TITLE: Sales Coordinator

JOB CODE: E01406

GRADE LEVEL: 26

FLSA JOB STATUS: Exempt

DEPARTMENT: Sales

REPORTS TO: Head of Sales - Growth Markets

DATE WRITTEN: February 2024

General Description

The Sales Coordinator (SC) has the primary responsibility to support the sales account executives (AEs) in growing business. The Sales Coordinator researches and responds to inquiries from prospects and brokers, serves as a liaison with internal departments, develops reports, prepares and distributes proposals, and provides other internal and external support as determined by the sales account executives.

Responsibilities

• Works in tandem with Sales Executive in the creation of proposals, presentations, and plans for each prospect to execute a successful sale.

• Takes lead on Shelf rate (2-49) sales.

• Implements concierge implementation calls.

• Proficiently utilizes DDMO systems and sales automation tools.

• Clearly and consistently communicates DDMO’s value proposition and adapts Delta Dental’s key differentiators to the needs of a specific audience.

• Builds and maintains relationships with sales channels and prospects.

• Enters, updates and maintains integrity of prospect group information on client relationship management system (CRM).

• Establishes and maintains broker, consultant, and prospect databases to execute sales strategies.

• Serves as back-up to the AEs on client/broker inquiries and communications when they are not available.

• Proactively follows through on inquiries from prospects either directly or via the AEs, with either verbal or written responses in a timely fashion regarding a variety of general information questions.

• Fields client and broker/consultant communications/inquiries and coordinates with other departments on claim, eligibility, account structure and benefit issues to guarantee client satisfaction with all services provided by Delta Dental.

• The SC works with the AE in developing support documents for a pre-RFP sales meeting or an early prospect. The SC helps the AE in lead development activity.

• Conducts research and collects information for analysis and presentation.

• Researches, gathers and collates information required to support the determination of specific strategies and plans to generate leads and prospects for the various target segments as assigned. Works in tandem with the sales team in the execution of these strategies and plans.

• Responsible for understanding and managing the functionality of the GRS quotation tool and is the subject matter expert on this tool for the sales department.

• The SC teams with the AE to help develop the DDMO response to RFPs.

• Assists AEs with the new group implementation process facilitating both smooth implementation and client satisfaction.

• When needed, conduct benefit fairs and enrollment meetings for new St. Louis clients, and when possible, satellite offices’ clients.

• Works cohesively with all DDMO processes and functions to deliver seamless and high quality service internally and externally. Contributes to continuous process improvement by generating and sharing opportunities for improvement at regular sales meetings.

• Maintains awareness for, and consideration of, how sales decisions impact other DDMO processes and functions. Ensures quality deliverables to all processes and functions, with a specific emphasis on group administration and analytics.

• Proactively probes for, and monitors, competitor intelligence, market environment and industry trends as well as satisfaction with DDMO and our processes. Provides feedback to marketing.

• Serves as liaison for sales by participating in various internal project meetings.

• Some travel for meetings is required.

Other Responsibilities

• Performs other work related duties as assigned.

• Aligns to all sales related guidelines, metrics and accountability matrices.

• Understands and intentionally applies DDMO’s documented values consistently.

Education, Skills, Personal Attributes, and Experience Required

• Bachelor’s degree or equivalent work experience.

• A minimum of 3 years of experience in the insurance industry or health benefits arena.

• Current Missouri health insurance license or secure within 90 days from hire date.

• Professional client presence and strong relationship skills required, as well as a professional demeanor for both written and verbal communications.

• Ability to prioritize projects and work with a variety of marketing team members to achieve division/department and corporate goals.

• Proficient in use of office equipment such as personal computer, copier and fax machine.

• Proficient in use of Microsoft office software such as Word, Excel, PowerPoint and Outlook—strong experience with Excel required.

• Ability to learn and proficiently use other computer programs.

• Attention to detail and deadlines, good organizational skills and a high level of initiative.

• Excellent verbal, written, analytical and interpersonal skills.

• Ability to remain poised and composed, yet firm, when dealing with dissatisfied group personnel, subscribers, brokers and consultants.

• Functional understanding of finance, underwriting and rating of group insurance products.

• Working knowledge of all departments within Delta Dental.

• Understanding of dental terminology and procedures.

• Basic ability to build and maintain relationships with sales channels and prospects.

• Well-developed customer service skills.

• Independent problem solving, critical thinking, research and analytical skills; able to interpret data/reports and effectively communicate impacts to Sales Executive and prospects.

• Basic underwriting acumen, including a general understanding of fully insured and self-funded arrangements, utilization reporting, and general target loss ratios rationale.

• Solid ability to prepare effective prospect proposals and presentations that result in sales.

• Solid organizational, facilitation, and time management skills; proactive and outcome oriented.

• General understanding of employee benefits environment, insurance business, products and competitors in the market.

• General understanding of the sales process.

• Solid ability to exercise initiative and judgment as well as make decisions within the scope of authority; consistently demonstrate a proactive, inquisitive approach.

• Well-developed written and verbal communication skills with the ability to effectively craft and communicate targeted messages that further the overall strategy.

• Process improvement oriented; demonstrated ability to recognize and articulate opportunities for improvement.

• Team player with an appreciation of how sales related decisions impact the rest of the organization.

• Proven subscription to the company’s core values of integrity, trust and respect, innovation, stewardship, excellence and celebration.

Work Conditions

General office working conditions which may require sitting for extended periods of time

Physical Requirements

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Specific vision abilities require the ability to focus distant and near objects clearly. While performing the duties of this job, the employee is regularly required to sit, talk and hear. The employee is frequently required to use hands and arms to handle, feel and reach as well as operate a personal computer.