Director, Sales

The Director of Dental Sales at Dominion National is responsible for leading and executing the sales strategy for dental and ancillary insurance products, driving revenue growth, and expanding market share within the assigned territory as well as leading strategic initiatives to cultivate and strengthen relationships with brokers and producers. This role involves working closely with the executive sales leadership and managing a sales team, fostering client relationships, and collaborating with internal stakeholders to achieve sales objectives.

• Develop and implement comprehensive dental and ancillary sales strategies to meet and exceed annual sales targets.
• Lead, mentor, train, and motivate a team of sales professionals, providing coaching, performance management, and professional development opportunities.
• Identify and cultivate new business opportunities, including prospecting, lead generation, and proposal development for both new and existing clients.
• Lead weekly sales team one-on-ones and team meetings; manage weekly pipeline and dashboard reporting; and participate in extended leadership meetings.
• Manage and nurture key client relationships, ensuring high levels of client satisfaction and retention.
• Collaborate with underwriting, product development, and marketing teams to ensure competitive product offerings and effective sales support.
• Analyze market trends, competitor activities, and customer needs to identify opportunities for growth and product enhancement.
• Prepare and present sales forecasts, reports, and performance metrics to senior leadership.
• Ensure compliance with all regulatory requirements and company policies in sales activities.
• Willing to travel (25-50%) as needed throughout assigned sales territory.

Skills:

• Strategic sales leadership with the ability to develop and execute territory and broker‑focused growth strategies.
• Proven ability to lead, coach, train, and develop high‑performing sales teams.
• Strong consultative selling and negotiation skills, including complex proposal development.
• Excellent written, verbal, and executive‑level presentation skills.
• Data‑driven decision‑making skills with the ability to analyze sales metrics, market trends, and performance data.
• Relationship management skills with brokers, consultants, clients, and internal partners
• Strong business acumen with the ability to balance revenue growth, profitability, and retention goals.
• Extensive experience leveraging enterprise CRM platforms (e.g., Salesforce) and advanced proficiency in the Microsoft Office Suite to support strategic decision making and organizational leadership.

Knowledge:

• In‑depth knowledge of dental insurance products, plan designs, pricing structures, and competitive positioning.
• Strong understanding of broker and consultant distribution models within the employer benefits marketplace.
• Knowledge of sales forecasting, pipeline management, and performance reporting.
• Familiarity with underwriting principles and how they support competitive product offerings.
• Working knowledge of regulatory and compliance requirements related to insurance sales.
• Understanding of employer group benefits, renewals, and long‑term client retention strategies.
• Awareness of market trends, customer needs, and evolving industry conditions affecting dental insurance.

Experience:

• 8+ years of progressive sales experience required
• 3+ years sales leadership experience preferred
• Demonstrated success managing and growing client relationships, including renewals, retention, and consultative solution development.
• Proven ability to achieve sales and growth objectives, supported by measurable results and a strong track record of performance.
• Experience working with brokers, consultants, and employer groups, navigating complex client needs and benefit programs.

Education, Certification, and Licenses:

• Bachelor's degree in business administration, Marketing, or related field required
• MBA or advanced degree preferred.
• Must obtain and maintain all required state licenses and appointments necessary to sell products within the Dominion National service territory within 60 days of hire.
• Valid driver’s license and access to reliable transportation is required to perform job duties and responsibilities. 

Travel:

• Frequent travel is required throughout the year to client locations as well as corporate offices in Arlington, VA and Harrisburg, PA.
• Preferred location: VA, Baltimore, DC metro area.

Physical Demands:

• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
• While performing the duties of this job, the employee is regularly required to talk or hear.
• The employee frequently is required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms.