The Government & Education (G&E) Advisor is responsible for taking actions that result in public sector membership growth & success. This role will serve as a key partner to local market sales teams to develop and evolve the government and education sales and retention strategy within specific aligned market areas. As a subject matter in the public sector, this role requires significant external relationship building. This role will report to the G&E Senior Advisor with a dotted line to the applicable Market Growth Leader(s) to which they are aligned.
Duties & Responsibilities
- Activates our public sector sales distribution strategy within aligned markets.
- Builds and maintains the necessary partnerships and relationships to grow and retain our public sector business within specific market alignments.
- Contributes to pipeline/prospect development in conjunction with the local market sales leadership – with keen focus on targeting prospects that are viable candidates to win.
- Reports/advises on pipeline development and activities that are advancing the sales process – with a focus on conveying key needs of the segment to support the sales process.
- Engagement with segment underwriting, legal, and product leadership where appropriate.
- Consistent engagement with RFP Proposal Response Team to ensure superior RFP product.
- Involvement with market strategic planning/business development meetings within specific market alignments.
- Serve as a liaison between local market leadership and G&E leadership to help inform and balance the priorities and focus of the local market and the segment.
- Maintains a deep understanding of the unique government dynamics and competitive landscape of each geographic market and applicable changes.
- Builds the long-term pipeline within specific market alignments in pursuit of:
- New medical and dental public sector accounts >3,000 employees.
- First time medical adds to assigned large/existing dental only accounts > 3,000 ees.
- Retention of assigned large existing accounts > 3,000 employees out to bid
- Articulate the value proposition of Cigna healthcare to current & prospective public sector clients.
- Point of contact for all matters related to procurement with new and existing customers.
- Engagement with broker/consultants as needed (pre/post RFP) in partnership with local market sales leadership. Development of diverse supplier relationships where applicable.
- All direct to client pre-RFP work that will influence Cigna's position and understanding of government and education prospects, including but not limited to:
- Meetings with HR, Finance, and Senior Management officials.
- Engagement with union employee leadership.
- Meetings with influential elected officials; meetings with influential community partners if appropriate; development of minority vendor strategies if appropriate; engagement and management of local lobbyists/advisors as appropriate.
- Development and management of local association relationships; engagement with targeted regional and/or national association relationship important to the public sector.
- Management of Freedom of Information requests. Important to maintain coordinated pre-RFP strategy with local market sales leadership.
- Targeted sales and retention engagement with any other government prospect as necessary
Qualifications
- 6+ years of sales experience, account management, and/or business development experience, health care or insurance industry preferred. This experience should include many or all of the following: product knowledge, underwriting, risk and financial analysis skills, marketing processes, sales practices, account management and knowledge of administrative operations.
- Exposure to and/or understanding of local government procurement and/or elected official relationship dynamics is preferred.
- Bachelor’s degree or equivalent related work experience.
- Health and life insurance license required.
- Experience selling to local governments and/or school districts is preferred.
- Proven ability to influence, with strong communications and a proven ability to establish and build relationships.
- Demonstrated ability to develop strong matrix partner relationships.
- Strong customer focus.
- Strong ability to collaborate, with a track record of delivering results that lead to success.
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.
