Evernorth Payer Solutions (EPS) is a wholesaler of various Evernorth solutions to health benefits "payers" including primarily Third Party Administrators (TPAs), as well as business process outsourcers (BPOs). Products offered include medical network, medical management, LifeSOURCE transplant network, pharmacy, Out-of-Network Savings Program, dental, Cost Containment, payment integrity solutions and many other commercial employer focused products. The segment's business proposition is to expand Cigna/Evernorth's reach to clients/customers that fall outside of Cigna/Evernorth's traditional U.S. business segments.
The Existing Business Development Lead (EBD) owns a portfolio of existing TPAs, Healthplans and other related healthcare administration relationships. The EBD works closely with their clients to prepare market strategies, pursues large account opportunities, roll out new products and initiatives, keep their clients abreast of trends and work on contractual negotiations. The EBD also works closely with the Cigna payer solutions operations team, local market teams, brokers and consultants as well as the Payer Solutions Retention Specialist and broader Evernorth and ESI team members.
We are looking for individuals who can help us continue to drive YoY double-digit sales growth and broad product penetration, has a passion for building and maintaining relationships, developing winning strategies and maintaining a portfolio of clients. The individual should have a self-motivated spirit and collaborative style, can respect process, and has the ability to thrive in an entrepreneurial and evolving landscape.
Client Relationship Growth and Retention- Own and drive growth in a portfolio of 12+ client relationships that requires professional and productive interaction with external and internal senior management
- Work with the market and internal resources (Payer Solutions and Cigna Direct) to identify possible opportunities for vetting
- Drive membership and revenue growth across products by developing comprehensive business plans and strategies with clients, negotiate contracts, work with implementation resources and other team members
- Negotiate and execute contracts in B-to-B environment
- Market knowledge - know landscape/drivers and local market activities
- Partner with new TPAs and New Business Development Lead during first year to ensure successful implantation and growth noted in the comprehensive business plan
Product Knowledge- Have thorough knowledge of Payer Solutions products and services (including value propositions and competitive advantages), as well as broader Cigna and Evernorth offerings
- Drive product education with strategic partners and product connection (including BRQ)
Matrix Partnership- Active engagement with team of peers and matrix partners, including sales effectiveness, presale analysts, legal, product, Existing Business Development Leads, Local Market Leadership, Operations and Implementation, etc..
- Keep matrix partners informed of key payer strategies, incentives and exceptions
Tools- Follow process and guidelines, referencing the Sales Playbook
- Actively use Salesforce.com as a day-to-day tool to track opportunity status
- Refer to the Sales Tool Box on CKit and Business Development Team Site on Sharepoint for relevant guidelines and documents
Qualifications- Bachelor's degree
- 5+ years sales experience required; in health insurance industry preferred
- Ability to work in a fast-paced entrepreneurial environment
- Ability to learn new and existing product value propositions and effectively communicate to client
- Ability to identify risks and issues and mitigate and/or escalate as needed
- Strong experience negotiating contracts, influencing others and conducting business-to-business connections
- Experience delivering formal presentations, including complex finalist material
- Skilled communicator (open and effective; both written and verbal; to a variety of audiences, including Client, leadership and matrix partners)
- Financial acumen including ability to leverage an apply financial and insurance underwriting concepts
- Strong team player; able to thrive in a matrix environment; experience collaborating with multiple matrix partners
- Self-motivated, driven
- Attention to detail
- Strong organizational skills
- Experience with Salesforce.com a plus
- Easy access to an airport and ability to travel 20%-30%
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.
At The Cigna Group, 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), company paid life insurance, tuition reimbursement, a minimum of 18 days of paid time off per year, paid holidays, and leaves of absence. For more details on our employee benefits programs, click here.
