Director, Health Plan Dental Solutions

Director, Health Plan Dental Solutions

Sun Life U.S. is one of the largest providers of employee and government benefits, helping approximately 50 million Americans access the care and coverage they need. Through employers, industry partners and government programs, Sun Life U.S. offers a portfolio of benefits and services, including dental, vision, disability, absence management, life, supplemental health, medical stop-loss insurance, and healthcare navigation. We have more than 6,400 employees and associates in our partner dental practices and operate nationwide.

Denta Quest manages dental and vision benefits for more than 33 million Americans. Our outcomes-based, cost-effective solutions are designed for Medicaid and CHIP, Medicare Advantage, small and large businesses, and individuals. With a focus on prevention and value, we aim to make quality care accessible to improve the oral health of all.

The opportunity:

The Director, Health Plan Dental Solutions leads Denta Quest's efforts to identify and build new Health Plan relationships. In conjunction with the VP, Business Development, this position will independently engage senior decision makers across regional and national health plans and demonstrate the value of Denta Quest's Medicaid, Medicare Advantage, and commercial "white label" offerings.

How You will Contribute:

• Develop and refine a comprehensive business development plan to reinforce Denta Quest's competitive positioning
• Articulate and deliver the Denta Quest story to Health Plans, championing our Medicaid, Medicare Advantage and commercial "white label" dental solutions
• Proactively identify, qualify, and pursue new health plan partnerships independent of formal RFP cycles through targeted outreach campaigns
• Develop and present persuasive business cases, ROI analyses, and value propositions to health plan executives to support decision-making and advance sales opportunities
• Continually assess emerging market trends and regulatory developments; communicates findings to leadership for strategic assessment
• Create and manage a robust opportunity pipeline, providing accurate forecasting and strategic analysis to leadership with recommendations on overall planning and resource allocation
• Identify cross-sell and upsell opportunities within existing health plan accounts, driving incremental revenue and deepening partnerships.
• Own inbound health plan leads, quickly qualifying and advancing promising opportunities.
• Achieve new business revenue, pipeline and activity objectives
• Position Denta Quest as a strategic partner aligned to health plan objectives related to quality, affordability, growth, and member experience
• Lead cross-functional collaboration with internal partners to develop compliant, differentiated solutions
• Guide prospective partners through complex contracting, approval, and onboarding processes
• Serve as the primary liaison for new health plan partners during the pre-launch phase, clearly communicating client expectations and success criteria to ensure a seamless transition from sales to implementation.
• Maintain detailed records of prospecting activities, pipeline status, and sales outcomes in CRM systems, regularly reporting progress to leadership.
• Represent Denta Quest at industry conferences, health plan association meetings, and key stakeholder forums as a key subject matter expert

What you will bring with you:

• Bachelor's degree in business, healthcare administration, or a related field, or equivalent experience
• 10 or more years of progressive health plan‑focused business development or sales experience
• Demonstrated success working with Medicaid and Medicare Advantage health plans
• Strong understanding of health plan decision‑making structures, procurement processes, and regulatory considerations
• Proven ability to create and advance opportunities outside of formal RFP processes
• Established relationships with health plan executives or senior leaders strongly preferred
• Experience positioning delegated models, administrative services, or white‑label solutions is a plus
• Ability to operate independently in a remote environment while managing multiple complex opportunities
• Willingness and ability to…