Position DescriptionBase pay is influenced by several factors including a candidate’s qualifications, relevant experience, andanticipatedcontributions to meet the needs of the business, along with internal pay equity and external market-driven rates. The salary range displayed has not been adjusted for geographical location. This range has been created in good faith based on information known to Capital Blue Cross at the time of posting and may bemodifiedin the future. Capital Blue Cross offers a comprehensive benefits packaging including Medical, Dental & Vision coverage, a Retirement Plan, generous time off including Paid Time Off, Holidays, and Volunteer time off, an Incentive Plan, Tuition Reimbursement, and more.
Dominion National, a rapidly growing and leading provider of dental and vision benefits, has an exciting opportunity for an experienced Senior Sales Executive.
The ideal candidate would be a highly motivated team player with superb organizational skills and the ability to multi-task in a fast paced environment. The candidate must possess excellent interpersonal and communication skills with a talent to converse with individuals at all levels. We are looking for a self-directed professional to join a rapidly growing insurance company.
Responsibilities and Qualifications
- 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.
- 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.
- 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.
- 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.
Knowledge:
- 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 Virgina, 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.
- The individual will work remotely.
- Travel within VA and PA and assigned sales territory will be required throughout the year.
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.
