As a member of the senior leadership team, reporting directly to the President, the Vice President of Sales and Marketing oversees all aspects of new business sales, client services, and marketing and is responsible for achieving Delta Dental of Massachusetts’s overall membership, revenue, and profitability targets.

KEY RESPONSIBILITIES

• Responsible for leading the new business sales and client retention teams.
• Identify and develop new approaches to drive profitable business growth, including new business opportunities and segments.
• Develop and implement best in class selling and client retention strategies across the department.
• Develop and execute distribution strategies including developing prospects, establishing new distribution channels and developing/maintaining relationships with key consultants, brokers, and major accounts.
• Develop strategic sales plan to achieve membership and profitability targets established by the President.
• Create a culture that delivers proactive account management with a focus on customer experience.
• Develop accurate sales forecasts that allow leadership to effectively capitalize on opportunities, manage issues, and measure performance.
• Maintain a deep understanding of industry trends, innovations, and competitors.

• Responsible for leading the marketing team.
• Identify new business opportunities and develop tactics for growth, such as new messaging, marketing, and sales distribution channels.
• Maintain a deep understanding of industry trends, innovations, and competitors and translate that knowledge into solutions that ensure Delta Dental’s leadership position.
• Lead the development of all strategies focused on innovation and transforming health care.
• Develop and execute a multiyear marketing plan that accelerates growth and ensures customer satisfaction
• Represent the voice of the customer to ensure marketing strategies, programs, and tactics help the brand connect with key customers (market and brand research).
• Leverage data-driven customer and competitor insights which lead to creation of compelling, differentiated positioning and campaigns.
• Direct the development of a winning go-to-market strategy including developing the strategy, marketing content, and tools for an impactful launch.
• Develop marketing communication for each segment including value proposition, RFP proposals, content and collateral, digital messaging, and web development.
• Develop and clearly articulate differentiated and compelling value propositions for products that drive sales and marketing efforts; guide future offerings to further strengthen our value proposition and expand the market.

• Hire, develop, and coach a high performing team of motivated, curious, and highly capable individuals.
• Ensure all employees follow established policies and processes.
• Ongoing talent development and evaluation to achieve business objectives.

• Operate as a change leadership by identifying, implementing, and embracing new approaches that improve customer experience, efficiency, and profitability across the business.
• Collaborate with internal and external leaders to foster innovation and to enable organizational growth.
• Participate and engage with all internal departments to ensure aligned strategies and accountability.
• Partner with President, Leadership Team, and staff to set an inspiring vision, an effective strategic plan, and ambitious, meaningful annual goals that helps them maximize their potential to support the organization while fostering collective accountability for organizational growth.
• Ensure Delta Dental of Massachusetts sets and achieves ambitious goals for diversity, equity, and inclusion.

IDEAL EXPERIENCE

CRITICAL LEADERSHIP CAPABILITIES

Fostering Customer Relationships:

• Probe customers to identify their underlying needs beyond their stated requirements.
• Proactively develop a deep understanding of the customer’s context, business, and critical success factors in order to provide appropriate recommendations.
• Align processes with those of the customer to make it easier to do business with them.
• Uncover and address root causes that may impact customer satisfaction.

• Possess exceptional interpersonal skills to effectively establish credibility and build meaningful relationships with key internal and external constituencies.
• Communicate with impact as a spokesperson and advocate with internal and external constituencies; deliver messages that further strengthen confidence in the vision of Delta Dental of Massachusetts and its brand.
• Build support at multiple levels and across groups and partners to achieve alignment, acknowledging differences in interests.

Driving Results:

• Translate broad corporate strategy and vision into clear, specific objectives for sales and account management teams.
• Formulate and implement strategies to aggressively ramp up systems and processes to further grow Delta Dental of Massachusetts while achieving ambitious growth goals.
• Set higher goals that are ambitious but realistic for self and team, geared to organizational objectives.
• Focus on new business opportunities that enable business development targets to be exceeded.

• Facilitate discussions to enable people to collaborate with each other independently; promote collaboration across multiple parties.
• Identify and meet with key players and stakeholders to help them shape a consensus collectively and engage in a dialogue to reach a conclusion together, compromising as necessary for results.
• Develop explicit understanding of which relationships are most important to the organization and its stakeholders, build a network prioritizing these relationships.

• Aspirational, energetic, and committed leader who strives for excellence with the ability to motivate and empower others to do the same.
• Decisive and the ability to make decisions in ambiguous or uncertain contexts to establish and lead a clear path forward.
• Adept and thoughtful listener with the openness and ability to balance multiple points of view from various stakeholders internally and externally and the ability to negotiate and influence effectively and fairly.
• Exceptional relationship builder with experience working across numerous constituent and stakeholder groups.
• Visible and accessible leader who engages staff at all levels; is humble, down to earth, grounded, and present.
• Exceptional relationship builder with experience working across numerous constituent and stakeholder groups.
• Able to lead, galvanize, and engage with all through principles of DEI. Demonstrable real-life experience.