Sales VP, Dental Solutions

Overview

This is a senior hunter sales role focused on selling Cotiviti’s Dental Claim Accuracy solutions to Dental Benefit Administrators (DBAs) and Health Plans that administer dental benefits. Target customers include organizations such as Delta Dental Plans, MetLife Dental, Guardian, Cigna Dental, Aetna Dental, UnitedHealthcare Dental, Blue Cross Blue Shield plans with dental lines of business, and regional dental administrators.

 

The role requires extensive experience selling complex healthcare software and services into dental payer organizations, with demonstrated success engaging C‑suite executives, Dental Operations leadership, Claims, Policy, Finance, and Procurement teams. Deep understanding of dental claims workflows, CDT coding, reimbursement methodologies, policy alignment, and payment integrity economics is critical.

 

The position is responsible for driving new logo acquisition and large-scale expansions across assigned territories in the United States.

Responsibilities

• Own and execute a new business sales strategy for Cotiviti’s Dental Claim Accuracy solutions within an assigned territory.
• Prospect, qualify, and close new opportunities with Dental Benefit Administrators and Health Plans offering dental benefits.
• Develop and maintain senior-level relationships with:
  • Dental Plan Executives (President, GM, EVP)
  • Dental Operations and Claims Leadership
  • Finance, Network Management, and Policy leaders
  • Procurement and Strategic Sourcing teams
• Lead complex, multi-stakeholder sales cycles involving:
  • Dental claims accuracy and payment integrity use cases
  • ROI, savings validation, and performance guarantees
  • Software + services contracting models

 

• Develop territory and account plans aligned to dental market dynamics, customer priorities, and competitive landscape.
• Collaborate with internal teams (Product, Clinical Dental SMEs, Legal, Implementation) to:
  • Shape solution positioning
  • Support RFPs and procurement processes
  • Deliver compelling value propositions

 

• Monitor competitive activity, pricing trends, and market conditions specific to dental payment accuracy and claims auditing.
• Represent Cotiviti at dental payer conferences, industry forums, and executive briefings.
• Maintain accurate pipeline management, forecasting, and opportunity tracking within Cotiviti’s CRM.
• Provide regular updates to sales leadership on:
  • Pipeline health (sufficiency and velocity)
  • Forecast risk
  • Market intelligence and customer feedback

 

• Ensure all sales activities align with Cotiviti policies, compliance standards, and contracting guidelines.
• Complete all responsibilities outlined in the annual Performance Plan and other duties as assigned.
• Develop immediate and practical experience in securing new sales and vetting new approaches in a growing but developed market
• Research and analyze environmental and competitive conditions, customer needs, and market trends.  Recommend strategies to capitalize on market opportunities and ensure strategic sales plans complement market place needs.
• Ensure sales activities are cost effective, efficient, and are performed within established budget constraints.
• Provide recommendations for improvements in sales and service delivery, programs, and procedures.
• Ensure existing customers are serviced in accordance with Company standards and policies.
• Complete all responsibilities as outlined on annual Performance Plan.
• Complete all special projects and other duties as assigned.

Must be able to perform duties with or without reasonable accommodation.

This job description is intended to describe the general nature and level of work being performed and is not to be construed as an exhaustive list of responsibilities, duties and skills required. 

Qualifications

Education

• Bachelor’s Degree required or equivalent relevant experience in Healthcare, Business, Marketing, or related field.

Experience

• 12–15 years of experience in enterprise healthcare hunter sales.
• Minimum 5+ years selling into Dental Benefit Administrators or Dental lines of business within Health Plans (7+ years preferred).
• Proven success selling:
  • Dental claims accuracy, payment integrity, fraud, wasted and abuse or audit solutions OR
  • Complex healthcare software and services with measurable financial outcomes.
• Demonstrated experie