Health Plans Sales Executive - Evernorth Behavioral Health (Sales)

This position supports primary sales and servicing accountability across the Evernorth Behavioral Health portfolio, including cultivating new business for Evernorth Care Solutions. The Evernorth Behavioral Health Sales Executive will help clients choose the solution(s) that best suit them, as well as their Members. This position requires broad knowledge of our Evernorth Solutions, as well as an understanding of the market landscape, to develop client specific strategies across the product suite to address client 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 Behavioral Health Sales Executive will:

• Collaborate cross-functionally with Sr. Sales Directors and other operational and matrix partners that will be responsible for the success of the strategies put in place by the business unit and enterprise

• Make recommendations about future growth prospects, identify a competitively advantaged value proposition and work cross functionally to operationalize

• Focus on new sales 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 implementing a client/market penetration strategy and leading sales execution
• Understand buyer segment characteristics and understand buyer's business
• Contribute to sales team goal attainment and growth through lead generation, product penetration and other sales achievements of a cross-segment sales team
• Be responsible for executing on the global strategy and growth road map
• With support from Senior Sales leadership, 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 Accredo Specialty Pharmacy, Care Coordination, eviCore Medical Benefit Management, Express Scripts PBM, and Cigna Payer Solutions teams and related solutions to maximize value to the client/prospect
• Present to Clients on behavioral solutions to meet their needs
• Win business
• Work with our matrix partners to build strong presentations
• Collaborate with Business Development and Marketing

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 andmethods 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.
• Participate in regular team meetings and training for account team regions or CSTs to stay integrated with new sales processes and education

Critical Competencies

• Financial Acumen
• Collaboration
• Client Advocacy
• Ability to Influence
• Instills Trust
• Communicates Effectively
• Resourcefulness
• Relationship Building
• Resiliency
• Domain knowledge of Behavioral Health

Position Success Criteria

• Establishing self as trusted subject matter expert to business unit account/sales team and be relied upon for partnership to expand our business relationship over time.
• Expanding our business footprint from other business units with new products and services in a material and profitable manner.
• Meeting or exceeding annual growth and profitability targets.
• Increasing our account retention position and long-term partnership when account puts business out for competition.
• Gaining agreement to be a reference account to future pursuits to gain market credibility.
• Relationships in the commercial and/or health plan market

Qualifications

• Bachelor's degree strongly preferred. Masters ideal.
• Must have 5+ years of sales experience selling to commercial lines of business, either health plans or employer groups.
• Proven success in a sales role within the health, wellness, employee benefits space
• Experience in a broad variety of healthcare service offerings
• Demonstrate ability to develop overall big picture strategy, sequence and execute on the tactical initiatives to advance the selling strategy
• Ability to influence Senior level leadership within and outside of the Evernorth organization; must work well cross functionally
• Drives alignment across multiple levels and teams through collaboration.
• Ability to quickly build credibility and trust.
• Ability to influence and negotiate tough decisions.
• Excellent verbal and written communication skills
• Ability to work under pressure and execute on deadlines, handling multiple opportunities with different priorities and deadlines.
• Broad understanding of Evernorth business capabilities, profit levers and cost drivers
• Ability to communicate complex issues concisely.
• Demonstrate the initiative and experience to proactively identify issues, plan work and meet goals on schedule.
• Strong interpersonal communication (verbal and written) and organizational skills.
• Thought leadership; Client Advocacy; Self-motivated; entrepreneurial spirit.
• Comfortable working in a fast-paced dynamic environment.
• Ability to thrive within a start-up environment where roles are continuously evolving to meet the business needs.
• Excellent and effective communication and customer service skills, (i.e., presentation and written, listening, phone) with internal and external individuals in various functional areas and at all levels of management.
• Strong organizational skills, planning and strategic thinking.
• Ability to plan for and integrate multiple tasks concurrently as well as work independently with minimal direction.
• Must be willing to travel 25% (about 1 week per month).

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.

For this position, we anticipate offering an annual salary of 113,300 - 188,800 USD / yearly, depending on relevant factors, including experience and geographic location.

This role is also anticipated to be eligible to participate in an annual bonus plan.

We want you to be healthy, balanced, and feel secure. That's why 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) with company match, company paid life insurance, tuition reimbursement, a minimum of 18 days of paid time off per year and paid holidays. For more details on our employee benefits programs, visit Life at Cigna Group .

About Evernorth Health Services

Evernorth Health Services, a division of The Cigna Group, creates pharmacy, care and benefit solutions to improve health and increase vitality. We relentlessly innovate to make the prediction, prevention and treatment of illness and disease more accessible to millions of people. Join us in driving growth and improving lives.

Qualified applicants will be considered without regard to race, color, age, disability, sex, childbirth (including pregnancy) or related medical conditions including but not limited to lactation, sexual orientation, gender identity or expression, veteran or military status, religion, national origin, ancestry, marital or familial status, genetic information, status with regard to public assistance, citizenship status or any other characteristic protected by applicable equal employment opportunity laws.

If you require reasonable accommodation in completing the online application process, please email: SeeYourself@cigna.com for support. Do not email SeeYourself@cigna.com for an update on your application or to provide your resume as you will not receive a response.

The Cigna Group has a tobacco-free policy and reserves the right not to hire tobacco/nicotine users in states where that is legally permissible. Candidates in such states who use tobacco/nicotine will not be considered for employment unless they enter a qualifying smoking cessation program prior to the start of their employment. These states include: Alabama, Alaska, Arizona, Arkansas, Delaware, Florida, Georgia, Hawaii, Idaho, Iowa, Kansas, Maryland, Massachusetts, Michigan, Nebraska, Ohio, Pennsylvania, Texas, Utah, Vermont, and Washington State.