Director, Sales (Labor Market)

Horizon Blue Cross Blue Shield of New Jersey empowers our members to achieve their best health. For over 90 years, we have been New Jersey’s health solutions leader driving innovations that improve health care quality, affordability, and member experience. Our members are our neighbors, our friends, and our families. It is this understanding that drives us to better serve and care for the 3.5 million people who place their trust in us. We pride ourselves on our best-in-class employees and strive to maintain an innovative and inclusive environment that allows them to thrive. When our employees bring their best and succeed, the Company succeeds.

As we continue to expand, we are looking for a dynamic Director of Sales to lead our team with strategic vision and a passion for results, ensuring our commitment to quality, growth, and customer satisfaction is achieved at every level.

The Director, Sales, is responsible for providing leadership, strategy, and operational management of sales and account management teams, focusing on driving execution, enhancing customer retention, and fostering growth in new and existing business. This role also ensures alignment with market trends, compliance with industry standards, and collaboration with internal and external partners to achieve business goals.

The ideal candidate is a strategic thinker and a hands-on leader who excels in building relationships, developing talent, and achieving measurable outcomes.

1. Strategic Leadership and Team Development

• Set and communicate strategic goals for sales and account management teams, ensuring alignment with organizational objectives.
• Provide coaching, mentorship, and professional development opportunities to staff, fostering a high-performing and collaborative team culture.
• Conduct annual performance reviews and manage performance issues with clarity and empathy.

2. Operational Excellence

• Oversee day-to-day operations, ensuring optimal service delivery across all functional areas.
• Develop and monitor departmental budgets, implementing strategies to achieve financial objectives.
• Ensure compliance with all licensing, regulatory requirements, and industry best practices.

3. Client Growth and Relationship Management

• Lead initiatives to retain and grow existing accounts while identifying and securing new business opportunities.
• Develop strong relationships with brokers, consultants, and clients to reinforce the organization’s presence in the marketplace.
• Collaborate with underwriting, product design, and pricing teams to deliver client-centered solutions.
• Represent Horizon at key events, conventions and fundraisers.

4. Data-Driven Execution

• Leverage market analysis and forecasting to identify growth opportunities and inform strategic decision-making.
• Regularly track performance metrics and provide actionable insights to improve business outcomes.

5. Cross-Functional Collaboration

• Partner with other enterprise leaders to ensure a seamless client experience.
• Interface with enrollment teams to ensure timely and accurate onboarding of new clients.

Education and Experience:

• Bachelor’s degree in a related field (MBA preferred).
• Minimum of 15 years of experience in the healthcare industry, with a proven track record in sales success and client retention.
• Prior experience in leading and managing diverse teams.
• New Jersey Health Insurance License (or ability to obtain post-hire). 
• Track record in leading account management teams in relationship driven environment. Experience building sales forecasts/KPI.
• Prefers Sales/Account management experience in Labor/Public Sector
• Prefers understanding of union structure, Shared Administration/TPA and collective bargaining agreements.

Skills and Competencies:

• Inspirational leadership with a passion for team development.
• Strategic mindset with the ability to execute flawlessly.
• Strong negotiation, persuasion, and relationship-building skills.
• Financial acumen and an understanding of market dynamics.
• Proficient in technology, including MS Office, and experience with intranet/internet-based applications. 
• Ability to leverage and maximize limited engagement opportunities with key decision-makers.  
• Ability to communicate complex ideas in simple terms.

What Success Looks Like

• Driving team engagement and satisfaction scores.
• Delivering innovative solutions that enhance market credibility and client satisfaction.

Join us and be part of an organization that values innovation, excellence, and making a real difference in the lives of our clients and communities.

The information above is intended to describe the general nature of
the work being performed by each incumbent assigned to this position. This job description is not designed to be an exhaustive list of all responsibilities, duties, and skills required of each incumbent.

Horizon BCBSNJ employees must live in New Jersey, New York, Pennsylvania, Connecticut or Delaware

Salary Range:

$141,000 - $181,335

This position is eligible for sales incentive compensation in addition to base pay.  ​This compensation range is specific to the job level and takes into account the wide range of factors that are considered in making compensation decisions, including but not limited to: education, experience, licensure, certifications, geographic location, and internal equity.  This range has been created in good faith based on information known to Horizon at the time of posting.  Compensation decisions are dependent on the circumstances of each case. Horizon also provides a comprehensive compensation and benefits package which includes:

• Comprehensive health benefits (Medical/Dental/Vision)

• Retirement Plans

• Generous PTO

• Incentive Plans

• Wellness Programs

• Paid Volunteer Time Off

• Tuition Reimbursement

Disclaimer:
This job summary has been designed to indicate the general nature and level of work performed by colleagues within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of colleagues assigned to this job.

Horizon Blue Cross Blue Shield of New Jersey is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, protected veteran status or status as an individual with a disability and any other protected class as required by federal, state or local law.  Horizon will consider reasonable accommodation requests as part of the recruiting and hiring process.

Salary : $141,000 - $181,335