The Health Plan Sales and New Market Entry Director will be responsible for region-specific profitable growth of health plan business. This includes dental and vision benefits for all lines of business with Health plan clients (including Medicaid, Medicare Advantage, Commercial, Exchange, and other dental and vision solutions).
This leader will be responsible for developing region-specific sales strategy and plans that allow the organization to profitably grow. This leader will be responsible for all components of prospecting, lead generation, client acquisition, and deal structure/closure. This leader will also be responsible for developing and managing the regional pipeline and ensuring timely accuracy of information for internal reporting needs.
This leader will interact with all key functional areas across the organization with an emphasis on integration with the Capture and Proposal teams as sales transition to new business implementation.
Primary Job Responsibilities
In conjunction with Business Development leadership, develop a regional sales strategy that accounts for all lines of business across existing and new health plan clients
Develop and manage a regional sales pipeline that is updated regularly and utilized to share sales prospects and status across the organization
Working with other key constituents, develop key win themes and sales collateral that can be used in the identification, prospecting, and sales process with all clients
Create and manage new market entry plans that allow for DentaQuest to grow and expand in new geographies; includes working with the capture team, government relations, and broader business development team to develop market conditioning and winning strategies to enter and grow into new markets
Establish close working relationships with underwriting, national accounts, and client engagement to ensure growth of profitable business and necessary ongoing management of the client
Establish strategic relationships with marketing to co-create collateral and campaigns for lead generation and prospect management
Develop new prospects and interact with existing customers to increase sales of organization’s products and/or services.
Develop a personal working relationship with key stakeholders of public and private sector prospects.
Identify and close business opportunities.
Meets established criteria and specified goals for sales quota, close ratio and number of weekly sales calls.
Draft appropriate client communication/agreements.
Identify negotiating strategy based upon review of all relevant information.
Meet activity measures related to calls, letters and meetings.
Direct Request for Proposal (RFP) process for prospects in the region.
Identify client expectations and communicate those expectations to DentaQuest staff for implementation.
Guide clients through critical contracting process on new sales.
Ensure DentaQuest is meeting client expectations and terms of the Service Agreements.
Participate in appropriate health plan association meetings and conventions.
Organize, track and report on sales opportunities.
Coordinate sales opportunities with Sale/Client Services groups.
Update the VP of Health Plan Sales and the broader business development organization regularly on major issues, both internal and external.
Provide recommended solutions to the VP of Health Plan Sales and the broader business development organization to market issues.
Attends additional training as requested/deemed necessary
Other duties as needed or required.
Bachelor’s degree in business related field, or equivalent experience in healthcare management.
5+ years of progressive Sales and negotiating experience.
Target account selling experience.
Previous leadership role within a Management team.
Managed healthcare, dental or vision experience necessary.
Ability to work independently.
Ability to Travel.
Excellent verbal and written communication skills.
Excellent interpersonal skills.
Assertive/Initiative.
Quick learner.
Ability to make presentations to 8-10 high level executives.
Ability to develop executive-level presentations
Ability to prioritize and organize multiple tasks.
Ability to remain organized with multiple interruptions.
Knowledge of general computer software. (Excel, MS Word and Access a Plus).
Remote, Work from Home,
