Director, Health Plan Dental Solutions, DentaQuest

About this role

Sun Life U.S. is one of the largest providers of employee and government benefits, helping approximately 50 million Americans access the care and coverage they need. Through employers, industry partners and government programs, Sun Life U.S. offers a portfolio of benefits and services, including dental, vision, disability, absence management, life, supplemental health, medical stop-loss insurance, and healthcare navigation. We have more than 6,400 employees and associates in our partner dental practices and operate nationwide.

Visit our website to discover how Sun Life is making life brighter for our customers, partners and communities.  

DentaQuest manages dental and vision benefits for more than 33 million Americans. Our outcomes-based, cost-effective solutions are designed for Medicaid and CHIP, Medicare Advantage, small and large businesses, and individuals. With a focus on prevention and value, we aim to make quality care accessible to improve the oral health of all.

  Job Description:

Sun Life embraces a hybrid work model that balances in-office collaboration with the flexibility of virtual work in the contiguous states plus AK.

The opportunity:     The Director, Health Plan Dental Solutions leads DentaQuest’s efforts to identify and build new Health Plan relationships. In conjunction with the VP, Business Development, this position will independently engage senior decision makers across regional and national health plans and demonstrate the value of DentaQuest’s Medicaid, Medicare Advantage, and commercial “white label” offerings.

How You will Contribute: • Develop and refine a comprehensive business development plan to reinforce DentaQuest’s competitive positioning 

• Articulate and deliver the DentaQuest story to Health Plans, championing our Medicaid, Medicare Advantage and commercial “white label” dental solutions

• Proactively identify, qualify, and pursue new health plan partnerships independent of formal RFP cycles through targeted outreach campaigns

• Develop and present persuasive business cases, ROI analyses, and value propositions to health plan executives to support decision-making and  advance sales opportunities

• Continually assess emerging market trends and regulatory developments; communicates findings to leadership for strategic assessment

• Create and manage a robust opportunity pipeline, providing accurate forecasting and strategic analysis to leadership with recommendations on overall planning and resource allocation

• Identify cross-sell and upsell opportunities within existing health plan accounts, driving incremental revenue and deepening partnerships.

• Own inbound health plan leads, quickly qualifying and advancing promising opportunities.

• Achieve new business revenue, pipeline and activity objectives

• Position DentaQuest as a strategic partner aligned to health plan objectives related to quality, affordability, growth, and member experience

• Lead cross-functional collaboration with internal partners to develop compliant, differentiated solutions

• Guide prospective partners through complex contracting, approval, and onboarding processes

• Serve as the primary liaison for new health plan partners during the pre-launch phase, clearly communicating client expectations and success criteria to ensure a seamless transition from sales to implementation.

• Maintain detailed records of prospecting activities, pipeline status, and sales outcomes in CRM systems, regularly reporting progress to leadership.

• Represent DentaQuest at industry conferences, health plan association meetings, and key stakeholder forums as a key subject matter expert

What you will bring with you: • Bachelor’s degree in business, healthcare administration, or a related field, or equivalent experience

• 10 or more years of progressive health plan‑focused business development or sales experience

• Demonstrated success working with Medicaid and Medicare Advantage health plans

• Strong understanding of health plan decision‑making structures, procurement processes, and regulatory considerations

• Proven ability to create and advance opportunities outside of formal RFP processes

• Established relationships with health plan executives or senior leaders strongly preferred

• Experience positioning delegated models, administrative services, or white‑label solutions is a plus

• Ability to operate independently in a remote environment while managing multiple complex opportunities

• Willingness and ability to travel regularly within assigned region

• Exceptional written, verbal, and executive‑level presentation skills

• Strong organizational skills and proficiency with CRM systems and standard business software

Key Attributes for Success • Entrepreneurial drive and the ability to self-generate activity without relying on formal RFPs or state procurement processes.

• Strong relationship-building and networking skills, particularly with health plan executives and decision-makers.

• Proven track record of closing complex, consultative sales in the health plan sector.

• Excellent communication, negotiation, and presentation abilities tailored to sophisticated health plan audience

Salary: Salary Range: $141,600 - $212,400

At our company, we are committed to pay transparency and equity. The salary range for this role is competitive nationwide, and we strive to ensure that compensation is fair and equitable. Your actual base salary will be determined based on your unique skills, qualifications, experience, education, and geographic location. In addition to your base salary, this position is eligible for a discretionary annual incentive award based on your individual performance as well as the overall performance of the business. We are dedicated to creating a work environment where everyone is rewarded for their contributions.

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