Jeff Ballard, President & CEO, Delta Dental of Tennessee

In an interview with Invest:, Jeff Ballard, president and CEO of Delta Dental of Tennessee, highlighted partnerships to improve statewide oral healthcare access and develop a future talent pipeline in the dental profession. “The goal is to inspire future dentists and address the dental desert issue,” Ballard said.

What changes over the past year have most impacted Delta Dental of Tennessee, and how are they shaping your priorities? 

2025 has been a stellar year. Our growth has been tremendous. We cover over 1.5 million Tennesseans for dental care. In March, we moved to our new office space, which has brought a lot of new energy. We had been in our previous location for over 25 years. Our new office is in Midtown, part of a medical district, and it is bright and airy. We downsized our footprint while incorporating a partial return-to-office policy. This shift has created new collision spaces and revitalized our team dynamics. We relocated our break room, which we refer to as the Hub, to the center of the office, which has allowed us to foster collaboration and brew fresh ideas, leading to increased sales and innovative thinking.

Additionally, we hired a new chief revenue officer. This marks the first time in 20 years that we have had a traditional salesperson in this role. His leadership has strengthened our sales organization through disciplined outreach, follow-ups, and strategic calls. As a result, we are experiencing double-digit sales growth in 2025. I am excited to see how the rest of the year unfolds and what it means for our future. Preliminary projections for 2026 also look very promising.

What distinguishes Delta Dental in today’s competitive landscape, and how do those differentiators position the company for continued leadership in Tennessee? 

The answer is straightforward. Delta Dental of Tennessee has the largest dental network in the state, encompassing approximately 90% of dentists. This extensive network ensures that our subscribers always have access to care, no matter where they are in Tennessee. When members have convenient access to in-network dentists, they are more likely to attend regular checkups, receive preventive care, and avoid costly procedures like root canals or crowns down the line. Our value proposition to employer groups emphasizes this accessibility. We highlight that their employees will always have a nearby dentist, which not only saves them money through discounted rates but also minimizes absenteeism by addressing dental issues early. This focus on preventive care is a cornerstone of our mission—to ensure healthy smiles.

How is demand for dental and vision benefits evolving across Tennessee, and what does that indicate about changing expectations from employers and members? 

The market is highly competitive. We began offering vision benefits four or five years ago, initially targeting smaller employers — those with 500 or fewer employees. We recognized that since we were already engaging these groups, adding vision as an ancillary product made strategic sense. After receiving state approval, we launched DeltaVision in partnership with the VSP Vision Care network. The response was overwhelmingly positive, with even larger employers expressing interest.

Today, we cover over 1.5 million Tennesseans with dental benefits and have surpassed 100,000 vision members in just five years. This segment is growing at a double-digit rate, prompting us to explore additional ancillary products. Employers are increasingly focused on offering competitive benefit packages to attract talent in a tight labor market. A robust benefits package can be the deciding factor for employees choosing between companies.

You mentioned the Healthy Smiles initiative increasing dental school enrollment. What results or feedback have you seen from students or rural communities so far?

The rise of the dental desert, that is, areas with few or no dentists, is a concern. Part of the reason is the rapid population growth that Tennessee is experiencing. A study from the University of Tennessee’s Boyd Center for Business and Economic Research projects an additional million residents in the next 15 to 20 years. Given the current dentist shortage, this growth will exacerbate the problem.

The Healthy Smiles Initiative, which is a five-year $94 million pilot program, is specifically designed to address this issue. It has expanded the class size at the University of Tennessee Health Science Center College of Dentistry in Memphis from 100 to 130 students, as well as a smaller increase in the class size at Meharry School of Dentistry in Nashville. Additionally, it offers tuition reimbursement for graduates who practice in rural dental deserts for three to four years. Now in its fourth year, the program is showing promising results, with more students enrolling and some beginning to serve rural communities. However, we must make this initiative permanent to sustain long-term progress. Rising costs and hygienist shortages further complicate the landscape, so we continuously evaluate provider reimbursements to maintain a strong network.

How are you prioritizing which areas to serve first, and what metrics do you use to identify needs?

Tennessee has 95 counties, and we have identified approximately 15 as dental deserts, where either these areas are lacking dentists entirely or have only one or two practitioners nearing retirement age. These regions are critical because companies considering relocation often evaluate local healthcare access. If Tennessee cannot assure adequate dental and medical services, it hinders economic development efforts. State officials are collaborating closely with us to address these gaps, ensuring Tennessee remains an attractive place for businesses and residents alike.

How do community partnerships like those with the Girl Scouts, the Nashville Sounds, and cityCURRENT help Delta Dental drive impact beyond benefits delivery? 

Delta Dental greatly values its partnerships. As a not-for-profit organization, Delta Dental operates as a 501(c)(4) welfare benefit corporation. Established 60 years ago, we reinvest any remaining funds at the end of the year back into the community. In 2024 alone, over $4 million was reinvested through various partnerships.

As you mentioned, one notable collaboration that we have is with the Girl Scouts, where Delta Dental created a patch program to educate young girls about oral healthcare. The goal is to inspire future dentists and address the dental desert issue. Another impactful initiative is the Kids Dental Day partnership with the Nashville Sounds, which began four years ago. Through this program, children from organizations like the Boys and Girls Club receive free oral health checkups, cleanings, and essential supplies. In 2024, over 250 children were served, and the program continues to grow. Beyond financial contributions, Delta Dental employees actively participate, completing over 500 hours of community service last year. Additionally, Delta Dental collaborates with cityCURRENT, Meharry Medical College School of Dentistry students, Samaritan’s Feet, Kroger, and Dunkin Donuts to provide shoes, meals, and school supplies. Currently, there are seven partners involved, with plans to expand in 2026. 

What are the biggest challenges facing Tennessee’s safety-net dental clinics, and how is Delta Dental supporting those organizations through philanthropy or policy efforts?

Access remains a significant challenge, as many individuals are unaware of charitable clinics. In 2015, Delta Dental recognized this need and established the Smile180 Foundation, a 501(c)(3) organization. The foundation supports children’s hospitals, provides funding for oral health education like scholarships at the University of Tennessee Health Science Center College of Dentistry and the Meharry dental school, and assists approximately 30 charitable clinics across Tennessee.

These clinics serve underserved and uninsured populations, forming the backbone of the dental safety net. Tennessee has a population of 7 million, with 2 million enrolled in TennCare, the state’s Medicaid program. Until two years ago, adults on TennCare had no dental coverage unless they were intellectually disabled, leaving emergency rooms as their only option for dental care. Delta Dental stepped in to modernize equipment and supplies at these clinics, but the need persists. While dentists volunteer their time, outdated resources hinder their efforts. The Smile180 Foundation aims to address this gap; however, broader collaboration is necessary. Delta Dental strives to engage more partners in this mission.

What are Delta Dental’s top strategic priorities for the next three to five years, and how are you positioning the organization to meet future demand? 

Delta Dental remains committed to its core focus: dental benefits. With an anticipated population growth of 1 million people in Tennessee over the next 15 to 20 years, the organization aims to expand its market presence. While ancillary products like vision coverage are offered based on customer demand, dental services remain the priority. Efforts will concentrate on enhancing digital platforms, improving member experience, and refining customer service. Unlike competitors primarily focused on medical insurance, Delta Dental dedicates nearly all of its resources to dental care. This hyper-focus ensures continuous innovation and excellence in service delivery over the next three to five years.