiency, ensuring that operational systems support business goals.

Financial Management & Reporting

• Budgeting & Forecasting: Create and manage the practice's budget, including revenue forecasts, and report on financial performance regularly.

• Cost Control: Monitor expenses and ensure cost-effective delivery of services, balancing quality with profitability.

• KPI Tracking: Track and report on key performance indicators (KPIs) such as revenue growth, customer retention, profitability, and operational metrics.

Team Leadership & Development

• Team Management: Lead, motivate, and develop the practice team, ensuring they have the necessary skills and support to meet performance goals.

• Talent Acquisition: Oversee the recruitment and retention of top talent within the practice, ensuring that team capacity matches business growth.

• Training & Mentorship: Provide guidance, mentorship, and training to team members to enhance their skills and performance.

Experience you'll bring:

• 12+ years experience growing revenue and thought leadership within the Public Sector. This can include Local, State or Federal Agencies.

• Strong understanding of Public or Federal Sector operations: how federal, state, and local entities operate, including procurement processes, regulatory frameworks, and decision-making structures

• Familiarity with Public or Federal Sector challenges: deep understanding of the specific needs, challenges, and priorities of public or federal clients, such as budget constraints, compliance issues, and policy-driven mandates

• Experience in Public or Federal Sector sales: proven track record of selling services or products to public or federal clients, including understanding the nuances of working with government agencies, navigating long sales cycles, and leveraging contract vehicles like GSA schedules or cooperative purchasing agreements

• Deep customer centricity, with a passion for understanding customer problems and rapidly experimenting to solve them.

• Strong leadership presence and proven ability to effectively communicate and influence across a broad set of stakeholders and executive leaders to drive strategic alignment

• Ability to set a bold vision for the reimagined experiences, and develop a strategy to execute and iteratively deliver on the vision.

• Outstanding leadership skills, industry expertise, professionalism, and business planning capabilities

• Strong analytical and problem-solving skills, with an extensive use of both quantitative and qualitative data, to drive prioritization and performance.

• Strong leadership and communication, with a style that is collaborative, upbeat, inspirational and performance-driven.

• A true partner to general management and operations to achieve revenue, profit, and customer NPS objectives Proven history and ability to focus on the big picture

• Bachelor's degree in Business Administration, Healthcare Management, or related field (Master's degree preferred)

• Willingness to travel up to 25%