Sales Executive III

Paylocity; Scottsdale, Northern (AZ, KY); Hybrid; USD 88,000 - 128,000; Full time

Job summary

Delta Dental of Arizona is seeking a results-driven Senior Sales Executive to join our Commercial Growth and Business Development team in Scottsdale. You will develop new business opportunities and promote dental, vision, life, disability, and other benefit solutions to employer groups with 100+ employees through broker partnerships.

You will lead sales presentations, prepare proposals, guide opportunities through the sales cycle, and mentor producers while maintaining relationships with brokers

Qualifications

• Bachelor’s degree in business, marketing, or related field is required or equivalent experience.
• Arizona health and life insurance licenses are required.
• Cursory knowledge of medical and/or ancillary group benefit products.
• Strong communication (verbal and written) and presentation skills to small and large group settings.
• Excellent planning, organizing and business judgment.
• Ability to learn quickly and adapt to market trends.
• Proficiency in Salesforce and Microsoft Office Suite.
• Valid driver’s license and vehicle.
• 10 years of medical and/or ancillary insurance industry experience.
• Medical, dental and/or vision sales experience is required. Life, disability and supplemental health sales experience is preferred.
• Knowledge of medical and/or ancillary group benefit products and underwriting (inclusive of ASO funding and pricing models).
• Proven track record of achieving and exceeding sales targets.
• Develop high-impact broker partnerships to maximize revenue and margin.
• Mentor and support junior Sales Executives.
• Established relationships with brokers and consultants is required.
• Deep knowledge of medical and/or ancillary group benefit products and underwriting (inclusive of ASO funding and pricing models).
• Ability to manage complex sales cycles and provide consultative selling

Responsibilities

• Achieve new sales to meet assigned goals and standards of performance.
• Educate producers on the Delta Dental of Arizona value proposition and products.
• Conduct market research to identify potential new clients.
• Support sales presentations and proposals to employer groups.
• Proactively follow up with producers on sales pursuits and opportunities.
• Plan and participate in open enrollment/implementation meetings and tradeshows.
• Develop and lead sales presentations for new business opportunities.
• Negotiate contracts.
• Analyze sales and market data to refine strategies and optimize performance.
• Execute sales and marketing strategies for group products.
• Provide sales training to producers.
• Receive RFPs from producers and generate proposal responses.
• Secure all required information and data for underwriting and pricing for prospective customers.
• Provide sales and technical assistance to producers.
• Build and maintain strong relationships with producers.
• Maintain and expand/deepen producer network necessary to meet production objectives.
• Develop a recurring meeting schedule with producers to deepen existing relationships and establish new relationships.
• Ensure exceptional external and internal customer service and satisfaction.
• Stay informed about the ancillary health insurance and wellness benefits market, industry trends, and competitors to effectively position the company's products.
• Keep up to date with product changes, updates, and new offerings to ensure accurate communication with brokers.
• Participate in community, business, and industry events for networking opportunities.
• Collaborate with underwriting and product teams to customize solutions.
• Track sales activities and maintain records in Salesforce.
• Other duties assigned relative to the success of the Commercial Growth department.

Skills

Sales experience

Communication skills

Presentation skills

Relationship building

Strategic selling

Mentoring

Broker partnerships

Industry knowledge

Sales cycles

Education

Bachelor’s degree in business/marketing or related field

Tools

Salesforce

Microsoft Office

Job description

Description

Delta Dental of Arizona (DDAZ), the state’s leading dental and vision benefits provider, is seeking a results-driven Senior Sales Executive to join our Commercial Growth and Business Development team. In this role, you’ll develop new business opportunities and promote dental, vision, life, disability, and other benefit solutions to employer groups with 100 or more employees through strong partnerships with brokers and consultants.

As a Senior Sales Executive, you’ll build trusted relationships, identify prospective clients, lead sales presentations, prepare proposals, and guide opportunities through the sales process. Success in this role requires integrity, professionalism, adaptability, and a strong drive to achieve and exceed goals while delivering exceptional value to customers.

About You

You’re a seasoned sales professional who enjoys building meaningful relationships and helping Phoenix's leading organizations find benefit solutions that meet their needs. You have experience working with brokers, consultants, and employer groups with 100 or more employees, and you know how to communicate value clearly and professionally.

You’re customer-focused, highly organized, and motivated to achieve and exceed your goals. You bring integrity and professionalism to every interaction, thrive in a dynamic environment, and remain focused on providing exceptional value to customers. If you’re passionate about building relationships, creating value, and turning opportunities into long-term partnerships, you’ll fit right in.

Sound like you? Keep reading, we’d love to tell you more!

Essential Duties

• Achieve new sales to meet assigned goals and standards of performance.
• Educate producers on the Delta Dental of Arizona value proposition and products.
• Conduct market research to identify potential new clients.
• Support sales presentations and proposals to employer groups.
• Proactively follow up with producers on sales pursuits and opportunities.
• Plan and participate in open enrollment/implementation meetings and tradeshows.
• Develop and lead sales presentations for new business opportunities.
• Negotiate contracts.
• Analyze sales and market data to refine strategies and optimize performance.
• Execute sales and marketing strategies for group products.
• Provide sales training to producers.
• Receive RFPs from producers and generate proposal responses.
• Secure all required information and data for underwriting and pricing for prospective customers.
• Provide sales and technical assistance to producers.
• Build and maintain strong relationships with producers.
• Maintain and expand/deepen producer network necessary to meet production objectives.
• Develop a recurring meeting schedule with producers to deepen existing relationships and establish new relationships.
• Ensure exceptional external and internal customer service and satisfaction.
• Stay informed about the ancillary health insurance and wellness benefits market, industry trends, and competitors to effectively position the company's products.
• Keep up to date with product changes, updates, and new offerings to ensure accurate communication with brokers.
• Participate in community, business, and industry events for networking opportunities.
• Collaborate with underwriting and product teams to customize solutions.
• Track sales activities and maintain records in Salesforce.
• Other duties assigned relative to the success of the Commercial Growth department.

The base pay range for this position is $87,800–$127,900 per year, in addition to a commission plan. This position is based out of our Scottsdale home office.

Requirements

• Bachelor’s degree in business, marketing, or related field is required or equivalent experience.
• Arizona health and life insurance licenses are required.
• Cursory knowledge of medical and/or ancillary group benefit products.
• Strong communication (verbal and written) and presentation skills to small and large group settings.
• Excellent planning, organizing and business judgment.
• Ability to learn quickly and adapt to market trends.
• Proficiency in Salesforce and Microsoft Office Suite.
• Valid driver’s license and vehicle.
• 10 years of medical and/or ancillary insurance industry experience.
• Medical, dental and/or vision sales experience is required. Life, disability and supplemental health sales experience is preferred.
• Knowledge of medical and/or ancillary group benefit products and underwriting (inclusive of ASO funding and pricing models).
• Proven track record of achieving and exceeding sales targets.
• Develop high-impact broker partnerships to maximize revenue and margin.
• Mentor and support junior Sales Executives.
• Established relationships with brokers and consultants is required.
• Deep knowledge of medical and/or ancillary group benefit products and underwriting (inclusive of ASO funding and pricing models).
• Ability to manage complex sales cycles and provide consultative selling

About Us

Delta Dental of Arizona’s vision is simple: healthier lives for everyone. That’s why we’ve made it our mission to create a path to better health and wellness. We’re transforming from a single line insurance company to a multi-line health and wellness organization with a foundation that has awarded millions in grants to non-profits who care for our most vulnerable residents by offering dignity and hope.

Our employees enjoy competitive compensation and comprehensive benefits, including medical, dental, vision, 401(k), student loan assistance, six weeks of paid parental leave, volunteer PTO, and a culture that embraces collaboration, service, integrity, and inclusion. At about 150 employees, we cultivate a work community where all employees are known by name, and everyone’s contributions are visible, noticed, and celebrated.

In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire.