Director, Sales

Responsibilities

• This position is accountable for providing leadership and strategic management of teams of account management and new business sales professionals and Account Consultants.
• Responsible for driving a culture of execution with a focus on obtaining new quality business, the conservation of existing accounts, increasing the profitability of the book of business, and the growth of additional lines of business to existing customers.
• Develops and monitors goals for staff and provides ongoing feedback and coaching.
• Conducts performance reviews on an annual basis and actively manages performance issues.
• Directs the employment activities of the office that include staffing, development, and training.
• Ensures staff meets all licensing requirements and comprehends and complies with sales and account management best practices, professional standards, internal policies, and procedures.
• Determines departmental budget and conducts ongoing expense management.
• Develops and maintains relationships with accounts to enhance credibility and reinforce presence in the marketplace.
• Approves and implements changes and enhancements to product design, pricing, and sales strategy, in collaboration with Underwriting.
• Conducts annual sales forecasting, determination of market potential, and the preparation of annual budgets.

• Requires a bachelor's degree in a related field.
• Prefers an MBA.
• Requires a minimum of fifteen (15) years of experience in the health care industry with a proven record of sales success and positive existing client relationships.
• Requires prior supervisory or management experience including leading teams and developing direct reports.
• Requires a New Jersey Health Insurance License.
• Requires a valid New Jersey driver's license.
• Must be proficient in the use of personal computers and supporting software in a Windows based environment, including MS Office products (Word, Excel, PowerPoint) and Lotus Notes.
• Should be knowledgeable in the use of intranet and internet applications.
• Comprehensive knowledge of healthcare industry, including sales, enrollment, financial/economic drivers, and underwriting principles.
• Deep understanding and knowledge of the managed care environment.
• Understanding of all market segments.
• Possesses a solid reputation with consultants and brokers.

• sales management
• performance management
• budget management
• goal setting
• coaching
• staff development
• account management
• sales forecasting
• product design
• pricing strategy

• leadership
• strategic management
• relationship building
• communication
• team development
• execution focus
• problem solving
• feedback provision
• credibility
• market presence

• bachelor's degree
• MBA
• New Jersey Health Insurance License
• New Jersey driver's license