[Hiring] Senior Sales Executive @Capital Blue Cross

Role Description

Dominion National, a rapidly growing and leading provider of dental and vision benefits, has an exciting opportunity for an experienced Senior Sales Executive.

• Establish and maintain an ongoing relationship with key group decision-makers and brokers, and third-party administrators, as well as their support staff, in order to retain existing business and develop new business.
• Coordinate activities with Group Services and other Administrative Departments (if applicable) to ensure that customers receive service which meets or exceeds their expectations and all predetermined standards.
• Service new and existing clients.
• Coordinate the development of proposals as necessary.
• Coordinate and/or conduct open enrollment meetings for existing and new accounts as necessary.
• Become familiar with competitive information and trends within the employee benefits industry. Collect such information and make it available to the appropriate Dominion personnel.
• Track all activities through corporate sales system(s) and submit all reports on a timely basis.
• Attend and participate in sales meetings.
• Must adopt and be proficient in CRM Systems (Salesforce).
• Willing to travel (25-50%) as needed throughout assigned sales territory.
• Perform Sales Action Plans as directed.
• Expected to mentor and provide guidance to Sales Executives.

Qualifications

• Requires strong understanding of customer and market dynamics.
• Comprehensive knowledge of the healthcare industry, local market, the competition, their products and capabilities as well as key differentiators.
• Requires highly developed verbal and written communication skills.
• Ability to effectively persuade, negotiate and consult with customers.
• Ability to work independently and effectively plan, organize and execute workload.
• Expertise in proposal preparation, negotiating contracts, and oral and written presentations.
• Demonstrated ability to work in a fast-paced environment and successfully prioritize multiple, competing tasks and demands, and know when to seek supervisory assistance as appropriate.
• Must possess proficiencies in basic software applications, such as CRM (Salesforce), Microsoft Word, Outlook, and contact databases.

Requirements

• Comprehensive knowledge of the healthcare and employee benefits industry, including medical, dental, vision, life, and related insurance products.
• Strong understanding of local market dynamics, competitive landscape, and emerging industry trends.
• Knowledge of competitor products, pricing strategies, and key differentiators.
• Understanding of broker and consultant distribution models and the role they play in group benefits sales.
• Knowledge of sales cycle management, including prospecting, proposal development, contract negotiation, and account retention strategies.
• Familiarity with client onboarding, renewals, and open enrollment processes.
• Working knowledge of CRM systems, sales tracking tools, and standard reporting practices.
• Awareness of applicable regulatory and licensing requirements within the healthcare and insurance industry.

Experience

• Requires 7+ years of progressive sales experience, including 3+ years in dental, ancillary, healthcare, or employee benefits.
• Demonstrated track record of achieving or exceeding sales targets, with the ability to develop, manage, and grow a book of business.
• Proven experience building and maintaining strong relationships with brokers, consultants, and key decision-makers.
• Experience managing a complex sales cycle, including prospecting, proposal development, negotiations, and account retention.

Education, Certification, and Licenses

• Requires a bachelor’s degree or 4 years related sales experience in lieu of degree.
• Initially will require a license to sell Health and Life Insurance in Virginia, MD, PA, DE, and/or NJ or must obtain license to sell within 90 days from date of hire. Continued education is required to maintain license.
• Must possess a valid driver’s license; with the ability to travel frequently to client locations.

Physical Demands

• While performing the duties of this job, the employee is regularly required to talk or hear.
• The employee frequently is required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms.