Vice President, Sales and Channel Development

Capital Blue Cross•Arlington, VA

25d

About The Position

Dominion National, a rapidly growing and leading provider of dental and vision benefits has an exciting opportunity for a Vice President, Sales and Channel Development. The Vice President will lead the revitalization and growth of Dominion National sales organization, driving expansion across Individual Dental, Commercial Dental, and Alliance Partnership markets through innovative, traditional, and non-traditional channels.-Reporting to the Dominion President this strategic and hands-on leader will be responsible for rebuilding our sales structure, developing a high-performing team, and executing a go-to-market strategy that restores profitability and accelerates growth. The ideal candidate combines strategic vision with deep sales expertise and a proven record of success in driving revenue across diverse dental distribution channels and brings deep expertise in broker-driven insurance distribution.

Requirements

Exceptional strategic thinking and negotiation skills with the ability to influence at all levels.
Expertise in broker compensation structures, general agency management, and producer recruitment and retention.
Proficiency in Salesforce or other CRM tools for pipeline and performance management.
Entrepreneurial mindset, with a collaborative and results-driven leadership style
Deep understanding of Individual Dental, Commercial Dental, and Dental Alliance/DSO markets.
10 plus years of progressive sales, business development, or marketing experience within dental, healthcare, or insurance industries.
Proven success leading and scaling sales organizations across multiple distribution channels (B2B, B2C, and partnerships).
Experience driving growth in turnaround or high-change environments.
Bachelor’s degree in business, marketing, or related field; MBA preferred.

Responsibilities

Develop and execute a unified channel strategy across: Broker Channels - strengthen relationships with national and regional brokers, general agents, and benefits consultants; create competitive compensation and incentive programs; and ensure alignment with company priorities.
Commercial Dental - employer group and voluntary benefits sales through brokers, consultants, and aggregators.
Individual Dental - digital, retail, and direct-to-consumer growth.
Dental Alliances - Develop and maintain partnerships with healthcare systems, provider networks, and affinity groups.
Conduct comprehensive market and competitive analyses across all three segments to identify emerging opportunities, customer needs, and shifting trends.
Collaborate with Product and Marketing teams to align offerings with partner and consumer demand, ensuring product-market fit and differentiation.
Co-develop new products, pricing strategies, and bundled solutions tailored for different segments and partner types.
Own revenue growth targets for the Individual, Commercial, and Dental Alliance lines of business.
Establish and manage KPIs for sales performance, partner activation, and profitability across each channel.
Build and maintain a robust sales pipeline with accurate forecasting and transparent reporting.
Drive disciplined execution of sales plans and ensure delivery of short- and long-term growth objectives.
Evaluate broker performance metrics, provide tools and analytics to support their success, and ensure consistent broker communication and engagement.
Develop broker education and certification programs to improve product understanding and loyalty.
Reinvigorate underperforming distribution channels while pursuing innovative partnerships that expand market reach and profitability.
Represent Dominion National at key industry events, conferences, and trade shows to strengthen brand presence, build strategic relationships, and promote new offerings.
Serve as a visible industry leader and brand ambassador, cultivating trusted relationships with partners and key stakeholders across the dental ecosystem.
Leverage CRM and data analytics (e.g., Salesforce) to drive accountability, optimize pipeline management, and inform strategic decisions.
Implement sales enablement technologies that enhance lead generation, performance tracking, and partner experience.
Use data insights to continuously refine targeting, pricing, and go-to-market approaches.