The Sales Director oversees and executes sales strategy, team performance, and revenue growth across BeneCare’s dental benefit plan, administrative, and analytic products and services. They develop relationships with mid/large market employer groups, health systems, ACOs, MCOs, health plans, and other organizations to drive business opportunities. Their role includes setting sales targets, implementing marketing strategies, and ensuring compliance with industry regulations. Strong leadership, communication, and strategic planning skills are essential for success in this position.

Key responsibilities and accountabilities:

Strategy Execution: Own the end-to-end sales process and build a repeatable, scalable revenue model.
Develops initiates, maintains and implements sales territories and methodologies, tracks sales pipelines and measures performance against sales quotas. Develop s lead generation plans across lines of business and across jurisdictions and reports targets, measures, and objectives.
Executes a wide variety of activities that involve direct mail, email broadcast campaigns, outbound calls, marketing trade shows and events, public relations, customer communications, Internet presence and social media, promotions, and other marketing plans.
Tracks campaigns, prepares performance analysis reports post campaign and amends concurrent programs for corrective modifications.
·Executive Engagement: Pitch complex data and IT platforms directly to senior executives like Chief Information Officers (CIOs) and Chief Medical Officers (CMOs) while highlighting oral health improvement outcomes and return on investment.
Develops negotiating strategies and positions by studying integration of products with company strategies and operations.
Examines risks and potential opportunities by estimating prospective partners' needs and goals. Identifies opportunities by examining prospective partners’ deficiencies, products, services, cost containment strategies, and likely gaps in capabilities.
Closes new business deals by coordinating requirements; developing and negotiating contracts; integrating contract requirements with business operations.
·Cross-Functional Teamwork: Drive product development by partnering with product, operations, marketing and technical teams to shape customer solutions and feedback loops.
Collaborates with other departments (e.g., Marketing, Finance, Operations, etc.) in planning, coordinating and implementing products and programs to address identified market needs.
Research and acquire new distribution arrangements supportive of current and future products and consistent with budgetary constraints and strategic plans.
·Market Analysis: Track trends in multiple areas to adjust sales tactics:
Dental benefit plan designs and market segments.
Oral health technologies.
Competitor pricing, services, products, platforms and value propositions.
Regional buying behaviors.
·Entrepreneurial/Startup Mindset: High adaptability, comfort with ambiguity, and a track record of closing early-stage enterprise deals.

Must be able to work extended hours on occasions when required.

Specific Job Skills: Able to communicate and motivate via written media. Motivation for sales, prospecting, sales planning, selling to customer needs, territory management, market knowledge, and presentation skills.

Computer skills: Must be adept in use of MS Office, particularly Excel and Word or equivalent, and ideally databases to basic level, Internet and email, CRM configuration and usage, and other business analytic tools.

Literacy and Numeracy: Able to understand profit and loss calculations and business finance, e.g., gross margin percentages and calculations, depreciation, capital and revenue expenditure, cash-flow, overheads, etc. Must be a very competent writer of business letters, quotations and proposals.

Business Skills: Must be an excellent face-to-face and telephone communicator. Able to demonstrate success and experience managing business processes independently.

Management Ability: Though internal staff management is not initially part of the job, responsibility and opportunity could grow with the development of the business. Some people-management skills, experience and natural ability will be useful.

Qualifications:

Education: Bachelor's degree/Minimum of 5 years' experience in a healthcare sales organization to include demonstrated familiarity with ancillary employee benefits, underwriting, member engagement, predictive analytics, healthcare risk stratification, and related sales processes.

BeneCare Dental Plans

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Sales Director