Sales Executive - Small Business Unit (Kansas City) (Sales)

Join Delta Dental of Missouri as a Sales Executive (Small Business Unit) focusing on the 2-49 employer segment in the Kansas City, Missouri geographic area. You'll build and expand broker relationships, conduct daily outbound calls, and support open enrollment processes. Ideal candidates have 2+ years of sales experience in health benefits and strong communication skills. Apply now to be part of our innovative team!

Position Summary:

The primary responsibility of the Sales Executive - Small Business Unit is to foster relationships with regional brokers and focusing sales efforts strictly on the 2-49 group employer segment.  In this role, the Sales Executive will be responsible for conducting an assigned number of outbound cold-calls each day, culminating in an increased awareness of Delta Dental and Delta Vision's shelf-plans. In so doing, the Sales Executive will help ensure we achieve both profitability and new sales targets while always ensuring we protect the profitability of the organization. This role is also responsible for expanding relationships with brokers that may also have an individual block of business or prospective individual customers.  The Sales Executive will work alongside of the regionally assigned large group commercial sales representatives, the regionally assigned account managers and sales coordinators. The product set (dental and vision sold to 2-49 employers) may expand with other offerings as business opportunity presents. 

Essential Functions and Job Responsibilities:

1. Fosters relationships with brokers selling in the 2-49 employer space. This work may include but is not limited to:

• Executing strategies to build relationships with current brokers and their account management teams, and developing the performance levels of new brokers as well: 

• Daily outbound telephonic calls to brokers AND prospective clients should we execute on B2B efforts in the 2-49 employer space:  

• Educating and inculcation of currently assigned and newly identified brokers and their account management teams on best practices in processes, services and offerings to ensure a positive client experience;

• Responding to broker, prospective clients, and account managers within our brokerages on rates, benefit plan design, general information and strategic recommendations;

• Researching and identifying the appropriate resources and process for optimal resolution of broker and prospective client and account managements' needs; 

• Supports fulfillment of open enrollment processes with clients by providing support and materials to clients. This role will not be responsible for in-person open enrollment support.

2. Expands relationships with brokers and their assigned account management needs to increase revenue opportunities. This work may include but is not limited to:

• Presenting benefit options to brokers and their account management teams. 

• Exploring opportunities with existing 2-49 clients to leverage other product offerings;

• Leveraging relationships with 2-49 clients and brokers to gain referrals to new accounts.

3. Oversee and provide periodic assistance during the new group implementation process in collaboration with assigned SBU account management, sales coordinators, and others within the marketing department. 

• Facilitating telephonic meetings with 2-49 clients to ensure timely completion of all stages of the implementation process;

• Monitoring timelines and deliverables to ensure timely completion of all implementation/onboarding processes;

• Collaborating with internal departments to identify solutions and best practices to address contract requirements;

• Updating brokers and their account management teams on timelines, questions or solutions throughout the onboarding process.

4. Serves as trusted advisor to the large group commercial sales team, clients and brokers on industry trends and best practices.  This work includes but is not limited to:

• Researching and communicating industry trends and key metrics to maximize benefit plans and financial outcomes for 2-49 clients;

• Understanding internal processes and timelines to set expectations and recommend best practices;

• Influencing clients and brokers based on subject matter expertise of the industry, plans and internal processes;

• Asking key questions to understand client outcomes needed and providing recommendations that convey expertise in best practices;

• Communicating guidelines, policies and processes in a manner that builds trust in the company's relationship with the client;

Education, Skills, Personal Attributes, and Experience Required:

• College degree or relevant work experience required;

• 2 years of sales experience in the health benefits arena preferred; a focus in the 2-49 life market, Medicare Advantage, or other sales roles – B2B and B2C is desired;  

• Missouri health insurance license required, or must be obtained within 30 days of employment;

• A self-starter with a strong work ethic and demonstrated ambition to take ownership of personal and team success;

• Understanding of finance, underwriting and rating of group insurance products preferred;

• Understanding of dental terminology and procedures preferred;

• Advanced problem-solving and decision-making abilities;

• Exceptional verbal and written communication skills.

Core Competencies:

• Resilience

• Competitive mindset

• Accountability

• Coachability

• Communication

• Prioritization

• Relations with others

Environment: 

General office working conditions may require sitting and/or driving for extended periods of time.  This position currently functions as a hybrid role working from both the St. Louis office and home office environments.  Any home office setting must be conducive to all guidelines outlined by the organization.  This role is required to regularly attend in-person meetings, the frequency and location of which is determined by management based on departmental or organizational needs.  Occasional overnight travel may be required for client and industry meetings, conferences, as well as other Delta company meetings. 

Physical Requirements:

The physical requirements described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Specific vision abilities required by this job include the ability to adjust focus.  While performing the duties of this job, the employee is regularly required to sit, talk, and hear.  The employee is frequently required to use hands and arms to handle, feel and reach as well as operate a personal computer.  Ability to operate a motor vehicle for several hours in a seated position is required on a frequent basis. 

Additionally, this position requires working in a fast-paced environment that can be stressful at times.  This position requires a substantial amount of multi-tasking and ability to shift focus between tasks, screens and systems to obtain data.  

Disclaimer:

This job description is designed to provide a general overview of the requirements of the job and does not entail a comprehensive listing of all activities, duties, or responsibilities that will be required.  The organization reserves the right to modify this job description at any time; including assigning or reassigning job duties or the elimination of this position at any time.  

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