The Cigna Group

Compensation

Full Description

The job profile for this position is Sales (IC) Senior Advisor, which is a Band 4 Senior Contributor Career Track Role. Excited to grow your career? We value our talented employees, and whenever possible strive to help one of our associates grow professionally before recruiting new talent to our open positions. If you think the open position you see is right for you, we encourage you to apply! Our people make all the difference in our success. Position Summary: Review and prospect the Addressable Market new sale Opportunities, work with the National Sales Team's (NST) on both integrated and standalone dental sales. Subject matter expert for consultants, RFP and Cigna Dental offering improvements. Meet with consultants and clients to meet the growth targets. Market Strategy Responsibilities Use insight into customer needs, local competitive landscape and independent judgment to work with the Dental Organization to drive industry leading Dental Products, Networks and Pricing. Work in conjunction with aligned Cigna Healthcare National Sales Team; develop and implement short and long-term sales strategies new client acquisition; focus on consultants that serve as subject matter experts within their firms. Annually develop an individual business plan, providing a clear path to the attainment of profitable membership growth; Maintain an ongoing list of prospective clients with individual business development steps for acquisition to include proactive outreach. Operate as the liaison between the National Sales Team and the Dental Organization, reporting progress against plan, identifying gaps, and directing action to avoid future shortfalls Make determinations as to proper use of limited resources, particularly in area of RFP responses, network recruitment, and management Sales Key Responsibilities Meet or exceed new business goals; Maintain visibility among consultants throughout the year; demonstrate a strong understanding of their perspective and their needs; actively promote the Dental Value Proposition; Target specific consulting firms for dental only strategy and educational opportunities. Work in conjunction with aligned Cigna Healthcare National Sales Team to maximize the volume of Dental new business opportunities generated by the consultant community; suggest alternative strategies as deemed necessary Build collaborative partnerships by actively participating in local market management discussions (e.g., growth calls, local strategy development meetings, etc.); Understand competitive and market-level dynamics and implications; independently recognize those that must be brought back to Dental Senior Management Team Training/Coaching Key Responsibilities Maintain a tight connection between the Cigna Dental Organization and the aligned Cigna Healthcare National Sales Team; promulgate the Value Proposition, emerging competitive information, and any other new information which helps to drive sales and reinforces partnership; Provide dental updates and training to Cigna Healthcare sales partners, consultants and prospective clients; Through superior coaching skills, aggressively and proactively promote new dental products and features (i.e. OHIP enhancements, tiered DPPO networks, DHMO, etc.) Provide ongoing coaching to the CIGNA Healthcare National Sales Team on Dental product positioning and techniques on how to sell against top market competitors. Create strong partnership with key internal functional areas (e.g. Underwriting, Pricing, Networks, Service Operations), for the specific purpose of driving growth; Offer an executive presence on behalf of Dental organization, for key client finalist meetings Qualifications Bachelor’s degree or equivalent experience required; advanced degree desirable. Seasoned, respected leader with 5+ years of experience in the employee benefits industry, preferably working with Fortune 1000 employers in Ancillary Sales and/or Consulting, Consultant experience a plus. Proven ability to develop strong customer/producer relationships. Understands the needs and expectations and can develop an aggressive strategy that will increase revenue, profitability and persistency while providing the services and solutions to expand market presence. Enterprise thinker with proven ability to influence across a matrix environment. Ability to develop relationships across all levels of the organization, as well as externally. Ability to interpret and use data and analytics to develop tactical case level strategies, as well as strategic market & producer strategies. Demonstrated ability to influence others and utilize resources to accomplish tasks. Strong communication, interpersonal and presentation skills. Comfortable dealing with and managing an ever changing, highly competitive industry/ environment; communicates optimism and confidence in the future. Requires knowledge of healthcare/managed care business; to include many or all of the following: Self-administered medical, dental and pharmacy product knowledge, underwriting, risk and financial analysis skills, data analysis and presentation, marketing processes, sales practices, account management and knowledge of administrative operations. Strong persuasion skills and effective communicator; possesses excellent relationship-building skills both internally and externally. Travel expectation is up to 50%. If you will be working at home occasionally or permanently, the internet connection must be obtained through a cable broadband or fiber optic internet service provider with speeds of at least 10Mbps download/5Mbps upload. This role is also anticipated to be eligible to participate in an incentive compensation plan. We want you to be healthy, balanced, and feel secure. That’s why you’ll enjoy a comprehensive range of benefits, with a focus on supporting your whole health. Starting on day one of your employment, you’ll be offered several health-related benefits including medical, vision, dental, and well-being and behavioral health programs. We also offer 401(k) with company match, company paid life insurance, tuition reimbursement, a minimum of 18 days of paid time off per year and paid holidays. For more details on our employee benefits programs, visit Life at Cigna. Qualified applicants will be considered without regard to race, color, age, disability, sex, childbirth (including pregnancy) or related medical conditions including but not limited to lactation, sexual orientation, gender identity or expression, veteran or military status, religion, national origin, ancestry, marital or familial status, genetic information, status with regard to public assistance, citizenship status or any other characteristic protected by applicable equal employment opportunity laws. Please note that you must meet our posting guidelines to be eligible for consideration. Policy can be reviewed at this link. Qualified applicants with criminal histories will be considered for employment in a manner consistent with all federal, state and local ordinances.