The primary function of the Evernorth Sales Lead will be to drive the sales efforts for Evernorth new business opportunities by marketing Evernorth's suite of services and solution(s) to health plans. This position requires broad knowledge of our Evernorth Solutions such as medical management solutions, network and clinical solutions, as well as an understanding of client benefit and health care needs. It requires the ability to cultivate and leverage channel relationships to overcome barriers, and work closely with product owners and innovators to effectuate client decisions.
In addition, the Evernorth Sales Lead will:
Collaborate cross-functionally with product Chief Growth Officers, Product SME's and other critical partners across the Evernorth business segments driving growth across all product lines
Make recommendations about future growth prospects, identify a competitively advantaged value proposition and work cross functionally to operationalize
Focus on new health plan sales opportunities and partner with Sales Directors/AEs/NAEs/AMs from the beginning of prospect pursuit, through RFP, and ultimately finalist to define and carry through a cohesive, winning sales strategy
Be charged with developing a client/market penetration strategy and leading sales execution
Understand buyer segment characteristics and understand buyer's business
Responsible for ensuring sales goal attainment and growth through lead generation, product penetration and other sales achievements of a cross-segment sales team
Watch success factors including, but not limited to, the measurement and achievement of sales targets in the following areas: new business, attainment of sales revenue goals, gross margin attainment and other profitability goals
Ensure goals, objectives and program deployment are incorporated into work process and business plans monitoring towards achievement for the group within the established company profit objectives in support of growth goals
Be responsible for executing on the global strategy and growth road map
Serve as Executive sponsor with client decision-makers from the C-Suite and executive healthcare leaders to assess their needs and provide relevant products and services to solve their issues
Develop strong C-suite, SVP, Vice President and HR Benefits relationships across targeted clients including CEO, CFO, and other top medical and pharmacy leaders.
Collaborate internally across all Evernorth business lines, including Care Coordination, eviCore Medical Benefit Management, Express Scripts PBM, and Cigna Payer Solutions teams and related solutions to maximize value to the client/prospect
Essential Functions
Understand the market landscape and demonstrate ability to build appropriate client specific strategies
Develop and execute deal specific selling strategies
Develop and create the buyer engagement plan, enabling acceleration of the client's buying journey.
Demonstrate an effective understanding of competitive action in the assigned territory and works to develop a plan to address problem areas.
Develop broad expertise in Evernorth solutions to support client and channel partner questions in the sales process andmethods to overcome barriers
Responsible for meeting sales revenue, gross margin and other goals as defined
Accountable for annual sales planning, development of sales strategy and new sales targets within assigned segments and territory
Identify top prospecting opportunities
Manage revenue and margin targets
Partner with pricing teams to deliver competitive offerings at the right price to market to achieve goals
Communicate directly with prospects, brokers, consultants and coalitions.
Play a significant role in the communication with prospects/brokers/consultants/coalitions.
Answer external questions.
Develops and implements customer and strategic programs to ensure achievement of sales targets. This includes increased market penetration within existing accounts, revenue and profitability goals, strategic renewals and product and other upsell targets are met. Executes tactics outlined in work and account profile and pipeline plans for new business, organic growth, retention strategies, proposal response and pricing content development.
Facilitates contract execution for sold products
Participate in regular team meetings and training for account team regions or CSTs to stay integrated with new sales processes and education
Qualifications
Bachelor's degree or equivalent experience
Proven success in a complex sales role within the health, wellness, employee benefits space
Experience in a broad variety of healthcare service offerings
Demonstrate ability to develop overall big picture strategy, sequence and execute on the tactical initiatives to advance the selling strategy
Ability to influence Senior level leadership within and outside of the Evernorth organization; must work well cross functionally
Drives alignment across multiple levels and teams through collaboration
Ability to quickly build credibility and trust
Ability to influence and negotiate tough decisions
Excellent verbal and written communication skills
Ability to work under pressure and execute on deadlines, handling multiple opportunities with different priorities and deadlines
Broad understanding of ESI business capabilities, profit levers and cost drivers
Ability to communicate complex issues concisely
Proven track record of building trust from ground zero, synthesizing account goals into product/service offerings, and selling our solutions for the mutual benefit of the account and Health Services and Payer Solutions.
Demonstrate the initiative and experience to proactively identify issues, plan work and meet goals on schedule.
Experience in successfully aligning teams in complex, matrixed organizations to actively manage relationships and mitigate individual economic concerns.
Strong interpersonal communication (verbal and written) and organizational skills.
Thought leadership; Client Advocacy; Self-motivated; entrepreneurial spirit.
Comfortable working in a fast-paced dynamic environment.
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.
About Evernorth Health Services
Evernorth Health Services, a division of The Cigna Group, creates pharmacy, care and benefit solutions to improve health and increase vitality. We relentlessly innovate to make the prediction, prevention and treatment of illness and disease more accessible to millions of people. Join us in driving growth and improving lives.
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.
If you require reasonable accommodation in completing the online application process, please email: SeeYourself@cigna.com for support. Do not email SeeYourself@cigna.com for an update on your application or to provide your resume as you will not receive a response.
The Cigna Group has a tobacco-free policy and reserves the right not to hire tobacco/nicotine users in states where that is legally permissible. Candidates in such states who use tobacco/nicotine will not be considered for employment unless they enter a qualifying smoking cessation program prior to the start of their employment. These states include: Alabama, Alaska, Arizona, Arkansas, Delaware, Florida, Georgia, Hawaii, Idaho, Iowa, Kansas, Maryland, Massachusetts, Michigan, Nebraska, Ohio, Pennsylvania, Texas, Utah, Vermont, and Washington State.
Qualified applicants with criminal histories will be considered for employment in a manner consistent with all federal, state and local ordinances.
