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 Csuite 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, performance guarantees, software and 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, 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, market trends; recommend strategies to capitalize on market opportunities and ensure strategic sales plans complement marketplace needs. Ensure sales activities are cost effective, efficient, and 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. 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. This job description does not constitute an employment agreement and is subject to change as the needs of Cotiviti and the requirements of the job change. 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 experience closing deals ranging from hundreds of thousands to multimillion‑dollar contract values. Extensive experience selling to executive‑level stakeholders including Csuite, SVP, and VP‑level leaders. Domain Expertise Strong understanding of dental claims processing workflows, CDT coding and policy logic, dental reimbursement methodologies, cost containment and payment accuracy economics. Familiarity with dental payer procurement cycles, RFPs, and risk‑based contracting models. Existing executive‑level network within Dental Plans or Dental Benefit Administrators strongly preferred. Skills & Competencies Excellent command of enterprise selling disciplines and structured close processes. Strong financial acumen with ability to articulate ROI, savings realization, and value‑based pricing. Highly organized, self‑directed, and effective in a remote, high‑growth environment. Outstanding verbal, written, and presentation skills tailored for executive audiences. Demonstrated ability to manage complex pursuits and internal deal teams. Experience using Salesforce, MS Dynamics or comparable CRM platforms. Ability and willingness to travel 40–60%. Mental Requirements Assess accuracy, neatness, thoroughness of assigned work. Demonstrated ability to balance activities across multiple internal customers, campaigns, tasks, performance pressures. Strong analytical skills with ability to research prospective customers and plan sales prospecting activities accordingly. Excellent oral and written skills. Strong interpersonal skills required; internal customer interests served through continuous prospecting, intelligence gathering, proactive communication. Must perform daily functions with little or no supervision. Physical Requirements Remain in a stationary position, often standing or sitting for prolonged periods. Repeating motions that may include wrists, hands, fingers. Must provide a dedicated, secure work area. Must provide high‑speed internet access/connectivity and office setup and maintenance. No adverse environmental conditions expected. Compensation & Benefits Base compensation ranges from $145,000 to $190,000 per year. Specific offers are determined by various factors such as experience, education, skills, certifications, and other business needs. This role is eligible for commission. Cotiviti offers team members a competitive benefits package to address a wide range of personal and family needs, including medical, dental, vision, disability, and life insurance coverage, 401(k) savings plans, paid family leave, 9 paid holidays per year, and 17-27 days of Paid Time Off (PTO) per year, depending on specific level and length of service with Cotiviti. Since this job will be based remotely, all interviews will be conducted virtually. #J-18808-Ljbffr