Building the Engine That Helps Champion Scale
A proposal for owning the systems that increase acquisition, conversion, retention, and long-term revenue growth.
Why This Role Exists
Champion has built an incredible product. The platform, the clinical model, the value proposition—these are genuinely differentiated. What comes next is not a product problem. It's a systems and execution problem.
The organizations that scale fastest are rarely those with the best product alone. They're the ones that build the most consistent, repeatable, and measurable go-to-market engine—from first agent conversation to long-term client retention.
The biggest opportunities ahead are no longer product opportunities. They are execution opportunities.
The Champion Revenue Engine
Every customer handoff either creates momentum or friction.
My role is to continuously improve every stage of the revenue engine to increase acquisition, conversion, retention, and referrals.
Build the systems that help Champion acquire more customers, convert more opportunities, onboard more effectively, retain more clients, and generate more referrals.
Rather than owning a single department, this role owns continuous improvement across the entire customer journey—connecting strategy to execution, and execution to measurable outcomes. It is a cross-functional systems role designed to amplify the work of every team at Champion.
Areas of Impact
Nine interconnected domains, each contributing directly to revenue growth through acquisition, conversion, retention, or expansion.
Sales Systems
Improve consistency, efficiency, and effectiveness throughout the sales process.
Conversion Systems
Improve employer understanding and employee adoption at every decision point.
Customer Communication
Standardize messaging across every audience—agents, employers, and employees.
Employer Journey
Create a best-in-class buying experience from first touch to signed contract.
Employee Journey
Simplify understanding, enrollment, and long-term engagement.
Onboarding Systems
Reduce friction after the sale and accelerate time to value.
Retention Systems
Increase long-term customer value through proactive lifecycle management.
Referral Systems
Turn satisfied clients and agents into a scalable engine for growth.
Revenue Automation
Leverage AI, automation, technology, and scalable processes across the funnel.
Increase Activation
The foundation of growth begins with expanding Champion's reach—activating more agents, deepening partner relationships, and building a sales engine that compounds over time.
Champion Connect
Build and activate a structured agent network that consistently generates qualified employer opportunities.
Agent Activation
Develop onboarding, training, and support resources that move agents from passive to productive.
Sales Enablement
Equip every seller with the tools, playbooks, and messaging to close more efficiently and consistently.
Personal Business Development
Maintain direct pipeline contribution while building systems that multiply team-wide results.
Increase Conversion
Bringing more employers to the table means little if the discovery, education, and enrollment experience fails to convert. These systems close the gap between interest and commitment.
World-Class Employer Discovery
Transform initial discovery meetings into high-converting consultative experiences that build confidence and urgency.
Pre-EAC Education
Build a scalable education system that prepares employers before the enrollment advisory consultation, reducing objections and accelerating decisions.
Employee Education
Develop clear, compelling materials that help employees understand Champion's value and take action.
Sales Presentations
Standardize and elevate presentation quality so every employer engagement reflects Champion at its best.
Simplified Communication
Eliminate complexity from every touchpoint—because clarity converts.
Conversion: A World-Class Customer Journey
The gap between a curious employer and an enrolled group is where Champion wins or loses. H2 is about compressing that gap through education, process, and experience design.
Each phase of the journey is an opportunity to reduce friction, build confidence, and accelerate the decision — for both employers and their employees. A smoother journey means faster closes, higher adoption, and stronger long-term retention.
Increase Retention
The most efficient growth is the revenue you keep. Retention systems protect the base, deepen client relationships, and create the conditions for referral-driven expansion.
Client Onboarding
Create a structured, high-touch onboarding experience that sets every new client up for immediate success.
Portal Experience
Improve the employer and employee portal to drive ongoing engagement and reduce churn risk.
Lifecycle Communication
Build automated and personalized communication flows that maintain value perception throughout the relationship.
Employee Monitoring
Track engagement signals to proactively identify at-risk accounts and intervene before renewal conversations.
Referral Program
Formalize a referral engine that converts satisfied clients and agents into a predictable source of new revenue.
Sell More
Convert More
Keep More
Retention: Build It In From Day One
Onboarding
A structured, warm, and proactive onboarding experience that sets the tone for the entire client relationship.
Portal Experience
Ensure the client-facing portal is intuitive, valuable, and regularly updated — reducing inbound support burden.
Client Communication
Consistent, relevant touchpoints that keep employers informed and engaged throughout the year — not just at renewal.
Employee Lifecycle Monitoring
Track utilization and engagement signals to intervene early before dissatisfaction becomes attrition.
Referral Program
Happy clients are Champion's best salespeople. Build a referral structure that makes sharing natural and rewarding.
The Retention Goal
Create an onboarding and client success experience that dramatically improves retention while naturally generating referrals — turning satisfied clients into active growth assets for Champion.
Why It Matters
Retention isn't just a lagging indicator — it's a leading signal of product-market fit, relationship depth, and organizational health. Every group we keep is a group we don't have to re-sell.
Priorities for the Second Half
Sell more. Convert more. Keep more.
Increase Revenue
- Champion Connect platform
- Agent activation
- Community engagement
- Sales enablement
Build Champion Connect into a platform that activates agents, strengthens relationships, and becomes indispensable to our distribution strategy.
Increase Conversion
- Pre-discovery experience
- Employer education
- Pre-EAC process
- Employee education
Create a world-class customer journey that reduces administrative workload while improving employer understanding, enrollment efficiency, and adoption.
Increase Retention
- Onboarding experience
- Portal experience
- Client communication
- Employee lifecycle monitoring
- Referral program
Create an onboarding and client success experience that dramatically improves retention while naturally generating referrals.
What Success Looks Like
This role is accountable to outcomes—not activity. The following metrics define what meaningful progress looks like across the revenue engine.
Employer Conversion
More opportunities closed as a percentage of total pipeline.
Employee Participation
Higher enrollment and activation rates per employer group.
Implementation Timeline
Shorter time from signed contract to active employees.
Client Retention
Year-over-year improvement in client renewal rates.
Agent Activation
More agents moving from registered to actively producing.
Referral Volume
Measurable growth in client and agent-sourced referrals.
CSM Efficiency
Greater account capacity per Champion Success Manager.
Customer Experience
Consistent, high-quality interactions at every touchpoint.
Success is measured by business outcomes—not activity.
First-Year Roadmap: Q1
The first quarter is about building the foundation—establishing infrastructure, standardizing assets, and creating the playbooks that every team can execute against consistently.
Champion Connect Foundation
Complete the structural build of the agent network platform—onboarding flows, activation resources, and communication infrastructure.
Communication Asset Standardization
Audit and rebuild core communication templates across email, presentation, and educational formats for every audience.
Improved Playbooks
Launch updated sales and onboarding playbooks that reflect Champion's best practices and can scale across the team.
First-Year Roadmap: Q2
Quarter two shifts focus to the buyer and employee experience—redesigning the employer journey and building the education infrastructure that improves conversion at every stage.
Employer Journey Redesign
Map and rebuild the end-to-end employer experience from first discovery through signed agreement—eliminating friction and increasing confidence at each step.
Employee Education Improvements
Develop clearer, more engaging employee-facing materials that drive enrollment and long-term platform adoption.
Pre-EAC Optimization
Build a structured pre-EAC education sequence that prepares employers for high-quality advisory conversations and reduces decision friction.
First-Year Roadmap: Q3
Quarter three is where retention infrastructure takes shape—transforming onboarding from a handoff into a strategic experience, and formalizing the systems that keep clients for the long term.
Client Onboarding Transformation
Rebuild the post-sale experience into a structured, high-touch program that accelerates employer and employee activation.
Retention Systems
Implement lifecycle communication, engagement monitoring, and proactive account management frameworks across the client base.
Referral Program
Launch a formalized referral system that creates predictable, trackable revenue from existing client and agent relationships.
Automation Expansion
Extend automation infrastructure to cover communication, follow-up, and data capture across key customer journey stages.
First-Year Roadmap: Q4
The final quarter focuses on compounding what's been built—optimizing based on real performance data, deploying AI, and ensuring every system is designed to scale indefinitely.
Continuous Optimization
Review all Q1–Q3 systems against measurable outcomes and implement data-driven improvements across the revenue engine
Performance Dashboards
Build executive and team-level dashboards that provide real-time visibility into acquisition, conversion, retention, and referral metrics for agents, employees, and employers alike.
AI Implementation
Deploy targeted AI tools for communication personalization, lead scoring, engagement prediction, and workflow automation.
Scalable Growth Initiatives
Identify/launch the next generation of growth systems informed by performance 1yr of data and organizational learning.
Build Once
Improve Continuously
Scale Indefinitely
How This Supports Every Team
This role is not a new layer of management. It is a force multiplier—designed to make every department at Champion more effective by building the systems, tools, and processes they rely on to succeed.
This role doesn't replace departments.
Every team at Champion retains full ownership of their function. Revenue Systems provides the infrastructure, playbooks, and tools that make each team faster, more consistent, and more effective.
It strengthens every department.
Sales gets better playbooks. Champion Success gets better onboarding tools. Marketing gets cleaner messaging frameworks. Implementation gets smoother handoffs. Leadership gets real-time performance visibility.
Recommended Structure
The proposed structure balances continued personal production with strategic system-building—ensuring that immediate revenue contribution is maintained while long-term infrastructure is developed in parallel.
50% — Champion Success Manager
- Maintain personal production and direct business development
- Continue serving assigned employer groups with excellence
- Added focus on originating and closing personal deals
- Protect and grow recurring commission base
50% — Director of Revenue Systems
- Build cross-functional systems and process infrastructure
- Improve and standardize go-to-market processes
- Drive strategic initiatives across the revenue engine
- Measure and report on business outcomes
- Support cross-functional execution across all teams
Compensation Philosophy
The goal is simple: align compensation with the value this role creates for Champion. A multi-component structure ensures that both individual contribution and organizational impact are rewarded appropriately.
Base Salary
Provide stability and reflect the expanded scope of strategic responsibility.
Personal Production
Continue rewarding direct business development and personal deal origination.
Revenue Systems Performance Bonus
Quarterly incentives tied to measurable outcomes: improved conversion, higher retention, greater agent activation, increased referrals, implementation efficiency, and customer adoption.
Long-Term Growth Participation
A future incentive structure aligned with Champion's enterprise value growth—ensuring shared investment in the company's long-term success.
The objective is to align incentives with the growth this role helps create—not just the effort it requires.
Director of Revenue Systems