The primary function of this role is to provide strategic oversight of ESIs Key Account new sales division. Key Accounts are mid-sized prospective employers (up to 360k ARxs) acquired either directly or through our coalition partners. Leadership of this team includes the development and execution of strategies and/or tactics in the following areas: Territory Planning, Pre-RFP Prospecting and Relationship Development, Proposal Development, Pricing Development, Presentation Development and Delivery (finalist or other), Negotiations, Closing and Contracting and Incentive Compensation. Success will be measured by achievement of sales targets in the following areas: New adjusted scripts (ARxs) and/or Revenue, as well as profitability.
Scope (e.g., Specific metrics this role will be responsible for):
Driving growth and profitability for the key account segment.
Manages profit, revenue and gross margin for new prospects. Developing strategic work plan goals to include, but not limited to, identify and prospect strategy in the middle market segment, win new middle market clients, and grow gross margin, Arx's, and other organic growth opportunities.
Identify short- and long-term sales goals and develop a corresponding strategic plan to achieve them. Assess capabilities and/or partnerships required to win in the market.
Manage a team of middle market Sales Directors, as well as Directors focused exclusively on our clinical differentiation. Provide career development opportunities, work direction, evaluate performance and provide feedback to promote employee growth and retention.
Coaching to and holding the team accountable for using the Challenger Selling approach, as well as important sales processes such as use of company CRM...SFDC.
Work collaboratively with relevant business departments to price products/services, inform the development of new products/services and effectively market the business.
Identify gaps and lead special projects & task forces focused on improving operational effectiveness and implementing best practices within the division.
Ensure teams have the necessary tools and resources to deliver exceptional service
MINIMUM QUALIFICATIONS TO ENTER THE JOB:
Education/Certification (required/desired):
Bachelor's degree required (BS Pharmacy preferred); MBA preferred
A result-focused executor, who brings discipline, drive, and accountability to ensure delivery on plans for capturing market share.
An inspirational, compelling leader who is capable of communicating the vision to external and internal constituents; and commanding the respect and enthusiasm.
Experience in prospecting new opportunities.
Experience with client negotiations required.
Experience in attracting top talent, building and developing effective teams.
The following competencies/behaviors will be expected for incumbents in this position:
Strong in strategy development, communication and execution
Strong business and financial acumen
Client centric / customer focused
Ability to build strong relationships with senior members of client organization
Ability to build and manage strong internal teams
Demonstrate the ability to negotiate cross functionally to drive client issues to resolution
Ability to manage work strategically, effectively anticipating/planning for client impact of internal and external influencers.
Open to considering candidates in locations outside what is listed on job posting.
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.
For this position, we anticipate offering an annual salary of 212,900 - 354,800 USD / yearly, depending on relevant factors, including experience and geographic location.
This role is also anticipated to be eligible to participate in an annual bonus and long term incentive 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 (https://jobs.cigna.com/us/en/life-careers) .
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.
Cigna 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.