What are the responsibilities and job description for the Sales Executive - Small Group & Individual Ma position at Delta Dental of New Jersey?
About Us
Delta Dental of New Jersey and Delta Dental of Connecticut are proud to be leaders in the dental insurance industry, offering a wide range of plans to meet the needs of individuals and employers alike. As New Jersey’s largest dental coverage provider, we are committed to delivering high-quality, cost-effective solutions designed to meet the diverse needs of our customers and our team is growing.
In Connecticut, Delta Dental of Connecticut, Inc. provides fully insured dental coverage, while Delta Dental of New Jersey administers self-funded dental benefit programs. We proudly serve over 1.7 million individuals through more than 1,800 groups, including commercial, school board, and government programs.
Since 1969, Delta Dental has been at the forefront of innovation, offering programs that control costs while ensuring the highest level of benefits.
As a member of the national Delta Dental Plans Association, we provide national dental coverage to over 75 million people across 139,000 groups. Our commitment to excellence is reflected in our prestigious Standard & Poor’s “A ” rating for financial strength. Join us and be a part of a trusted company with a rich history of delivering quality dental benefits to millions.
We value our associates and support everyone with learning and development, active wellness and diversity initiatives, and volunteer opportunities at causes that you care about.
Job Summary
This position is responsible for new business sales and a successful implementation and onboarding of new employer groups, including a successful transition to the Senior Account Manager for the Small Group Market (2-50 lives).
Responsibilities include developing and fostering long term positive broker partner relationships including securing and selling enough new business opportunities to reach the sales objectives. Identify brokers and engage general agents on a direct basis where appropriate and meet with brokers in the assigned territory, with the intention of also supporting our broker distribution channel partners.
Support the Account Management team with broker relationships for service issues and during renewal process where needed. When assigned, sell new business opportunities to existing accounts. This position is high volume sales and requires an individual to manage a territory and be able to meet the associated activity and energy demands.
The territory for this role is South of 195, including Monmouth, Mercer, Burlington, Atlantic, Ocean, Salem, Cumberland, Camden, Gloucester, and Cape May.
Essential Functions & Responsibilities include the following. Other duties may be assigned.
Sales and Revenue Objectives
- Meets and/or exceeds sales and revenue objectives.
- Prepares and executes action plans for general agents, broker consultant partners, and prospects to achieve new client sales and exceed sales objectives.
- Identifies all potential broker/consultant partner firms within the assigned territory.
- Identifies all potential prospective clients within the assigned territory.
- Secures and submits accurate, relevant, and clearly understood proposal information from general agents, broker consultant partners, or prospects to prepare proposals or respond to RFPs.
- Closes sales, completes necessary on-boarding paperwork, and is responsible for the successful on-boarding of all newly sold clients. Ensures a successful transition to the Account Management team.
- Responsible for sharing identified large group opportunities with the appropriate large group Account representative.
Client Relationship Management
- Captures, records, updates, and maintains all relevant individual contact information from territory prospects and broker/consultant partners within the company's CRM.
- Develops and maintains a positive working relationship with general agents, broker consultant partners, and prospects, ensuring they recommend Delta Dental plans when selling new business and renewing existing clients.
- Establishes and maintains positive contact with management, including consistently updating key general agents, broker consultant partners, and prospects in existing account relationships.
- Supports the Account Management team during the renewal process and regarding service concerns for existing clients.
Market and Industry Knowledge
- Understands market dynamics and competition. Masters the understanding and articulation of the "Delta Dental Difference" in both broad and individual prospective situations. Be considered an industry expert in the marketplace, especially among general agents, broker consultant partners, and prospects.
- Provides input and updates CRM with competitive information based on market activity and competitive intelligence.
- Promotes the benefits of good oral health and wellness in the marketplace and highlights it as a market differentiator in the sales process.
Presentations and Proposals
- Presents proposal opportunities in person when appropriate.
- Leads the presentation team, including strategy, materials, and presentation at finalist meetings.
- Handles difficult rate and follow-up questions, particularly regarding premium, plan design, service offerings, and the Delta Dental Difference. Identifies, understands, and interprets internal and external questions and identifies the appropriate subject matter expert for the response.
Events and Marketing
- Responsible for working at conventions, public events, and attending/presenting at new or existing group benefit meetings when requested.
- Required to carry materials externally (including slide projectors, overhead projectors, and convention displays).
Team Collaboration and Support
- Supports and develops intra-interdepartmental relationships.
- Supports the company mission and initiatives toward improving the oral health of members.
Essential Qualifications
DDNJ Competencies
Job Knowledge | Adaptability-Flexibility | Communication-Listening Skills | Customer Focus | Accountability |
Listening Skills | Managing Technology | Internet Savvy | Initiative | Dependability |
Knowledge, Skills & Abilities
Technical and Functional
- Strong organizational ability
- Aptitude for handling multiple priorities and tasks simultaneously
- Excellent verbal and written communication skills
- Strong detail and analytical skills
- Ability to collaborate and work successfully in team environment
- Strong problem solving, decision making sound and accurate judgment skills
- Aptitude for successful negotiations
- Knowledge of claims processing systems strongly preferred
- Technical proficient skills and experience with CRM tool (Salesforce preferred) and MS Office Suite
Required Physical Abilities
The physical demands 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.
- Ability to sit and perform extensive close keyboard and PC work
- Ability to walk, talk or hear
- Occasionally required to stand and reach with hands and arms
- Ability to operate a motor vehicle and/or travel in assigned territory
Working Environment
- Ability to meet deadlines and attendance standards.
- The noise level in the work environment is usually moderate.
- This classification will be required to sign a confidentiality agreement.
Experience, Education and Certifications Required
Experience Required
- Three (3) years demonstrated selling experience in healthcare field, preferred, but open to other sales experience.
Required Educational Level
- Bachelor’s degree in business administration/marketing
Certifications required/preferred
- Valid driver’s license in state of residence and good driving record
- Insurance license preferred and required no later than 60 days on the job
