Dir, Sales

Horizon Blue Cross Blue Shield of New Jersey empowers our members to achieve their best health.  For over 90 years, we have been New Jersey’s health solutions leader driving innovations that improve health care quality, affordability, and member experience.  Our members are our neighbors, our friends, and our families.  It is this understanding that drives us to better serve and care for the 3.5 million people who place their trust in us. We pride ourselves on our best-in-class employees and strive to maintain an innovative and inclusive environment that allows them to thrive. When our employees bring their best and succeed, the Company succeeds. 

About the Role

As the Director of Sales for the Mid-Size Market, you will lead a high-performing team responsible for driving sustainable growth, deepening client relationships, and expanding market presence. This role blends strategic leadership and hands-on execution, ensuring the team delivers new business while strengthening and growing existing accounts.

You will champion a culture of accountability, performance, and collaboration, working closely with brokers, consultants, and internal partners to deliver market-leading solutions. Success in this role means balancing revenue growth, profitability, and customer experience—all while staying ahead of market trends and driving innovation.

What You'll Do

• 1. Drive Sales Growth & Portfolio Expansion
• Lead efforts to acquire new, high-quality business within the mid-size segment
• Expand existing client relationships through cross-sell and upsell opportunities
• Ensure the team focuses on profitable and strategically aligned business
• Utilize a consultative sales approach to deliver tailored solutions

2. Strengthen Client Relationships & Retention

• Build and maintain strong relationships with key accounts
• Ensure high client satisfaction and service delivery across all functions
• Reinforce the organization’s presence and credibility in the marketplace
• Partner with internal teams to deliver a seamless client experience

3. Lead & Develop High-Performing Teams

• Set clear direction, goals, and expectations for sales and account management teams
• Provide ongoing coaching, feedback, and performance management
• Oversee hiring, training, and professional development activities
• Ensure staff meet licensing requirements and compliance standards

4. Execute Strategic Planning & Financial Management

• Develop and manage departmental budgets and expense controls
• Lead sales forecasting, market analysis, and annual planning
• Align team performance with enterprise growth and profitability goals
• Maintain accurate and compliant financial and operational processes

5. Collaborate Across Channels & Partners

• Partner closely with brokers, consultants, and distribution channels
• Work cross-functionally to ensure world-class service delivery
• Collaborate with Underwriting and product teams on pricing and solutions
• Manage alignment across internal and external stakeholders

6. Drive Market Innovation & Operational Excellence

• Monitor market trends and competitive landscape
• Introduce and support new product offerings and enhancements
• Ensure efficient enrollment processes for new clients and members
• Maintain strong internal controls and operational integrity

What You Bring

Required Qualifications & Experience

• Bachelor’s degree or relevant experience in lieu of degree
• A minimum of fifteen (15) years of experience in the health care industry with a proven record of sales success and positive existing client relationships.
• Proven experience in sales leadership, preferably in mid-size or commercial markets
• Demonstrated ability to drive revenue growth and improve profitability
• Experience leading account management and new business sales teams
• Strong track record of team development, coaching, and performance management
• Experience with financial planning, forecasting, and budget management
• Ability to work cross-functionally and influence internal and external stakeholders
• Knowledge of sales processes, compliance standards, and industry best practices
• Experience working with brokers, consultants, and distribution channels
• Experience collaborating with Underwriting or product development teams
• Familiarity with enrollment operations and client onboarding processes
• Strong understanding of