Senior Sales Executive - PA or VA Sales Territory

Duties and Responsibilities

• 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
• Coordinates 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
• Coincide the development of proposals as necessary
• Coincide 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
• Attends and participates in sales meetings
• Must adopt and be proficient in CRM Systems (Salesforce)
• Willing to travel (25-50%) as needed throughout assigned sales territory
• Performs Sales Action Plans as directed
• Expected to mentor and provide guidance to Sales Executives

Skills

• 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
• 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
• 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