Regional Vice President of Missouri - Large Group (Sales)
Are you a strategic leader with a passion for driving growth and building strong relationships? Delta Dental of Missouri is seeking a dynamic Regional Vice President to lead our Missouri sales team and optimize our group product offerings. Join us in shaping the future of dental and vision benefits for employer groups with 50+ lives. Apply today and make a significant impact on our growth and success!
Position Summary:
Sales and Account Management Leadership –
Are you a strategic leader with a passion for driving growth and building strong relationships? Delta Dental of Missouri is seeking a dynamic Regional Vice President to lead our Missouri sales team and optimize our group product offerings. Join us in shaping the future of dental and vision benefits for employer groups with 50+ lives. Apply today and make a significant impact on our growth and success!
The position is critical to optimizing and growing our group product offerings in Missouri. This position has primary responsibility for profitably growing our employer group business for prospective and current clients having 50+ employee lives. An emerging opportunity market will also include our Medicare Advantage partnership/supplemental benefit offerings.
This role is accountable for the leadership, management, training, and motivation of the current Missouri sales team which focuses on employer groups with 50+ lives. This role is additionally responsible for oversight and leadership of the Missouri account management teams and the renewal process for existing employer groups with 50+ lives. This position will interface with current and prospective clients, as well as interact and influence broker and consultant partner relationships. Small employer (2-49 lives) and individual markets are managed by a separate leader who will work in cooperation with the RVP of Missouri – Large Group.
This leader is ultimately responsible for the financial performance of our Missouri 50+ employer group base, including but not limited to renewal negotiations, movement from ASC to Risk funding arrangements, optimizing margins on new and existing business, and plan design optimization. The role will ensure proper resolution of claims/plan design inquiries through the work of the Client Services Support team and other internal teammates.
Marketing Acumen –
This leader must have demonstrated experience in leading or managing marketing functions which include but are not limited to marketing communications (internal and external), business to business and business to consumer marketing, brand management, and product management. This role will work in tandem with the Chief Sales and Marketing Officer to develop strategic sales and renewal plans based on company goals that will promote sales growth and persistency for the organization. This role is responsible for the leadership and management of external marketplace feedback which will further inform our product strategy market approach with shared accountability for gathering and furnishing competitive intelligence to the Product Committee and marketing team.
Operational Excellence/Change Champion –
This position will develop our relationships with brokerage, consulting and benefit admin platforms interfacing with and attempting to secure additional sources of distribution including large FMOs, GAs and other tech platforms.
Essential Functions and Job Responsibilities:
1. Leveraging the assigned sales team, establish and secure 50+ life employer group dental and vision insurance business on behalf of DDMO within the state of Missouri in accordance with the corporate growth objectives.
2. Provide strategic direction and ongoing management of a diverse sales and account management team.
3. Supervise, mentor, develop and evaluate sales and account management staff in Missouri, including conducting performance appraisals and overseeing performance management of staff.
4. Provide ongoing support to assist sales and account management staff to improve overall performance via the following:
o Setting and monitoring business plans and goals by sales region and line of business – dental and vision.
o Staff training and development including the establishment of tools and techniques to help improve the effectiveness of the sales teams for which this leader is responsible.
o Providing strategic coaching to account management staff to aid in renewal negotiations to optimize product design, margins, and persistency of existing business.
5. Work effectively with other business areas within the organization including Marketing, UW, Actuarial, Operations, Finance, and Group Accounts to cooperatively develop the large group marketing and sale strategies and make decisions on initiatives to achieve profitable revenue growth and account retention goals.
6. Exhibit excellent interpersonal relationships with internal, prospective, and existing clients and partners by providing effective communication, problem-solving and follow-up through personal meetings and other effective communication modes as appropriate.
7. Manage the renewal cycle for assigned business; consulting on pertinent industry trends and key metrics for existing clients to maximize their dental and vision plans and financial outcomes.
8. Develop, strengthen, and maintain agent/broker/client relationships to best position Delta within the Missouri marketplace.
9. Present and explain group dental and vision benefits to diverse employee populations and respond to general and specific questions regarding benefits, limitations, and exclusions, claim payments and participating provider arrangements for all group products offered by DDMO.
10. Provide market information on competition, product development, improvements, and enhancements to ensure DDMO is successfully positioned for sales.
11. Work cooperatively with corporate marketing to host engaging events which in turn motivate greater sales and persistency within the markets served.
12. Issue resolution – provide a consistent and timely response to inbound inquiries for anything related to our marketplace reputation (issues may include operational, network, membership/group accounts, and other matters related to servicing of our distributors and clients).
13. Focus on streamlining the ways in which Missouri quotes/enrolls business while also establishing our reputation as the dental and vision benefits authority.
14. Be a champion of operational simplification to ensure that distributors find it easier to do business with DDMO.
15. Proven subscription to the company's core values of integrity, trust and respect, innovation, stewardship, excellence, and celebration.
Core Competencies:
1. Resilience - As demonstrated through the ability to win and lose with grace and decorum.
2. Skilled negotiator – As demonstrated through the proven ability to best position Delta Dental's competitively distinctive value proposition.
3. Skilled communicator – As demonstrated through both verbal and written communication expertise.
4. Attention to detail – As demonstrated through a consistent ability to make and keep commitments to internal and external stakeholders.
5. Bias for action – As demonstrated through prompt follow-up to internal and external stakeholders.
6. Skilled listener- As demonstrated through ensuring we are understanding our key stakeholders.
7. Strategic mindset – As demonstrated through the ability to assess a marketplace and harvest a specific strategic approach to optimize the results of the market.
8. Planning and execution – As demonstrated through the ability to build formal business/execution plans and to further develop that skill with others on the team.
9. Leadership and motivation – As demonstrated through the ability to work alongside teammates and to demonstrate the ability to guide/motivate to higher performance levels of individuals and the team.
Education, Skills, Personal Attributes, and Experience Required:
1. An undergraduate degree from an accredited university/college is required with a concentration in marketing or business-related field preferred. Equivalent combination of education and experience in lieu of degree may be considered.
2. A minimum of 7 years of demonstrated history of successful sales and relationship management in the health benefits or insurance-related field required.
3. A minimum of 5 years of leadership experience in sales leadership and marketing leadership/strategy setting required.
4. Prior dental and vision insurance industry experience is preferred.
5. Must have and maintain a Missouri accident and health license.
6. Must possess effective and dynamic interpersonal and communication skills.
7. A strong commitment to unparalleled customer service.
8. Must be able to work in self-directed work environment and accomplish goals as mutually agreed upon.
9. Business travel may be required as business necessity may dictate. Intra/inter-state and overnight travel are required.
10. Proficiency in use of office equipment such as personal computer, copier, and fax machine; including proficient in use of Microsoft Office software such as Word, Excel, PowerPoint, and Outlook.
Environment:
General office working conditions which may require sitting and/or driving for extended periods of time. This position currently functions as a hybrid role working from both the St. Louis office and home office environments. Any home office setting must be conducive to all guidelines outlined by the organization. This role is required to regularly attend in-person meetings. Occasional overnight travel may be required for client and industry meetings, conferences, as well as other Delta company meetings.
Physical Requirements:
The physical requirements 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 required by this job include the ability to adjust focus. 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. Ability to operate a motor vehicle for several hours in a seated position is required on a frequent basis.
Additionally, this position requires working in a fast-paced environment that can be stressful at times. This position requires a substantial amount of multi-tasking and ability to shift focus between tasks, screens and systems to obtain data.
Disclaimer:
This job description is designed to provide a general overview of the requirements of the job and does not entail a comprehensive listing of all activities, duties, or responsibilities that will be required. The organization reserves the right to modify this job description at any time; including assigning or reassigning job duties or the elimination of this position at any time.
See job description