Regional VP - Individual & SBU

Step into a high-impact leadership role as our Regional Vice President – Individual & Small Business Unit , driving profitable growth and market expansion across Missouri and South Carolina. You'll lead a dynamic, multi-state sales and account management organization, championing strategy, performance, and strong broker and client relationships. This role offers the opportunity to shape product direction, elevate operational excellence, and own the financial performance of key market segments. We're looking for a strategic, influential leader who excels in communication, negotiation, and inspiring teams to deliver exceptional results. If you're ready to make a meaningful impact in a fast-paced, mission-driven environment, we want to meet you.

Position Summary:

Sales and Account Management Leadership –


The Regional Vice President – Individual & Small Business Unit (SBU) is critical to optimizing and growing our individual and small group product offerings in Missouri and South Carolina. This position has primary responsibility for profitably growing our individual and small employer group business for prospects and retaining current clients having 2-49 employee lives.


This role is responsible for oversight and leadership of the Missouri and South Carolina sales representatives focused on prospects having 2-49 lives (SBU) and our individual markets. This leader is responsible for the leadership, management, training, motivation of the SBU Sales Executives in Springfield, Kansas City, St. Louis, and South Carolina, as well as the Individual & Family Product Specialist. This role is responsible for the leadership and management of the SBU account management team as well as the sales coordinators and client service associates assigned to supporting the SBU. This role is responsible for the relationship we have with Wyssta – including sales reporting, analysis of marketing efforts, and retention results of the individual market segment. This position will interact with and provide limited support to Missouri’s seven (7) Strategic Partnerships.

This leader is ultimately responsible for the financial performance of SBU and individual segment, including but not limited to renewal negotiations, optimizing margins on new and existing business, and plan design optimization. The role will ensure proper resolution of claims and plan design inquiries through the work of the account management team and other internal teammates.

Product Oversight and Lifecycle Management –


This role is responsible for the leadership and management of external marketplace feedback which will further inform our product strategy with shared accountability for the gathering of competitive intelligence and the furnishment of same to the Product Committee.


Essential Functions and Job Responsibilities:

1. Provide strategic direction and ongoing management of a diverse sales team selling within the individual, small group (2-49), and alternative distribution sources which may include PEO development and ICHRA offerings.


2. Provide ongoing support to assist salespersons (SBU and individual) in improving overall performance including but not limited to

o Performance management including the setting and monitoring of goals by SBU sales region and individual markets.


o Training and development including the establishment of tools and techniques to help improve the effectiveness of the sales teams for which this leader is responsible.

3. Issue resolution – provide a consistent and timely response to inbound inquiries related to anything related to our marketplace reputation – operational, network, membership/group accounts, and other matters related to servicing of our distributors and clients.


4. Develop, strengthen, and maintain agent/broker/client relationships to best position Delta within the Missouri and South Carolina individual marketplaces as well as our Missouri and South Carolina SBU business.

5. Provide ongoing support to assist sales coordinators and client service associates to ensure improvement in quote to install and service capabilities, including but not limited to:

o Concierge implementation and service,

o Performance management and metrics related to installation and issue resolution,

o Outbound follow-up to ascertain brokers’ interest in individual and small group products.


6. Focus on developing ways to streamline the ways in which MO small employer brokers quote/enroll with DDMO while also establishing our reputation as the dental benefits authority – including participation in the development and utilization of client management system.

7. Be a champion of operational simplification to ensure that distributors find it easier to do business with us.


8. Establish, expand and enhance relationships with broker/consultants and benefit admin platforms.

9. Manage the entire renewal cycle for assigned book of business; consulting on pertinent industry trends and key metrics for existing client partners to maximize their dental plans and financial outcomes.

10. Establish and secure new business production goals in accordance with the corporate long-term growth objectives.

11. Work cooperatively with corporate marketing to host engaging events which in turn motivate greater sales within the markets served.

12. Present and explain group dental and vision benefits to diverse employee populations and respond to general and specific questions regarding benefits, limitations and exclusions, claim payments and participating dentist arrangements for all products offered by DDMO.

13. Provide market information on competition, product development, improvements, and enhancements to ensure DDMO is successfully positioned for sales.

14. Proven subscription to the company’s core values of integrity, adaptability, service-focused, accountability, curiosity, and community.


15. Work effectively with other business areas within the organization including Marketing, UW, Actuarial, Operations, Finance, and Group Accounts to cooperatively develop the large group marketing and sale strategies and make decisions on initiatives to achieve profitable revenue growth and account retention goals.


16. Exhibit excellent interpersonal relationships with internal, prospective, and existing clients and partners by providing effective communication, problem-solving and follow-up through personal meetings and other effective communication modes as appropriate.

Core Competencies:

1. Resilience - As demonstrated through the ability to win and lose with grace and decorum.

2. Skilled negotiator – As demonstrated through the proven ability to best position Delta Dental’s competitively distinctive value proposition.


3. Skilled communicator – As demonstrated through both verbal and written communication expertise.


4. Attention to detail – As demonstrated through a consistent ability to make and keep commitments to internal and external stakeholders.

5. Bias for action – As demonstrated through prompt follow-up to internal and external stakeholders.


6. Skilled listener - As demonstrated through ensuring we are understanding our key stakeholders.

7. Strategic mindset – As demonstrated through the ability to assess a marketplace and harvest a specific strategic approach to optimize the results of the market.


8. Planning and execution – As demonstrated through the ability to build formal business/execution plans and to further develop that skill with others on the team.


9. Leadership and motivation – As demonstrated through the ability to work alongside teammates and to demonstrate the ability to guide/motivate to higher performance levels of individuals and the team.


Education, Skills, Personal Attributes, and Experience Required:

1. An undergraduate degree from an accredited university/college is required with a concentration in marketing or business-related field preferred. Equivalent combination of education and experience in lieu of degree may be considered.


2. A minimum of 7 years of demonstrated history of successful sales and relationship management in the health benefits or insurance-related field required.

3. A minimum of 5 years of leadership experience in sales leadership and marketing leadership/strategy setting required.


4. Prior dental and vision insurance industry experience is preferred.

5. Must have and maintain a Missouri and South Carolina and health license.

6. Must possess effective and dynamic interpersonal and communication skills.

7. A strong commitment to unparalleled customer service.

8. Must be able to work in self-directed work environment and accomplish goals as mutually agreed upon.

9. Business travel required as business necessity may dictate. Intra/inter-state and overnight travel are required.

10. Proficiency in use of office equipment such as personal computer, copier, and fax machine; including proficient in use of Microsoft Office software such as Word, Excel, PowerPoint, and Outlook.

Environment:


General office working conditions which may require sitting and/or driving for extended periods of time. This position currently functions as a hybrid role working from both the St. Louis office and home office environments. Any home office setting must be conducive to all guidelines outlined by the organization. This role is required to regularly attend in-person meetings. Occasional overnight travel will be required for client and industry meetings, conferences, as well as other Delta company meetings.


Physical Requirements:

The physical requirements described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Specific vision abilities required by this job include the ability to adjust focus distant and near objects clearly. While performing the duties of this job, the employee is regularly required to sit, talk, and hear. The employee is frequently required to use hands and arms to handle, feel and reach as well as operate a personal computer. Ability to operate a motor vehicle for several hours in a seated position is required on a frequent basis.


Additionally, this position requires working in a fast-paced environment that can be stressful at times. This position requires a substantial amount of multi-tasking and ability to shift focus between tasks, screens and systems to obtain data.


Disclaimer:

This job description is designed to provide a general overview of the requirements of the job and does not entail a comprehensive listing of all activities, duties, or responsibilities that will be required. The organization reserves the right to modify this job description at any time; including assigning or reassigning job duties at any time.

Equal Opportunity Employer


This employer is required to notify all applicants of their rights pursuant to federal employment laws.
For further information, please review the Know Your Rights notice from the Department of Labor.