VP, Broker Consultant Relations (Remote)

The Senior Director, Head of Broker & Consulting Relations reports to the Managing Director, Head of Market & Enterprise Sales and owns Inspira’s national broker and consultant channel as a measured source of growth for the Health & Benefits business. Inspira has formal relationships with a small set of top national firms today; this role builds the strategy, coverage model, and measured contribution around them, and extends Inspira’s leadership-level footprint across the top national and regional firm landscape. The role operates at the leadership level of brokerage and consulting organizations rather than the individual account level, owning C-suite and practice-leader relationships, advancing Inspira’s standing as a preferred and strategically embedded partner, and converting that standing into qualified opportunity flow for Inspira’s Enterprise, Middle Market, and Small Market sales teams. Success is measured in channel-sourced pipeline and revenue, positioning gains at priority firms, win rate on broker-influenced opportunities, and depth of relationship where it matters most.

Duties & Responsibilities:

Channel Strategy & Growth

• Owns channel-sourced pipeline and revenue targets, and builds the reporting that makes channel contribution visible, forecastable, and defensible.
• Sets the national broker and consultant strategy, including firm tiering, coverage plan, and investment level for each tier, and the roadmap for expanding formal relationships beyond the current anchor firms.
• Owns the annual channel operating plan and presents strategy, investment, market intelligence, and performance to H&B and executive leadership.

Executive Relationship Development

• Serves as Inspira’s primary executive relationship owner for strategic national and regional firms, personally cultivating relationships with C-suite executives, practice leaders, and regional presidents.
• Designs and leads a structured leader-to-leader engagement program, pairing Inspira executives with counterpart leaders at priority firms on a recurring cadence.
• Hosts and leads executive briefings, strategic reviews, and leadership summits with top-tier broker and consulting partners.
• Chairs Inspira’s Broker Advisory Board, sets agenda priorities, recruits member firms, and ensures the board produces actionable input for Inspira leadership.
• Serves as the executive escalation point for the highest-stakes broker relationship issues.

Strategic Positioning

• Advances Inspira’s standing within priority firms as a preferred or strategically aligned partner, including pursuit of preferred-vendor status, early RFP visibility, and joint go-to-market opportunities.
• Negotiates and formalizes strategic partnership agreements, service commitments, and mutual-growth frameworks with top firms, in partnership with Legal and Finance.
• Secures differentiating positioning opportunities, including co-branded thought leadership, joint speaking engagements, and exclusive pilot programs, and represents Inspira as an executive presence at premier industry and broker events.

Opportunity Conversion & Cross-Functional Alignment

• Partners with the Middle/Small Market and Enterprise sales leaders on account mapping and opportunity routing, and sets the rules of engagement between the channel and segment teams.
• Joins finalist and executive meetings on broker-influenced pursuits where the relationship is material to the outcome.
• Defines what brokers and consultants need from Inspira in order to sell us and partners with Sales Enablement and Marketing, who build and deliver it.
• Channels intermediary feedback into Product and Operations with a clear point of view on what would improve Inspira’s win rate in this channel.
• Other duties as assigned.

People Leader Responsibilities:

• Manages 1-2 direct reports, with team growth tied to channel results and portfolio expansion.
• Sets direction rather than managing activity, translating the H&B growth strategy into a channel plan with goals, metrics, and resourcing, and defending it to executive leadership.
• Owns the number and the narrative, delivering results and explaining what is working, what is not, and what actions are being taken in response.
• Attracts, develops, and retains talent; recognizes strong work specifically and addresses underperformance early, in partnership with HR.
• Operates as a peer on the H&B commercial leadership team, bringing an informed point of view, disagreeing productively before a decision, and committing fully once it is made.

Education & Experience:

Minimum required:

• 12+ years of experience in employee benefits, insurance brokerage, or TPA/carrier distribution, including significant experience engaging brokerage and consulting firm senior leadership

• 5+ years owning a national broker and consultant channel strategy, with accountability for a channel revenue or production target

• 4+ years leading and developing a team, including hiring and performance management

• Demonstrated track record building and monetizing executive-level relationships with national brokerage or consulting firms

• Demonstrated experience building a channel function - coverage model, firm tiering, rules of engagement, or partner governance - rather than working within one

• Deep knowledge of consumer directed health products (FSA, HSA, HRA, COBRA), the broker and consultant ecosystem, and vendor selection dynamics across market segments

• Bachelor’s degree in Business Administration, Health Care Management, Marketing, or a related field, or an equivalent combination of education, experience, and training, required

Additional preferred:

• Portable relationships at top national brokerage and consulting firms strongly preferred

• Experience securing preferred-vendor or strategically aligned partner status at a national firm preferred

• Experience standing up a channel function or broker advisory structure preferred

Skills & Abilities:

• A builder and player-coach - comfortable setting strategy and carrying the most important relationships personally

• Has operated at national scope, setting strategy across a firm landscape rather than managing a territory or account set

• Commercial instincts - can distinguish a relationship that will produce revenue from one that will only produce meetings

• Executive presence and polish suitable for boardroom and C-suite engagement; strong negotiation and partnership-structuring skills

• Influences across a matrix without formal authority over segment sales, Marketing, Enablement, or Product

• Fluency with Salesforce, sales analytics, and AI-powered productivity tools

Other Requirements:

• Typical schedule is Monday–Friday, with flexibility to work evenings or weekends as needed to support broker leadership engagements and industry events

• Travel required (25-40%) for broker and consulting firm leadership visits, executive briefings, and industry events

• Ability to provide personal transportation from time to time

• Prolonged periods of sitting and operating standard office equipment; occasionally lifts up to 25 pounds