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 market trends and competitive dynamics in the mid-size segment
• Proficiency using Microsoft Office (Word, Excel, PowerPoint), Salesforce, and other web-based tools in a Windows environment, with the ability to quickly adapt to new systems and technologies.
• Requires a New Jersey Health Insurance License.
• Requires a valid New Jersey driver’s license.

Preferred Qualifications

• Prefers an MBA

Travel:

• Travel throughout the United State is required.

Why Horizon?

At Horizon, you’ll do meaningful work that directly improves lives—while being supported by a mission‑driven organization that values expertise, collaboration, and growth.  We believe that when our people thrive, our communities do too.  If you are passionate about making an impact, we’d love to hear from you!

Salary Range:

$143,100 - $184,065

This position is eligible for sales incentive compensation in addition to base pay.  ​This compensation range is specific to the job level and takes into account the wide range of factors that are considered in making compensation decisions, including but not limited to: education, experience, licensure, certifications, geographic location, and internal equity.  This range has been created in good faith based on information known to Horizon at the time of posting.  Compensation decisions are dependent on the circumstances of each case. Horizon also provides a comprehensive compensation and benefits package which includes:

• Comprehensive health benefits (Medical/Dental/Vision)

• Retirement Plans

• Generous PTO

• Incentive Plans

• Wellness Programs

• Paid Volunteer Time Off

• Tuition Reimbursement

Disclaimer:

Horizon BCBSNJ employees must live in New Jersey, New York, Pennsylvania, Connecticut or Delaware. This job summary has been designed to indicate the general nature and level of work performed by colleagues within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of colleagues assigned to this job.

Horizon Blue Cross Blue Shield of New Jersey is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, protected veteran status or status as an individual with a disability and any other protected class as required by federal, state or local law.  Horizon will consider reasonable accommodation requests as part of the recruiting and hiring process.