Director of Sales

The Director of Sales is responsible for leading our broker and customer go-to-market and sales team strategy. This role requires a balance of strong leadership, market knowledge, sales expertise, and the ability to manage both people and business processes effectively. Maintains a visible profile in the industry and with key executive counterparts among clients, brokers, and third-party administrators. Directs sales team development, ancillary sales strategy, forecasting and performance analysis requirements required to drive revenue streams.

At Delta Dental of Washington, our vision is that all people can enjoy good oral and overall health, with no one left behind. We succeed because of a shared commitment to a set of values that guide everything we do – for our customers, for our communities, and for each other. We are Accountable. We lean in with Courage. We stay Curious. We are Inclusive. We act with Integrity.

We offer a highly competitive medical, dental, and vision plans as well as a generous 401k match, and all employees start accruing vacation and sick time from their very first day. We empower employee development through our tuition reimbursement plan, professional development plans, and employee-led communities.

This role includes base pay plus commission, and the base pay range for this position in Western Washington varies between $145,530.00 – $210,735.00, and for Eastern Washington varies between $121,660.00 - $176,170.00. Washington Dental Service and its affiliates, including Delta Dental of Washington and Arcora Foundation, intend to offer the selected candidate a base pay within this range, dependent on job-related, non-discriminatory factors such as experience. Base pay will also be adjusted based on the candidate's geographic location.

Essential Responsibilities include the following: The list of responsibilities is not intended to be comprehensive. Washington Dental Service and its affiliates, including Arcora Foundation, Delta Dental of Washington, and TriForza reserve the right to change the responsibilities at any time with or without notice.

• Large Group Sales Strategy Development: Designing and implementing middle market and large group go-to-market sales strategy and procurement processes to meet or exceed business targets and objectives.
• Team Leadership and Management: Leading, coaching, and mentoring the sales team, including recruiting, training, and evaluating sales staff performance.
• Sales Performance Monitoring: Setting sales targets, monitoring team performance, and implementing necessary adjustments to improve results. This involves analyzing sales metrics, customer feedback, and market trends.
• Strategic Relationship Management: Building and strengthening high-value alliances with key clients, brokers, and stakeholders to accelerate growth.
• Market Analysis and Expansion: Identifying new market opportunities and trends, and devising plans to expand into new territories or sectors.
• Compliance and Risk Management: Ensuring that the sales process aligns with insurance regulations and company policies, and managing potential risks related to sales activities.
• Budgeting and Financial Oversight: Responsible for the sales budget, forecasting revenues, and ensuring the team stays within budget while achieving growth targets.
• Collaboration with Other Departments: Working closely with marketing, provider relations, operations, underwriting, finance, and customer service teams to align sales efforts with broader company objectives.
• Customer Satisfaction and Retention: Developing strategies to improve customer experience, increase retention rates, and ensure high levels of client satisfaction.

Experience, skills, and education do you need to have to succeed in the position: The requirements listed below are representative of the knowledge, skill, and/or ability required to successfully perform the essential functions of the position.

• Bachelors' degree / master’s degree preferred, or equivalent combination of education and experience.
• Minimum 7 years in proven healthcare or ancillary insurance sales leadership experience selling B2B and B2C.
• Experience in highly regulated environments and compliance.
• Preferred P&L management experience.
• A Washington State Office of Insurance Commissioner Health and Disability License is required.

Leadership and People Management:

• Team Leadership: Ability to lead, motivate, and mentor a team of sales professionals.
• Coaching and Development: Proficiency in identifying individual team members' strengths and areas for improvement and guiding their professional development.

Sales Expertise:

• Sales Strategy: Strong understanding of sales strategy, lead generation, and go-to-market strategies specific to middle market and large group employer segments.
• Negotiation Skills: Skilled at negotiating with clients, broker partners, and vendors to close deals and/or renew existing business.

Communication and Interpersonal Skills:

• Persuasive Communication: Ability to present and articulate value propositions clearly and persuasively to both the sales team and clients.
• Relationship Building: Expertise in building and maintaining long-term relationships with clients, brokers, and internal partners.

Strategic Thinking and Planning:

• Problem-Solving: Skill in identifying challenges in sales performance and finding innovative solutions to overcome them.

Analytical Skills:

• Proficiency in analyzing sales data and performance metrics to make informed decisions that align with organizational objectives.
• Strong capabilities in sales forecasting and managing sales budgets.
• Ability to lead the sales team through industry changes, including regulatory shifts, new technology, or market dynamics.
• Familiarity with customer relationship management (CRM) systems and other sales tools to track and manage leads and performance.
• Understanding of digital marketing and sales channels, such as social media, email marketing, and virtual sales platforms.

Washington Dental Service and its affiliates, including Arcora Foundation, Delta Dental of Washington, and TriForza is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they