Dir, Sales

About the role

As the Director of Sales for the Mid-Size Market, you will lead a high-performing team responsible for driving sustainable growth, deepening client relationships, and expanding market presence. This role blends strategic leadership and hands-on execution, ensuring the team delivers new business while strengthening and growing existing accounts.

Responsibilities

• Drive Sales Growth & Portfolio Expansion
• Lead efforts to acquire new, high-quality business within the mid-size segment
• Expand existing client relationships through cross-sell and upsell opportunities
• Ensure the team focuses on profitable and strategically aligned business
• Utilize a consultative sales approach to deliver tailored solutions
• Strengthen Client Relationships & Retention
• Build and maintain strong relationships with key accounts
• Ensure high client satisfaction and service delivery across all functions
• Reinforce the organization’s presence and credibility in the marketplace
• Partner with internal teams to deliver a seamless client experience
• Lead & Develop High-Performing Teams
• Set clear direction, goals, and expectations for sales and account management teams
• Provide ongoing coaching, feedback, and performance management
• Oversee hiring, training, and professional development activities
• Ensure staff meet licensing requirements and compliance standards
• Execute Strategic Planning & Financial Management
• Develop and manage departmental budgets and expense controls
• Lead sales forecasting, market analysis, and annual planning
• Align team performance with enterprise growth and profitability goals
• Maintain accurate and compliant financial and operational processes
• Collaborate Across Channels & Partners
• Partner closely with brokers, consultants, and distribution channels
• Work cross-functionally to ensure world-class service delivery
• Collaborate with Underwriting and product teams on pricing and solutions
• Manage alignment across internal and external stakeholders
• Drive Market Innovation & Operational Excellence
• Monitor market trends and competitive landscape
• Introduce and support new product offerings and enhancements
• Ensure efficient enrollment processes for new clients and members
• Maintain strong internal controls and operational integrity

Qualifications

• Bachelor’s degree or relevant experience in lieu of degree
• 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
• Proven experience in sales leadership, preferably in mid-size or commercial markets
• Demonstrated ability to drive revenue growth and improve profitability
• Experience leading account management and new business sales teams
• Strong track record of team development, coaching, and performance management
• Experience with financial planning, forecasting, and budget management
• Ability to work cross-functionally and influence internal and external stakeholders
• Knowledge of sales processes, compliance standards, and industry best practices
• Experience working with brokers, consultants, and distribution channels
• Experience collaborating with Underwriting or product development teams
• Familiarity with enrollment operations and client onboarding processes
• Strong understanding of market trends and competitive dynamics in the mid-size segment
• Proficiency using Microsoft Office (Word, Excel, PowerPoint), Salesforce, and other web-based tools in a Windows environment, with the ability to quickly adapt to new systems and technologies
• Requires a New Jersey Health Insurance License
• Requires a valid New Jersey driver’s license