Job Description: Vice President - Business Development ___________________________________________________________________________

COMPANY VISION/MISSION STATEMENT:

Vision – To create a healthier New Mexico through our role to facilitate good oral health. Mission – To utilize our market-leader position to advance, innovate, and improve oral and overall health for all New Mexicans. ___________________________________________________________________________ JOB POSITION: VP Business Development CLASSIFICATION: Exempt Responsible for overall business development and retention of DDNM business (i.e., premium revenue, insured and managed groups, individuals, subscribers and members) in coordination of activities that align and achieve the DDNM strategic plan; Developing and executing company sales and marketing goals while achieving overall underwriting and financial/profitability targets; Developing and enhancing the brand image internally and externally; and Oversight and leadership of the Sales and Account Management (SAAM). The VP Business Development is ultimately responsible for developing and enhancing the DDNM image and brand in the community and for tracking and responding to DDNM’s current and potential competitors, competitive threats and working to devise competitive strategies, plans, and countermeasures. ___________________________________________________________________________ Reporting: CEO ___________________________________________________________________________ PRIMARY JOB RESPONSIBILITIES: The following are upheld by the VP Business Development:

Assure Proactive, Industry Leading Service(s) to Brokers, Consultants & Agents – Effectively lead, manage and service the Company’s “product distribution team”. Continually develop relationships for enhanced Company market share and desired financial results.
Develop, Leverage & Maintain Industry & Service Relationships - Create, develop, and maintain strong and positive relationships with sales and marketing counterparts at other Delta Dental companies. Manage external relationships with brokers, marketing partners through media buying initiatives, market research, advertising, videography, event planning and activation, product development, sponsorships, and donations.
Team Member Development and Performance Management - Develop and evaluate department staff, drive individual and team accountability for achievement of department and individual goals and objectives.
Assure an Engaged Capable Group Administration Team is in Place and Operating Effectively – Lead, recruit, develop, motivate, and manage the Group Administration Team.
Market Based Business Strategies for Overall Profitable Business Growth and Retention - Develop and implement market-based strategies aligned with key Company goals and initiatives involving the need to meet and/or exceed subscriber, group and individual membership, sales and revenue goals established in DDNM’s strategic plan and as directed by the CEO.
Revenue/Business Driven Market Based Strategies - Drive revenue through development and implementation of market-based strategies. Provide leadership, direction, and management oversight to the team to achieve enrollment, retention, and percentage goals.
Product Design, Management & Evaluation – In conjunction with the Business Intelligence Unit analyze current product and plan performance (financial, structural, regional, etc.) by group size and product line. Assure detailed market, industry, and competitor analyses. Analyze financial performance and pricing structure at the product/size level.
Market and Competitor Analyses - Assure detailed market, industry, and competitor analyses are performed and are leveraged to enhanced Company performance. Leverage market analysis tools (i.e., SWOT analysis, market distribution, market/peer financial analyses) to evaluate Company’s strengths and weaknesses to achieve desired results.
Lead Growth Opportunities - Lead initiatives to identify, develop and pursue new growth opportunities (i.e., new products or services) and new markets (i.e., Individual, new Small Groups, etc.).
Implement Consistent RFP Response Process & Due Diligence – Develop and implement a formalized RFP response process including leveraging the Business Intelligence Unit. Monitor requirements for successful RFP responses through other Delta’s experience with responses and market, broker, and consultant trends. Incorporate learned strategies into DDNM responses.
Effective Marketing & Advertising Program - Responsible for ensuring that consistent, compelling, and accurate messages are delivered to internal and external audiences. Makes presentations, as required, to gain additional sales and to promote DDNM's Delta Dental products throughout the state of New Mexico.
Successful Implementation of Strategic Initiatives – Proactively participate in the development and Implementation of company strategic business objectives. Effectively translate strategic business objectives to actionable departmental objectives. Communicates departmental objectives, priorities, measures, and targeted departmental and company outcomes to Company staff.
Define & Implement Required Timely Analytics – Proactively work with the Director of Administrative Services to align the organization on an agreed upon set of analytics, nomenclature, and data sources that result in a single source of truth in assigned functional areas/departments and align with established financial reporting and budget process norms.
Be a Catalyst to Process Improvement / Effective Performance Processes & Procedures Management - Monitor “department” performance and develop and implement corrective action plans in collaboration with department owners. Design and implement business structures and procedures that focus on performance and accountability.
Effective Policies and Procedures - Develop, recommend, and enforce policies, procedures, guidelines, and standards of operations.
Management & Oversight of “Affiliation” Provided Services – Assure efficient, timely, and quality services provided through the “affiliation agreement(s)” with Renaissance Health Service Corporation (the Enterprise) and its affiliates. To assure “best in class” service to DDNM stakeholders.
Compliance With Delta Dental Plan Association (DDPA) - Ensure compliance with Delta Dental Plan Association (DDPA) audits, requirements, style guidelines, etc. for display, publication and usage of all Delta Dental marks and other DDPA intellectual property which DDNM is licensed to use.
Effective Relationship with the NM Office of the Superintendent of Insurance and the State of NM – Proactively establish and develop professional relationships with the NM OSI regulators and examiners. Proactively and timely comply with the New Mexico Office of the Superintendent of Insurance regulations (insurance filings, etc.). Oversee the company lobbying efforts as necessary.
Governmental Programs – Effectively support the evaluation, strategic direction(s), processes, and implementation of potential government programs (i.e., Medicaid, Medicare, Etc.).
Company Communication Strategies - Responsible for creating, implementing, and updating DDNM's Strategic Communications Plan.
Other Duties, Projects, Tasks - Performs/leads other tasks, duties, and responsibilities, as assigned by the CEO.

LEADERSHIP & MANAGEMENT COMPETENCIES: As a Senior Leader lead through demonstrated effectiveness.

Articulate and Communicate Company vision and values - Role model and live the company values and behaviors. Know the company vision, mission, and objectives and continually communicate and reinforce these to fellow Team Members. Inspire and motivate others toward achieving the vision and living the values.
Action orientation - Leads organizational performance improvement initiatives. Drive departmental innovation and optimize opportunities to achieve success. While taking risks consistent with defined risk tolerances, to achieve strategic business objectives.
Assure Communication & Clarity of Direction - Sets standards for performance and quality. Empowers others to act. Holds people accountable to outcomes. Demonstrates effective communication strategies (appropriate method, channel, time, frequency). Communicate industry developments and best practices across the Company. Analyzes impact of external developments to the organization.
Assure Accountability & Resources - Assist fellow managers/leaders in designing and implementing business structures, processes and procedures that focus on performance and accountability.
Demonstrate and Leverage Analytical and Conceptual Thinking - Align Company/Departmental activities to achieve strategic business objectives and effective Enterprise Risk Management. Meet fiscal and budgetary objectives. Identify and develop strategies to meet current and future needs of customers and key stakeholders.
Capacity for Story Telling - Develop the capacity for storytelling across the organization, synthesize findings in a way that leads to specific action.

PERFORMANCE REQUIREMENTS:

The following are required of the VP Business Development:

Contribute to development of Strategic Plan initiatives and successfully execute on those assigned to SAAM, GA, and the Company overall.
Monitor requirements for successful RFP responses through other Deltas experience with responses and market, broker and consultant trends. Incorporate learned strategies into DDNM responses.
Ensure that DDNM is equipped with products, programs, and initiatives that keep the Company profiled as the leading provider of dental benefits. Consistently monitor any sources of competitive intelligence available. Lead the SAAM team in development of responses to challenges identified.
Maintain and develop positive relationships with brokers and consultants with minimum of twice annually in-person (as COVID permits) meetings with each of our top 10 local identified broker/consultants. Develop list of 2nd tier high-potential brokers and conduct in-person visit annually.
Establish and develop relationship with the NM OSI regulators and examiners that oversee the DDNM filings – 2 in-person meetings annually plus coordinated calls as needed with DDMI/DDNM persons involved in filing approvals.
Execute and manage projects, as assigned, to create or enhance DDNM products. This includes oversight of the DDMI Project team, and any partners involved in designated project.
Study and explore non-profit groups and initiatives to identify appropriate partners for DDNM to support to enhance and improve oral and overall health for underserved New Mexicans. Make recommendations to CEO for support initiatives. Work with partners to evaluate success of programs/projects. Manage approved relationships.

MINIMUM QUALIFICATIONS:

The following are expected of the VP Business Development:

Values-based, high performance minded Senior Leader.
Demonstrated leadership and management skills.
Proven ability to successfully train and motivate Management Team.
Proficient computer skills and working knowledge of Microsoft applications, and other database software applications.
Skilled communicator, with effective verbal, written, presentation, and listening skills.
Ability to analyze and resolve complex problems, and ability to use independent judgment and demonstrated attention to detail.
Ability to manage multiple processes and projects within time and budget parameters as well as demonstrated proactive customer outreach.
Must have ability and willingness to lift up to 30 pounds.
Exceptional critical thinking and creative decision-making skills.
Ability to build business network, as well as improve on company’s relationship, and with clients through exceptional service delivery and enticing service representation.
Proven ability to take calculated risks towards promoting company’s goals and ideals.

Strong relationship management skills. · Successfully pass a background check and drug test. EXPERIENCE: Position requires 10 years minimum experience in management or leadership role; intermediate to advanced knowledge of service in the health care industry, preferably in the group benefits/insurance field. EDUCATION: Bachelor’s degree required with an emphasis in business, sales, marketing, or related field of study. Job Type: Full-time Pay: $180,000.00 - $230,000.00 per year Benefits: 401(k) 401(k) matching Dental insurance Disability insurance Employee assistance program Flexible spending account Health insurance Life insurance Paid parental leave Paid time off Prescription drug insurance Professional development assistance Referral program Tuition reimbursement Vision insurance Schedule: 8 hour shift Monday to Friday Weekends as needed Supplemental pay types: Yearly bonus Travel requirement: Travel Experience: Business development: 1 year (Required) Sales: 1 year (Required) Ability to Relocate: Albuquerque, NM 87109: Relocate before starting work (Required) Work Location: Hybrid remote in Albuquerque, NM 87109 #J-18808-Ljbffr