Sales Senior Advisor - Evernorth Health Services - Remote

Job Summary

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 and methods 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