Vice President, Dental National Accounts Strategy & Business Development (Existing Business) - Remote - Cigna

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 Account Executive Team; develop and implement short and long-term sales strategies for existing business upsell, retention and DPPO to DHMO conversions. Focus on consultants that serve as subject matter experts within their firms.

• Annually develop an existing business risk and opportunities business plan, working with the Existing Business Lead's (EBL), providing a clear path to the attainment and retention of profitable cases/membership growth;

• Maintain a deep understanding of the National Account existing business book of business and relationships with the EB National Account Executive's (NAE).

• Operate as the liaison between the National NAE's 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 existing business growth and retention 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 Account Executive Team to maximize the volume of Dental 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

• 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 EBLs, consultants and 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 NAE 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 and retention

• Offer an executive presence on behalf of Dental organization, for key client finalist meetings

Qualifications

• Bachelor’s degree required; advanced degree desirable.

• Seasoned, respected leader with a minimum of 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 administr