Director-New Business Sales (1000+ Market)

Blue Cross Blue Shield of Michigan•Detroit, MI

About The Position

Responsible for directing the strategy and execution of new business sales, employer groups of 1k employees and above, to drive membership and revenue growth across BCBSM and BCN product lines within assigned Commercial Markets segments. This role will lead a dedicated new business sales function accountable for pipeline strategy, competitive positioning, broker and consultant engagement, and complex deal execution, with the scope, financial accountability, and market influence expected of a director-level role. Develop and execute short- and long-range sales strategies to drive net new membership and revenue growth across BCBSM and BCN product lines. Establish segment-specific growth strategies, define target markets and priority accounts, and position the organization competitively to expand market share across assigned segments. Monitor market trends, competitor activity, and emerging opportunities, and adjust strategies to optimize growth outcomes. Own pipeline health, forecasting accuracy, and overall new business performance. Drive disciplined prospecting, opportunity prioritization, and pipeline management to maintain a robust pipeline aligned with growth targets. Lead complex, high-value sales pursuits and finalist presentations, ensuring consistent execution of structured sales processes to improve conversion rates and sales outcomes. Manage performance outcomes by monitoring and evaluating key metrics such as revenue attainment, pipeline value, win rates, and profitability, using data and analytics to inform decision making and drive continuous improvement. Provide strategic direction for requests for proposal responses, finalist presentations, pricing strategy, negotiation, and complex deal execution. Lead high-value and strategically significant sales pursuits, aligning proposed solutions with client needs, market dynamics, and enterprise financial objectives to improve conversion and growth outcomes. Build and maintain strategic relationships with brokers, consultants, and key market influencers to strengthen market visibility, improve access to opportunities, and enhance competitive positioning. Serve as a senior sales leader in external market engagement, influencing pursuit strategy and supporting enterprise growth objectives. Lead, coach, and develop a team of sales professionals focused on new business acquisition. Establishes a high-performance culture centered on accountability, urgency, and results. Oversee performance management, talent development, and capability building to achieve growth targets. Manage financial performance, including P&L for assigned cost centers, and evaluate key indicators such as revenue attainment, pipeline value, win rates, and profitability. Utilize data and analytics to inform decisions, strengthen forecasting discipline, and drive continuous improvement in growth and financial outcomes. Monitor and evaluate key performance indicators such as revenue, pipeline value, win rates, and profitability. Utilize data and analytics to inform decisions and drive continuous performance improvement.

Requirements

Bachelor’s degree in Business, Marketing, Healthcare Administration, or related field required.
Minimum of eight (8) years of progressive experience in sales, business development, or sales leadership, preferably within healthcare or insurance.
Demonstrated success in leading new business acquisition strategy and managing complex, competitive sales cycles that drive significant membership and revenue growth.
Strong understanding of healthcare products, market dynamics, distribution channels, and the competitive landscape, with the ability to translate market insights into actionable sales strategies.
Proven leadership capabilities, including team development, performance management, and establishing a high-performance culture aligned with growth objectives.
Strong financial acumen, including experience with P&L management, pricing strategy, forecasting, and evaluating the financial impact of sales decisions.
Exceptional communication, negotiation, and executive-level influence skills, with the ability to engage senior internal and external stakeholders and drive alignment across complex sales pursuits.
Valid Michigan Accident and Health Insurance License (required within 90 days of start date).
Valid and unrestricted driver's license is required.

Responsibilities

Directing the strategy and execution of new business sales for employer groups of 1k employees and above.
Driving membership and revenue growth across BCBSM and BCN product lines within assigned Commercial Markets segments.
Leading a dedicated new business sales function accountable for pipeline strategy, competitive positioning, broker and consultant engagement, and complex deal execution.
Developing and executing short- and long-range sales strategies.
Establishing segment-specific growth strategies, defining target markets and priority accounts.
Monitoring market trends, competitor activity, and emerging opportunities, and adjusting strategies.
Owning pipeline health, forecasting accuracy, and overall new business performance.
Driving disciplined prospecting, opportunity prioritization, and pipeline management.
Leading complex, high-value sales pursuits and finalist presentations.
Managing performance outcomes by monitoring and evaluating key metrics such as revenue attainment, pipeline value, win rates, and profitability.
Providing strategic direction for requests for proposal responses, finalist presentations, pricing strategy, negotiation, and complex deal execution.
Building and maintaining strategic relationships with brokers, consultants, and key market influencers.
Serving as a senior sales leader in external market engagement.
Leading, coaching, and developing a team of sales professionals focused on new business acquisition.
Establishing a high-performance culture centered on accountability, urgency, and results.
Overseeing performance management, talent development, and capability building.
Managing financial performance, including P&L for assigned cost centers.
Utilizing data and analytics to inform decisions, strengthen forecasting discipline, and drive continuous improvement.