8+ years of industry-related experience; minimum of 5 years of sales experience required
Sales management experience preferred, including recruitment and selection of new sales representatives
Excellent knowledge of the sales management process
Excellent negotiation and influencing skills, including public speaking and presentation skills
Proven ability to lead a sales team and develop staff
Demonstrated leadership skills to support strong sales growth
Comfortable managing a competitive and changing industry environment
Responsibilities
Accountable for sales organizational performance
Coaches individuals in professional development
Builds and executes individual development action plans
Develops market-specific sales plans
Maintains strong customer/broker intelligence and competitive analysis
Manages execution of market strategy to achieve sales goals
Develops tactical plans to meet organizational objectives
Benefits
Involvement in a senior leadership team
Opportunity to lead in a fast-paced, evolving market
Access to state-of-the-art consultative solutions
Focus on personal and team development through coaching
Multidisciplinary engagement with various market strategies
Full Job Description
Role Summary:
The New Business Sales Manager will be responsible for the execution of a local market sales strategy for our Under 500 Buyer Group consistent with Cigna's overall value proposition that achieves improved client and customer retention, improved competitive positioning and increased membership and earnings growth while maintaining a strong brand reputation in the market. This role will lead a team in the delivery of state of the art consultative solutions that address client and customer issues around health and wellness, productivity and security. Reports directly to the Market President and is a member of the local senior leadership team in the market.
This position must have demonstrated superior capabilities in leadership, driver of business and sales plan execution, strong influencing and negotiation skills, distribution management and an ability to successfully lead in an ambiguous and changing market.
Responsibilities:
Full accountability for sales organizational performance
Coaches individuals in professional development
Works with staff to build and execute individual development action plans
Coaches team in their individual development needs. Oversees and provides input to the development of market specific sales plan
Provides input to the development and execution of local marketing strategies
Develops and maintains strong intelligence capability through customer/broker contact and formal competitive analysis
Manages the development and execution of the market strategy to achieve sales plan
Achieves sales/membership growth and persistency goals
Achieve/exceed earnings plan
Ensures account specific development plans promote profitable growth and a truly integrated Cigna product portfolio
Works with Client Management and Client Strategy staff to ensure an integrated approach to account development strategies and proactive service strategy
Works with Client Managers to manage the renewal and presentation process for assigned customers
Develop and execute tactical plans to achieve organizational objectives
Ensures completion of all strategic planning; holds systematic meeting schedules with staff, producer and customers
Completes all reporting requirements on time
Monitor critical metrics/dashboards to identify operational strengths, weaknesses and opportunities for improvement
Qualifications:
Bachelor's Degree or equivalent work experience
8+ years of industry related experience; minimum of 5 years of sales experience required
Sales management experience preferred, including recruitment, selection and development of new sales representatives
Excellent knowledge of sales management process to be responsible for developing and executing account penetration strategy with Sales and Account Management teams
Excellent negotiation and influencing skills, including public speaking and presentation skills
Proven ability to lead a sales team and develop staff
Demonstrated leadership skills required to support a strong sales growth result
Enjoys working hard and looks for challenges; able to act and react as necessary, even if limited information is available; not afraid to take charge of a situation; can overcome resistance to leadership and take unpopular stands when necessary
Comfortable dealing with and managing an ever-changing, highly competitive industry/ environment; communicates optimism and confidence in the future
Proven experience building a competitive sales force and leading a multidisciplinary team of professionals
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.
