Senior Sales Manager, Small Group

The Senior Sales Manager for Small Business Insurance is responsible for developing and executing high-impact sales strategy to drive growth in the small business segment. This role combines strategic planning with hands-on leadership, focusing on building strong client relationships, optimizing sales processes, and ensuring the team meets revenue targets.

In this role, you’ll get to showcase your consultative skills while working closely with both clients and your team to achieve our goals. We’re seeking someone with an entrepreneurial small business mindset, passion for sales leadership, excellent communication skills, and proven track record of developing innovative strategies to drive new business growth and client retention.  If you love helping teams thrive and enjoy crafting winning sales strategies, we’d love to meet you!

At Delta Dental of Washington our vision is that all people can enjoy good oral and overall health, with no one left behind. We succeed because of a shared commitment to a set of values that guide everything we do – for our customers, for our communities, and for each other. We are Accountable. We lean in with Courage. We stay Curious. We are Inclusive. We act with Integrity.

We offer a highly competitive medical, dental and vision plans as well offering a generous 401k match and all employees start accruing vacation and sick time from their very first day. We empower employee development through our tuition reimbursement plan, professional development plans, and employee-led communities.

This role includes base pay plus commission,and the base pay range inWestern Washington varies between $109,200.00 – $155,400.00, and for Eastern Washington varies between $89,700.00 - $127,650.00. Washington Dental Service and its affiliates, including Delta Dental of Washington and Arcora Foundation intends to offer the selected candidate a base pay within this range, dependent on job-related, non-discriminatory factors such as experience. Base pay will also be adjusted based on the candidate's geographic location.

Essential Responsibilities include the following: The list of responsibilities listed is not intended to be comprehensive. Washington Dental Service and its affiliates, including Arcora Foundation, Delta Dental of Washington, and TriForza reserve the right to change the responsibilities at any time with or without notice. 

Team Leadership

• Lead and mentor a high-performing sales team, creating a culture of accountability, continuous improvement, and customer-centricity.
• Create and implement go-to-market sales strategy specifically for the small group market, identifying and proactively targeting small group employers with 2-99 employees.
• Act as the point of contact between DDWA and the internal sales center, providing technical information and resolving issues, as needed.
• Partner with Director of Sales to set sales goals, monitor performance and provide feedback to enhance team productivity.

Business Development

• Develop relationships with decision-makers in small group organizations and key industry partners (e.g., venture capitalists, HR outsourcing providers, small business advisors).
• Meet with business owners and/or CHROs of small group buyers to understand their insurance needs, present DDWA solutions and explain coverage options.
• Partner with Director of Sales, Product Management and Innovation to develop tailored insurance solutions that meet the needs of small organizations (and their employees) and individuals.
• Provide quotes and negotiate terms to close sales, bringing to the Director of Sales when necessary.
• Oversee sales forecasting and reporting processes, delivering data-driven insights and recommendations to senior leadership.
• Coordinate with Marketing team and broker partners to develop promotional materials and sales tools.

Operational

• Oversee administration of insurance policies by Small Group Sales Reps, including documentation and compliance with regulations.
• Monitor market trends, competitor activities, and customer feedback to adjust strategies proactively, capturing new opportunities in the small business segment
• Track sales team metrics and performance indicators to measure success, identify areas for improvement, prepare reports on sales activities, client interactions, and market trends for Sales Director and CRO.
• Work closely with Marketing, Underwriting, Account Management and Sales Enablement to ensure cohesive client service, resolve client issues and implement strategies to retain small group & individual clients and renew existing policies.

Experience, skills, and education do you need to have to succeed in the position: The requirements listed below are representative of the knowledge, skill, and/or ability required to successfully perform the essential functions of the position.

• 5 years of proven experience in healthcare or ancillary sales management, preferably in small-middle market group sales or a related field.
• Strong understanding of consultative sales processes and the ability to develop effective sales plans.
• Experience with lead generation, business development, and negotiating high-value deals.
• In-depth knowledge of industry trends, regulations, and market analysis.
• Ability to build and maintain strong client relationships.
• Excellent communication, presentation, and interpersonal skills.
• Leadership experience with a focus on team development and performance management.
• Proficiency in CRM software (e.g., Salesforce, HubSpot) and sales analytics tools.
• Strong financial acumen, including experience with pricing strategies.
• Problem-solving skills and the ability to work in a fast-paced, dynamic environment.
• A Washington State Office of Insurance Commissioner Health and Disability License is required

Washington Dental Service and its affiliates, including Arcora Foundation, Delta Dental of Washington, and TriForza is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status. 

Salary : $89,700 - $127,650