Sales Director, Labor & Trust Health Plans

Job DetailsJob Location: DHS Remote - Stockton, CA 95219Position Type: Full TimeSalary Range: $100,000.00 - $150,000.00 Salary/yearJob Category: SalesCompany Overview Delta Health Systems is a leading Third-Party Administrator (TPA) recognized for its flexibility, innovative services, and outstanding customer service. We specialize in the administration of self-funded and trust-based health plans, providing comprehensive claims processing and administrative solutions to labor trusts, multiemployer plans, and affiliated employers. Our mission is to deliver transparent, efficient, and member-focused plan administration while supporting the long-term success of our trust partners. Position Overview Delta Health Systems is seeking an experienced and relationship-driven Sales Director – Labor & Trust Health Plans to expand our presence within the labor, trust, and multiemployer marketplace. This role is responsible for driving new trust business, growing and retaining existing trust relationships, and strengthening Delta’s position as a trusted TPA partner. The successful candidate will work closely with trustees, local business agents, labor organizations, brokers, consultants, and internal leadership to identify opportunities, tailor solutions, and deliver long-term value to trust-based clients. Key Responsibilities 1. Sales Leadership & Strategy Develop and execute strategic sales plans focused on labor, union, and trust-based health plans. Drive revenue growth through both new trust sales and expansion of existing trust business (plan enhancements, additional participating employers, ancillary services). Collaborate with executive leadership to align sales strategy with organizational goals. 2. Labor & Trust Market Development Identify and pursue new business opportunities within labor unions, multiemployer plans, and trust-sponsored health programs. Build credibility and visibility within the labor and trust community through ongoing engagement and relationship-building. Stay informed on labor, trust, and regulatory trends impacting multiemployer and self-funded plans. 3. Relationship Management Cultivate and maintain strong relationships with: Trust trustees and administrators Local business agents and union leadership Brokers and benefits consultants specializing in labor and trust plans Serve as a trusted advisor, understanding the unique governance, fiduciary, and member needs of trust-based plans. Partner with internal teams to ensure high levels of client satisfaction, retention, and long-term partnership. 4. Existing Trust Expansion & Retention Identify opportunities to expand services within existing trust relationships. Support plan renewals, RFPs, and service enhancements in collaboration with client services and operations teams. Ensure seamless onboarding and ongoing support for new participating employers within trust arrangements. 5. Sales Process Optimization Streamline sales processes to address the unique decision-making structure of labor and trust plans. Coordinate internal and external resources to support complex sales cycles involving trustees and union leadership. Partner cross-functionally to deliver a consistent, high-quality client experience. 6. Reporting & Executive Communication Develop and maintain accurate sales forecasts and pipeline reports. Utilize data and market insights to identify growth opportunities and risks. Provide regular updates to executive leadership on trust sales activity, market trends, and strategic initiatives. 7. Sales & Marketing Collaboration Collaborate with marketing to develop materials tailored to labor, trust, and multiemployer audiences. Meet or exceed assigned new trust sales and expansion goals. Maintain required call and outreach activity levels as established by executive leadership. Interface regularly with the CXO, COO, VP of Client Services, and Delta TeamCare to coordinate strategy and close opportunities. Qualifications Proven track record of sales success within labor, union, trust, or self-funded health plan markets. Established relationships with trustees, local business agents, brokers, or consultants serving labor and trust clients. Strong understanding of multiemployer and trust-based health plan structures. Excellent communication, negotiation, and relationship-building skills. Ability to navigate complex, relationship-driven sales environments. Bachelor’s degree in Business, Marketing, or related field preferred but not required. Valid California Life/Health Insurance license required (or obtained within first year). Valid driver’s license and proof of insurance required. Additional Skills & Attributes Deep understanding of how labor and trust-sponsored benefits are designed, funded, governed, and administered. Ability to communicate complex administrative and financial concepts to trustees and labor leadership. Entrepreneurial, solutions-oriented mindset with a strong service orientation. Independent thinker with the ability to earn and maintain credibility with executive and fiduciary stakeholders. Comfortable operating in a dynamic, relationship-based environment. Highly organized, self-motivated, and able to manage multiple initiatives simultaneously. Flexible schedule and willingness to travel as required. Critical Success Factors Self-Confidence Conscientiousness Initiative and Achievement Orientation Relationship Influence Trust and Credibility Building Collaboration and Communication Strategic Thinking Service Orientation Benefits Delta Health Systems offers a comprehensive benefits package including medical, dental, and vision insurance, life and disability coverage, flexible spending accounts, 401(k) with safe harbor contributions, paid vacation and sick leave, paid holidays, tuition reimbursement, and more. Delta Health Systems is an equal opportunity employer. We encourage candidates from diverse backgrounds to apply and participate in E-Verify. Apply Now Apply Now