Existing Business Development Lead, Evernorth Payer Solutions - Hybrid
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%
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.
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 need a reasonable accommodation to complete the online application process, please email [email protected] for assistance. Please note that this email inbox is dedicated to accommodation requests only and cannot provide application updates or accept resumes.
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.
Qualified applicants with criminal histories will be considered for employment in a manner consistent with all federal, state and local ordinances.