Director-New Business Sales (1000+ Market)

Responsible for

• Directing the strategy and execution of new business sales
• Employer groups of 1k employees and above
• To drive membership and revenue growth across BCBSM and BCN product lines within assigned Commercial Markets segments

Develop and execute

• Short- and long-range sales strategies
• To drive net new membership and revenue growth across BCBSM and BCN product lines

Establish segment-specific growth strategies

• Define target markets and priority accounts
• Position the organization competitively to expand market share across assigned segments

Monitor market trends, competitor activity, and emerging opportunities

• Adjust strategies to optimize growth outcomes

Own pipeline health, forecasting accuracy, and overall new business performance

• Drive disciplined prospecting
• Opportunity prioritization
• Pipeline management

Lead complex, high-value sales pursuits and finalist presentations

• Ensure consistent execution of structured sales processes
• Improve conversion rates and sales outcomes

Manage performance outcomes by monitoring and evaluating key metrics

• Revenue attainment
• Pipeline value
• Win rates
• Profitability

Provide strategic direction for requests for proposal responses, finalist presentations, pricing strategy, negotiation, and complex deal execution

• Align proposed solutions with client needs, market dynamics, and enterprise financial objectives
• Improve conversion and growth outcomes

Build and maintain strategic relationships with brokers, consultants, and key market influencers

• Strengthen market visibility
• Improve access to opportunities
• Enhance competitive positioning

Lead, coach, and develop a team of sales professionals focused on new business acquisition

• Establish a high-performance culture centered on accountability, urgency, and results
• Oversee performance management, talent development, and capability building

Manage financial performance, including P&L for assigned cost centers

• Evaluate key indicators such as revenue attainment, pipeline value, win rates, and profitability

Utilize data and analytics to inform decisions, strengthen forecasting discipline, and drive continuous improvement in growth and financial outcomes

• Maintain a robust pipeline aligned with growth targets
• Monitor and evaluate key performance indicators such as revenue, pipeline value, win rates, and profitability