Job Summary

Aligned with a sales team, the KAE is positioned as a market leader for the dental and vision client consultation. The role will support Market sales offices within assigned regions.

Overall responsibilities are broadly defined in the categories of client retention, training/coaching, and product expertise. They are expected to ensure the successful attainment of all assigned retention and profitability goals in the assigned territory. Key factors for success include a strong sales orientation, a powerful inclination to influence the actions and results of others, superior personal credibility and demonstrated expertise in the delivery our dental client and vision products. In driving market success, the KAE must possess and capitalize on an enduring capacity to understand, assimilate, and effectively promulgate complicated product features and advantages to peers. This is critical because of a constantly changing market environment, along with continually evolving competitive responses from our client. In most instances,.

Market Strategy Responsibilities

• Host portfolio reviews with thier sales manager to review book of business, assess risk and develop strategies for client retention and strong earningsDevelop strategy for each Tier 1 assigned account. Strategies include profitable growth, retention, and client brand awareness.

• Consult on Tier 1 renewals to ensure strong rate execution, high retention, and competitive insights.
• Consult on all at risk cases within the aligned market.
• Attend finalist meetings for existing accounts and help present the Dental client and Vision story.
• Assist with the roll out of new dental and vision initiatives that impact the existing book of business.

Key Responsibilities

• Meet or exceed persistency goals for assigned territory
• Maintain visibility among Tier 1 clients and aligned brokers/consultants throughout the year; demonstrate a strong understanding of their perspective and their needs; actively promote the Dental Value Proposition.
• Build collaborative partnerships by actively participating in local market management discussions (e.g., growth calls, local strategy development meetings, etc.)
• Understand competitive and market-level dynamics and implications; independently recognize those that must be brought back to Dental Senior Management Team
• Weekly update of the Portfolio Tool to ensure real time tracking of at-risk accounts and strategies.
• Through superior coaching skills, aggressively and proactively promote new dental products and features; provide ongoing coaching to the sales partners on Dental product positioning and techniques on how to sell against top market competitors
• Understand competitive and market-level dynamics and implications; independently recognize those that must be brought back to Dental Senior Management Team

Qualifications

College Degree or years equivalent related experience.

• 5+ years’ preferent experience in Dental benefits. Proven healthcare sales experience is required, KAE sales experience is strongly preferred.

• Ability to work very independently in a complex environment requiring “real time� judgment and discretion, strong analytical skills, common sense, decisiveness and assertiveness

• Producer license

• Strong influence skills and ability to work cooperatively with others in a highly matrixed environment.

• Excellent communication, customer service skills and sales negotiation skills.

• Financial Savvy; membership growth orientation

• Excellent interpersonal, communication and negotiation skills, including well-honed public speaking, presentation and writing skills.

• Proven ability to develop strong customer/producer relationships. Understands the needs and expectations and can develop an aggressive strategy that will increase revenue, profitability and persistency while providing the services and solutions toexpand market presence.