Director, Sales - Large Group

City/State

Norfolk, VA

Work Shift

First (Days)

Overview:

Overview

The Director of Sales, Large Group leads a team driving the achievement of established growth, profitability and strategic engagement objectives. The role requires an effective influencer capable of cultivating relationships with key decision makers impacting large group business segment results while providing leadership, strategic direction, and day-to-day management for the large group new business sales team.

The successful candidate will:

• Achieve growth, profitability and strategic engagement goals.

• Effectively communicate and engage targeted audiences including executives, consultants, brokers, human resources and benefit professionals.

• Develop and manage large group strategic growth plan to include customer specific opportunity profiles, segment value proposition and benchmarking of competitor capabilities. Manage strategic opportunities via direct and matrix management relationships.

• Perform gap analysis - at segment and targeted opportunity levels - and develop action plans to address.

• Provide market landscape and voice of the customer input to business leads as appropriate to inform enhancements to current capabilities and solutions.

• Utilize leading and lagging indicators to measure performance to goal, identifying opportunities to positively impact results.

• Effectively articulate how Sentara Health Plan’s capabilities can contribute to constituents’ long-term strategies.

• Manage complex negotiations while positioning the value that Sentara Health Plans offers.

• Establish and execute best practices for broker/consultant and customer engagement.

Education

• Bachelor's Degree (Required)

Certification/Licensure

• VA license to sell group health insurance required as of date of hire or within first 90 days of employment in this role.

• Valid VA driver's license.

Location

• Remote - Virginia Only. Approximately 25% travel within Virginia to attend customer and broker meetings. This typically includes periodic in‑person engagements, such as once‑a‑month travel, depending on business needs.

Experience

• Bachelor's degree and minimum 10 years consultative sales and leadership experience required preferably in employee benefits, health insurance, or related field.

• Experienced in the large employer market with proven ability to understand, communicate, and negotiate complex proposals and financial arrangements.

• Demonstrated knowledge of various benefit plan types, funding arrangements, underwriting concepts, market trends, and industry practices and regulations.

• Effectively present to and communicate with senior executives (C-suite), decision makers, key influencers and committees.

• Ability to position for impact utilizing knowledge of employer purchasing considerations and understanding of the broker and consultant role.

We provide market-competitive compensation packages, inclusive of base pay, incentives, and benefits. The base pay range for full-time employment is $170,289.60 - $252,345.60 annually.

Additional compensation may be available for this role, such as shift differentials, standby/on-call pay, overtime, shift premiums, extra-shift incentives, or bonus opportunities. Compensation within the range may vary based on qualifications, experience, location, market conditions, and business needs. Note: If an annual salary is posted, it is based on a full-time colleague working 2,080 hours annually.

Benefits: Caring For Your Family and Your Career

• Medical, Dental, Vision plans

• Adoption, Fertility and Surrogacy Reimbursement up to $10,000

• Paid Time Off and Sick Leave

• Paid Parental & Family Caregiver Leave

• Emergency Backup Care

• Long-Term, Short-Term Disability, and Critical Illness plans

• Life Insurance

• 401k/403B with Employer Match

• Tuition Assistance – $5,250/year and discounted educational opportunities through Guild Education

• Student Debt Pay Down – $10,000

•Pet Insurance 
•Legal Resources Plan
•Colleagues have the opportunity to earn an annual discretionary bonus if established system and employee eligibility criteria is met.

Sentara Health is an equal opportunity employer and prides itself on the diversity and inclusiveness of its close to an almost 30,000-member workforce. Diversity, inclusion, and belonging is a guiding principle of the organization to ensure its workforce reflects the communities it serves.

In support of our mission “to improve health every day,” this is a tobacco-free environment.

For positions that are available as remote work, Sentara Health employs associates in the following states:

Alabama, Delaware, Florida, Georgia, Idaho, Indiana, Kansas, Louisiana, Maine, Maryland, Minnesota, Nebraska, Nevada, New Hampshire, North Carolina, North Dakota, Ohio, Oklahoma, Pennsylvania, South Carolina, South Dakota, Tennessee, Texas, Utah, Virginia, Washington, West Virginia, Wisconsin, and Wyoming.