To perform this job successfully, an individual must be able to perform each essential duty to the highest standard. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. DDNJ is an equal opportunity employer.

The successful candidate will be a strong leader with a proven track record in business development and relationship building in the dental, vision and/or health insurances fields. This position requires a Bachelor’s Degree and a minimum of 10 years of employee benefits experience with at least 5 years in sales management and a proven ability to develop & manage successful employee benefits sales professionals. In addition, the following is required:

Key Executive Capabilities Required

• Broad business skills in all sales-related areas with the initiative and creativity to fold innovative ideas into DNJ’s plans while discarding ideas that are ineffective or beyond the organization’s mission.
• An evolved, enlightened and energetic leader to guide DDNJ’s sales team, finding and implementing creative solutions to complex problems and issues.
• Technologically aware to identify new solutions to old problems through the use of cost effective, cutting-edge technologies, business intelligence, data and analytics.
• Ability to effectively present ideas, results, strategies and plans to executives and Board of Trustees.
• Dedication to creating a seamless and differentiated customer experience that demonstrates a holistic understanding of patients’ health and enhances the real and perceived value of DDNJ’s services.
• Demonstrated success working creatively within budgets and finding new ways to intelligently manage resources for sustained expense management and revenue generation initiatives.
• Desire to instill a culture of innovation that promotes professional growth and staff development to build motivated, high-performing teams; ability to develop a culture of trust, collaboration and mutual respect. Highly developed interpersonal and communication skills, both written and verbal, with a hands-on and non-bureaucratic leadership style that fosters open and frequent communication with the board, executives, dentists, and staff at all levels of the organization.
• Experience working closely with clinical staff, preferably across multiple sites, to understand the variety of processes, procedures, systems and financial barriers that patients, consumers and providers experience.
• Accepts and expects high levels of accountability.
• Consistently makes clear, well analyzed, thoughtful and fact-based decisions.
• Actively contributes to the further development of the company’s value proposition to all customer constituencies.
• Is a volunteer in their community. He/She will be involved with and a board member of at least one local organization as a way of giving back to the community.

Key Executive Personal Characteristics

• Consistent listener and agile learner
• Strong situational awareness
• Executive presence, credibility and gravitas
• Highest ethical standards and professional integrity
• Self-directed and strategic thinker
• Facilitator
• Inquisitive and articulate
• Innovative and entrepreneurial
• Strategic Thinker, Enabler and Differentiator.

Essential Functions of Position

• Create, develop and implement plans and strategies for developing business and achieving the company’s sales goals in NJ & CT, and manage the sales team while interacting intimately with the broker communities in both states.
• Develop and execute advanced strategic initiatives to drive substantial growth in the Individual, Small, Core and Large Group segments and Voluntary market segments.
• Accountable for developing and implementing plans for new and existing large major and key middle market accounts in coordination with the executive management team.
• Manage customer expectations and contribute to a high level of customer satisfaction.
• Define sales processes that drive desired sales outcomes and identify improvements where and when required.
• Maintain and cultivate strong active relationships with the Broker and consultant Community in the tri-state region (NJ/NY/CT).
• Develop and deploy infrastructure and systems to support the success of the sales function.
• Provide detailed and accurate sales & retention reporting and forecasting.
• Compile information and data related to customer and prospect interactions.
• Monitor customer, market and competitor activity and provide feedback to company leadership team and Board of Trustees..
• Work closely with the marketing function to establish successful support in the creation and maintenance of sales collateral materials and presentations. Partner with Marketing to plan events, sponsorships and trade advertising.
• Manage key customer relationships and participate in closing strategic opportunities.
• Create a culture of success and ongoing business and goal achievement.
• Lead and manage the Sales & Account Management teams, sales operations and resources to deliver profitable growth.
• Define and periodically adjust sales & account management team structure to optimize productivity.
• Hire and develop sales department team members for results and personal development.
• Working with Human Resources and Finance organizations to define and oversee sales & account management team compensation and incentive programs that are in alignment with the corporate objectives and motivate the sales & account management team to achieve production targets.
• Define and coordinate Sales & Account Management training programs that enable staff to achieve their potential and support company production objectives.
• Travel frequently for in-person meetings with customers and partners and others as appropriate to develop key relationship.
• Provide leadership and support to DDPA and DDPA’s Sales Leadership Group and relay
• relevant trends and information to DDNJ leadership team.
• Maintain an external community presence by supporting and attending association partner groups and serving on one or more of their boards of directors.
• Promote oral health & wellness initiatives both externally, within the community and our clients as well as internally with DDNJ associates.