Dir, Sales

Horizon Blue Cross Blue Shield of New Jersey•Newark, NJ

8d•$143,100 - $184,065•Onsite

About The Position

As the Director of Sales for the Mid-Size Market, you will lead a high-performing team responsible for driving sustainable growth, deepening client relationships, and expanding market presence. This role blends strategic leadership and hands-on execution, ensuring the team delivers new business while strengthening and growing existing accounts. You will champion a culture of accountability, performance, and collaboration, working closely with brokers, consultants, and internal partners to deliver market-leading solutions. Success in this role means balancing revenue growth, profitability, and customer experience—all while staying ahead of market trends and driving innovation.

Requirements

Bachelor’s degree or relevant experience in lieu of degree
A minimum of fifteen (15) years of experience in the health care industry with a proven record of sales success and positive existing client relationships.
Proven experience in sales leadership, preferably in mid-size or commercial markets
Demonstrated ability to drive revenue growth and improve profitability
Experience leading account management and new business sales teams
Strong track record of team development, coaching, and performance management
Experience with financial planning, forecasting, and budget management
Ability to work cross-functionally and influence internal and external stakeholders
Knowledge of sales processes, compliance standards, and industry best practices
Experience working with brokers, consultants, and distribution channels
Experience collaborating with Underwriting or product development teams
Familiarity with enrollment operations and client onboarding processes
Strong understanding of market trends and competitive dynamics in the mid-size segment
Proficiency using Microsoft Office (Word, Excel, PowerPoint), Salesforce, and other web-based tools in a Windows environment, with the ability to quickly adapt to new systems and technologies.
Requires a New Jersey Health Insurance License.
Requires a valid New Jersey driver’s license.

Nice To Haves

Prefers an MBA

Responsibilities

Drive Sales Growth & Portfolio Expansion: Lead efforts to acquire new, high-quality business within the mid-size segment. Expand existing client relationships through cross-sell and upsell opportunities. Ensure the team focuses on profitable and strategically aligned business. Utilize a consultative sales approach to deliver tailored solutions.
Strengthen Client Relationships & Retention: Build and maintain strong relationships with key accounts. Ensure high client satisfaction and service delivery across all functions. Reinforce the organization’s presence and credibility in the marketplace. Partner with internal teams to deliver a seamless client experience.
Lead & Develop High-Performing Teams: Set clear direction, goals, and expectations for sales and account management teams. Provide ongoing coaching, feedback, and performance management. Oversee hiring, training, and professional development activities. Ensure staff meet licensing requirements and compliance standards.
Execute Strategic Planning & Financial Management: Develop and manage departmental budgets and expense controls. Lead sales forecasting, market analysis, and annual planning. Align team performance with enterprise growth and profitability goals. Maintain accurate and compliant financial and operational processes.
Collaborate Across Channels & Partners: Partner closely with brokers, consultants, and distribution channels. Work cross-functionally to ensure world-class service delivery. Collaborate with Underwriting and product teams on pricing and solutions. Manage alignment across internal and external stakeholders.
Drive Market Innovation & Operational Excellence: Monitor market trends and competitive landscape. Introduce and support new product offerings and enhancements. Ensure efficient enrollment processes for new clients and members. Maintain strong internal controls and operational integrity.