Director of Sales and Account Management

Job Title:
Director of Sales and Account Management

Number of Positions:
1

Location:
Albuquerque, NM

Location Specifics:
In-Office

Primary Job Responsibilities:

JOB POSITION: Director of Sales and Account Management

CLASSIFICATION: Exempt

Plans, organizes, and directs the daily activities of the Sales and Account Management Department to ensure that goals and objectives are met, including supporting all enterprise initiatives by leveraging best practices, new technology and techniques.

Reporting to: Vice President of Business Development

PRIMARY JOB RESPONSIBILITIES: The following are upheld by the Director of Sales and Business Development:

• Implement and Direct the Set Retention and Growth Targets - Develop and implement market-based strategies aligned with key Organization goals and initiatives involving the need to meet and exceed subscriber, group and individual membership, sales and revenue goals established in DDNM's strategic plan and as directed by the CEO.
• Manage & assure an Engaged Capable Sales & Account Management Team are in Place and Operating Effectively - Develop and evaluate department employees, drive individual and team accountability for achievement of department and individual goals and objectives.
  • Sales & Account Management Leadership
    • Lead, coach, and evaluate Sales and Account Management team members; drive accountability and capability building.
    • Implement performance standards, KPIs, and retention targets to ensure predictable outcomes.
    • Oversee strategic management of accounts, including service delivery, renewal strategy, and relationship stewardship.
  • Process Improvement & Organizational Impact
    • Evaluate departmental performance, implement process improvements, and strengthen broker/client experience.
    • Establish operational structures that reinforce clarity, accountability, and continuous improvement.
    • Communicate departmental priorities and ensure alignment with organizational outcomes.
• Manage the Oversight of Department / Function Related "Affiliation" Provided Services- Assure efficient, timely and quality services provided through the Affiliation Agreement(s) with Renaissance Health Service Corporation and its affiliates to achieve 'best in class' service to DDNM stakeholders.
• Develop, Leverage & Maintain Industry & Service Relationships - Create, develop and maintain strong and positive relationships with current and prospective customers and other external contacts and stakeholders while providing excellent service overall.
• Implement Proactive, Industry Leading Service(s) to Producers/Brokers, Consultants & Agents - Effectively lead, manage and service the Organization's product distribution team. Continually develop relationships for enhanced Organization market share and desired financial results.
• Assist in the Product Design, Management & Evaluation and Implementation - Analyze the current product and plan performance (financial, structural, regional, etc.) by group size and product line. Assure detailed compliance, market, industry, and competitor analyses.

  Analyze financial performance and proving structure at the product/group size level.

• Catalyst to Improved Market Based Product Plan Benefit Structure(s) - Assure detailed market, industry, and competitor analyses. Analyze financial performance and proving structure at the product and group size level.
• Assure Effective Actuarial & Underwriting in all Account Pricing Decisions Consistent with Underwriting Guidelines - Assist in the actuarial and underwriting operation to develop and implement financial strategies targeting sustainable financial results and growth.
• Contribute to the Development and Achievement of the Strategic Plan - In partnership with the Vice President of Business Development, develop, manage and oversee the annual Strategic Plan (i.e., Strategic Goals & Objectives, Annual Budget and Long-range Forecast).
• Proactively Manage and Pursue Potential Growth Opportunities - Design and lead initiatives to identify, develop and pursue new growth opportunities (i.e., new products or services) and new markets (i.e., Individuals, Small Groups, etc.).
• Assure Professional Consistent RFP Response Process & Due Diligence is in Place and leveraged on all RFP Responses - 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

• Successful Implementation of Strategic Initiatives - Proactively participate in the development and implementation of organization strategic business objectives to actionable departmental objectives. Communicates departmental objectives, priorities, measures and targeted departmental and organization outcomes to employees.
• Implement Market Based Business Strategies for Overall Profitable Business Growth and Retention - Develop and implement market-based strategies aligned with key Organization goals and initiatives involving the need to meet and exceed subscriber, group and individual membership, sales and revenue goals established in DDNM's strategic plan.
• Prepare and Manage to the Department(s) Budget - Assist Vice President of Business Development with the preparation, communication and management of the department's budget.
• Effective Policies and Procedures - Develop, recommend and enforce policies, procedures, guidelines and standards of operation.
• Define & Implement Required Timely Analytics - Proactively work with the Director of Finance and Business Intelligence 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.
• Assure Service Driven Metrics are Proactively Managed - Develop and implement performance standards for business development, sales and account management. Drive individual and team accountability for achievement of department and individual metrics, predefined standards and objectives.
• Be a Catalyst to Process Improvement / Effective Performance Processes & Procedures Management - Monitor department performance and develop and implement corrective action plans as needed.

  Implement business structures and procedures that focus on performance and accountability.

• Other Duties, Projects, Tasks - Performs and leads other tasks, duties and responsibilities as needed.

MANAGEMENT COMPETENCIES: As a Department Director, lead and mentor with demonstrated effectiveness in the following:

• Articulate and Communicate Organization value proposition, vision and values - Role model and live the organization values and behaviors. Know the organization value proposition, 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 Organization.

  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 Organization/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.
• Team Member Development and Performance Management - Develop and evaluate department employees.

  Drive individual and team accountability for achievement of department and individual goals and objectives.

• 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.

must also be willing to work professionally and in the field as necessary.

This job description provides a general summary of the roles and responsibilities of the position. It does not purport to fully describe all essential functions, roles and responsibilities of the position but provides a foundational scope of the position to guide performance in related assigned goals, tactics, and tasks in accordance with common sense, the Code of Conduct & Values, supervisor guidance & expectations, and corporate/department policies.

If there are any questions, confer with the supervisor to assure actions and deliverables completed in a timely, appropriate, quality, and value-added manner.

Minimum Requirements:

MINIMUM QUALIFICATIONS:

The following are expected of the Director of Sales and Account Management:

• 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 30 pounds.
• Exceptional critical thinking and creative decision-making skills.
• Ability to build business networks, as well as improve organizational and client relationships, through exceptional service delivery and enticing service representation.
• Proven ability to take calculated risks towards promoting organization's goals and ideals.
• Successfully complete a credit check, background verification and drug test.

EXPERIENCE: Position requires 7 years minimum experience in management or leadership role; expert knowledge of service in the health care industry, preferably in the group benefits/insurance field. The position will involve significant contact with management of the company and external stakeholders and requires strong interpersonal, professional, and communication skills. The incumbent must be a demonstrated self-starter who is both highly organized, positive, and professional collaborator.

EDUCATION: Bachelor's degree required with an emphasis in business, sales, marketing, or related field of study.

The candidate must be legally authorized to work in the United States of America and successfully pass background checks and drug testing.

WORKING CONDITIONS: This position requires on-site presence as an essential function of the role. Consistent and predictable on-site presence is required for ongoing business continuity, professional development, and effective collaboration with colleagues and management. Candidate

The company will provide equal employment and advancement opportunity within the context of its unique business environment without regard to race, color, religion, gender, gender identity, gender expression, age, national origin, familial status, citizenship, genetic information, disability, sex, sexual orientation, marital status, pregnancy, height, weight, military status, or any other status protected under federal, state, or local law or ordinance.