Vice President of Existing Business & Growth, National Accounts - Hybrid - Cigna Healthcare - The Cigna Group
Bloomfield, CT
About the Job
This person will be supporting the Northeast market which includes: ME, MA, RI, VT, NH, CT, PA, NY and NJ. _Please note: This hybrid role will require the incumbent candidate to come into the local Cigna office 3 days per week._
Role Summary:
The Vice President of Existing Business and Growth will be responsible for the execution of a local market client retention and growth strategy for our National Accounts Buyer Group consistent with Cigna Healthcare's overall value proposition that achieves improved client and customer retention, improved competitive positioning, 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 Growth Leader for National Accounts and works closely with the local U3000 market leadership in markets they are responsible for. This position must have demonstrated superior capabilities in leadership, driver of existing business retention and growth 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 National Account Executive organizational performance
+ Manages the development and execution of the market strategy to achieve the retention and growth plan
+ Achieves retention/membership growth and persistency goals
+ Ensures Client specific development plans are created and executed on by the NAEs that report to them
+ Works with NAEs and Directors of Account Management staff to ensure an integrated approach to account development strategies and proactive service strategy
+ Works with NAEs 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
+ Collaborates and supports the NA and US Employer new business sales efforts in their markets.
+ 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 retention and growth 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
+ Achieves/exceeds earnings plan
+ Completes all reporting requirements on time
+ Ensures the use of, and accurate and timely completion, SalesForce.com (SFDC)
+ Monitor critical metrics/dashboards to identify operational strengths, weaknesses and opportunities for improvement
+ 50% travel in-market for external client visits/forums/advisory boards & internal leadership/training meetings; travel schedule ebbs & flows with annual sales cycle
Role Competencies
+ Managing Vision and Purpose – Communicates a compelling and inspired vision or sense of core purpose; Can inspire and motivate entire units or organizations; is Optimistic; Creates mileposts and symbols to rally support behind the vision
+ Strategic Agility – Is able to come up with the next great breakthrough things to do; is creative, a visionary, and can manage innovation; is an effective strategist full of ideas and possibilities; sees multiple futures; has broad interests and knowledge; can both create and bring exciting ideas to market; comfortable speculating about alternative futures without all of the data
+ Influential Leadership – Is skilled at getting individuals, teams, and an entire organization to perform at a higher level and to embrace change; negotiates skillfully to achieve a fair outcome or promote a common cause; communicates a compelling vision and is committed to what needs to be done; inspires others; builds motivated, high-performing teams; understands what motivates different people
+ Customer Centricity – Listens closely with empathy to the needs and experiences of customers and clients; responds to concerns with a sense of urgency; designs solutions with the end-user in mind
+ Operational Execution – Identifies the necessary actions and initiatives to effectively execute on the local market strategy
+ Matrix Leadership – Has a strong network; convenes and orchestrates stakeholders; effectively influences others through collaboration; and has the flexibility to lead from the “front” and “back” of the room
+ Professional Savvy – Can maneuver through complex political situations effectively and quietly; is sensitive to how people and organizations function; anticipates where the land mines are and plans his/her approach accordingly; views corporate politics as a necessary part of organizational life and works to adjust to that reality
+ Innovation – Supports bringing creative ideas to the market; invests time and resources to evolve products; rewards successful unique solutions
+ Business Acumen - Knows how businesses work; knowledgeable in current and possible future policies, practices, trends, technology, and information affecting his/her business and organization; deep knowledge of existing and emerging competition; is aware of how strategies and tactics work in the marketplace
+ Assessing Talent – Ensures leaders recognize the development of internal talent is a priority; identifies succession candidates for key positions; shapes roles and assignments that leverage and develop people’s capabilities
+ Change Leadership – Builds an agile organization that is able and willing to adapt to changing requirements; clearly communicates the need, rationale and impact of the change; can see opportunities for synergy and integration where others can’t; knows how to organize people and activities
+ Motivating Others – Creates a climate in which people want to do their best; can motivate many kinds of direct reports and team or project members; can assess each person's hot button and use it to get the best out of him/her; pushes tasks and decisions down; empowers others; invites input from each person and shares ownership and visibility; makes each individual feel his/her work is important; is someone people like working for and with.
Qualifications:
+ Bachelor's Degree or equivalent work experience
+ 8+ years of industry related experience; minimum of 5 years of sales and account management experience required
+ Sales management experience preferred, including recruitment, selection and development of new sales representatives
+ Excellent knowledge of sales and management process to be responsible for developing and executing account penetration strategies with NAES and in partnership with NA New Business Sales 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.
About Cigna Healthcare
Cigna Healthcare, a division of The Cigna Group, is an advocate for better health through every stage of life. We guide our customers through the health care system, empowering them with the information and insight they need to make the best choices for improving their health and vitality. 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._
Role Summary:
The Vice President of Existing Business and Growth will be responsible for the execution of a local market client retention and growth strategy for our National Accounts Buyer Group consistent with Cigna Healthcare's overall value proposition that achieves improved client and customer retention, improved competitive positioning, 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 Growth Leader for National Accounts and works closely with the local U3000 market leadership in markets they are responsible for. This position must have demonstrated superior capabilities in leadership, driver of existing business retention and growth 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 National Account Executive organizational performance
+ Manages the development and execution of the market strategy to achieve the retention and growth plan
+ Achieves retention/membership growth and persistency goals
+ Ensures Client specific development plans are created and executed on by the NAEs that report to them
+ Works with NAEs and Directors of Account Management staff to ensure an integrated approach to account development strategies and proactive service strategy
+ Works with NAEs 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
+ Collaborates and supports the NA and US Employer new business sales efforts in their markets.
+ 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 retention and growth 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
+ Achieves/exceeds earnings plan
+ Completes all reporting requirements on time
+ Ensures the use of, and accurate and timely completion, SalesForce.com (SFDC)
+ Monitor critical metrics/dashboards to identify operational strengths, weaknesses and opportunities for improvement
+ 50% travel in-market for external client visits/forums/advisory boards & internal leadership/training meetings; travel schedule ebbs & flows with annual sales cycle
Role Competencies
+ Managing Vision and Purpose – Communicates a compelling and inspired vision or sense of core purpose; Can inspire and motivate entire units or organizations; is Optimistic; Creates mileposts and symbols to rally support behind the vision
+ Strategic Agility – Is able to come up with the next great breakthrough things to do; is creative, a visionary, and can manage innovation; is an effective strategist full of ideas and possibilities; sees multiple futures; has broad interests and knowledge; can both create and bring exciting ideas to market; comfortable speculating about alternative futures without all of the data
+ Influential Leadership – Is skilled at getting individuals, teams, and an entire organization to perform at a higher level and to embrace change; negotiates skillfully to achieve a fair outcome or promote a common cause; communicates a compelling vision and is committed to what needs to be done; inspires others; builds motivated, high-performing teams; understands what motivates different people
+ Customer Centricity – Listens closely with empathy to the needs and experiences of customers and clients; responds to concerns with a sense of urgency; designs solutions with the end-user in mind
+ Operational Execution – Identifies the necessary actions and initiatives to effectively execute on the local market strategy
+ Matrix Leadership – Has a strong network; convenes and orchestrates stakeholders; effectively influences others through collaboration; and has the flexibility to lead from the “front” and “back” of the room
+ Professional Savvy – Can maneuver through complex political situations effectively and quietly; is sensitive to how people and organizations function; anticipates where the land mines are and plans his/her approach accordingly; views corporate politics as a necessary part of organizational life and works to adjust to that reality
+ Innovation – Supports bringing creative ideas to the market; invests time and resources to evolve products; rewards successful unique solutions
+ Business Acumen - Knows how businesses work; knowledgeable in current and possible future policies, practices, trends, technology, and information affecting his/her business and organization; deep knowledge of existing and emerging competition; is aware of how strategies and tactics work in the marketplace
+ Assessing Talent – Ensures leaders recognize the development of internal talent is a priority; identifies succession candidates for key positions; shapes roles and assignments that leverage and develop people’s capabilities
+ Change Leadership – Builds an agile organization that is able and willing to adapt to changing requirements; clearly communicates the need, rationale and impact of the change; can see opportunities for synergy and integration where others can’t; knows how to organize people and activities
+ Motivating Others – Creates a climate in which people want to do their best; can motivate many kinds of direct reports and team or project members; can assess each person's hot button and use it to get the best out of him/her; pushes tasks and decisions down; empowers others; invites input from each person and shares ownership and visibility; makes each individual feel his/her work is important; is someone people like working for and with.
Qualifications:
+ Bachelor's Degree or equivalent work experience
+ 8+ years of industry related experience; minimum of 5 years of sales and account management experience required
+ Sales management experience preferred, including recruitment, selection and development of new sales representatives
+ Excellent knowledge of sales and management process to be responsible for developing and executing account penetration strategies with NAES and in partnership with NA New Business Sales 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.
About Cigna Healthcare
Cigna Healthcare, a division of The Cigna Group, is an advocate for better health through every stage of life. We guide our customers through the health care system, empowering them with the information and insight they need to make the best choices for improving their health and vitality. 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._
Source : The Cigna Group
