Director, Health Plan Dental Solutions, DentaQuest

Sun Life•Baltimore, CT

6d•Hybrid

About The Position

Sun Life embraces a hybrid work model that balances in-office collaboration with the flexibility of virtual work in the contiguous states plus AK. The opportunity: The Director, Health Plan Dental Solutions leads DentaQuest’s efforts to identify and build new Health Plan relationships. In conjunction with the VP, Business Development, this position will independently engage senior decision makers across regional and national health plans and demonstrate the value of DentaQuest’s Medicaid, Medicare Advantage, and commercial “white label” offerings.

Requirements

Bachelor’s degree in business, healthcare administration, or a related field, or equivalent experience
10 or more years of progressive health plan‑focused business development or sales experience
Demonstrated success working with Medicaid and Medicare Advantage health plans
Strong understanding of health plan decision‑making structures, procurement processes, and regulatory considerations
Proven ability to create and advance opportunities outside of formal RFP processes
Ability to operate independently in a remote environment while managing multiple complex opportunities
Willingness and ability to travel regularly within assigned region
Exceptional written, verbal, and executive‑level presentation skills
Strong organizational skills and proficiency with CRM systems and standard business software

Nice To Haves

Established relationships with health plan executives or senior leaders strongly preferred
Experience positioning delegated models, administrative services, or white‑label solutions is a plus
Entrepreneurial drive and the ability to self-generate activity without relying on formal RFPs or state procurement processes.
Strong relationship-building and networking skills, particularly with health plan executives and decision-makers.
Proven track record of closing complex, consultative sales in the health plan sector.
Excellent communication, negotiation, and presentation abilities tailored to sophisticated health plan audience

Responsibilities

Develop and refine a comprehensive business development plan to reinforce DentaQuest’s competitive positioning
Articulate and deliver the DentaQuest story to Health Plans, championing our Medicaid, Medicare Advantage and commercial “white label” dental solutions
Proactively identify, qualify, and pursue new health plan partnerships independent of formal RFP cycles through targeted outreach campaigns
Develop and present persuasive business cases, ROI analyses, and value propositions to health plan executives to support decision-making and advance sales opportunities
Continually assess emerging market trends and regulatory developments; communicates findings to leadership for strategic assessment
Create and manage a robust opportunity pipeline, providing accurate forecasting and strategic analysis to leadership with recommendations on overall planning and resource allocation
Identify cross-sell and upsell opportunities within existing health plan accounts, driving incremental revenue and deepening partnerships.
Own inbound health plan leads, quickly qualifying and advancing promising opportunities.
Achieve new business revenue, pipeline and activity objectives
Position DentaQuest as a strategic partner aligned to health plan objectives related to quality, affordability, growth, and member experience
Lead cross-functional collaboration with internal partners to develop compliant, differentiated solutions
Guide prospective partners through complex contracting, approval, and onboarding processes
Serve as the primary liaison for new health plan partners during the pre-launch phase, clearly communicating client expectations and success criteria to ensure a seamless transition from sales to implementation.
Maintain detailed records of prospecting activities, pipeline status, and sales outcomes in CRM systems, regularly reporting progress to leadership.
Represent DentaQuest at industry conferences, health plan association meetings, and key stakeholder forums as a key subject matter expert