Managing Director, Sales - Health Plans & Public Sectors

Cigna Group•Bloomfield, CT

16h•Remote

About The Position

The primary function of this role is to provide strategic oversight of ESI’s Health Plans and Public Sector new sales division. Leadership of this team includes the development and execution of strategies and/or tactics in the following areas: Territory Planning, Pre-RFP Prospecting and Relationship Development, Proposal Development, Pricing Development, Presentation Development and Delivery (finalist or other), Negotiations, Closing and Contracting and Incentive Compensation. Success will be measured by achievement of sales targets in the following areas: New adjusted scripts (ARxs), new lives, and/or Revenue, as well as profitability. Scope (e.g., Specific metrics this role will be responsible for): Driving growth and profitability for health plan and public sector account segment. Manages profit, revenue and gross margin for new prospects. Developing strategic work plan goals to include, but not limited to, identify and prospect strategy in the middle market segment, win new middle market clients, and grow gross margin, ARxs, and other organic growth opportunities. Identify short- and long-term sales goals and develop a corresponding strategic plan to achieve them. Assess capabilities and/or partnerships required to win in the market. Manage a team of Sales Directors. Provide career development opportunities, work direction, evaluate performance and provide feedback to promote employee growth and retention. Coaching to and holding the team accountable for using the Challenger Selling approach, as well as important sales processes such as use of company CRM…SFDC. Work collaboratively with relevant business departments to price products/services, and inform the development of new products/services and effectively market the business. Identify gaps and lead special projects and task forces focused on improving operational effectiveness and implementing best practices within the division. Ensure teams have the necessary tools and resources to deliver exceptional service.

Requirements

Bachelor's degree required (BS Pharmacy preferred).
Result-focused executor with discipline, drive, and accountability.
Inspirational, compelling leader capable of communicating vision and commanding respect.
Experience in prospecting new opportunities.
Experience with client negotiations required.
Experience in attracting top talent, building and developing effective teams.
Ability to travel up to 50%.
Strong strategy development, communication, and execution skills.
Strong business and financial acumen.
Client-centric / customer-focused.
Ability to build strong relationships with senior members of client organizations.
Ability to build and manage strong internal teams.
Demonstrated ability to negotiate cross-functionally to drive client issues to resolution.
Ability to manage work strategically, effectively anticipating/planning for client impact of internal and external influencers.
Internet connection must be obtained through a cable broadband or fiber optic internet service provider with speeds of at least 10Mbps download/5Mbps upload if working from home.

Nice To Haves

MBA preferred.

Responsibilities

Provide strategic oversight of ESI’s Health Plans and Public Sector new sales division.
Develop and execute strategies and/or tactics in Territory Planning, Pre-RFP Prospecting and Relationship Development, Proposal Development, Pricing Development, Presentation Development and Delivery, Negotiations, Closing and Contracting and Incentive Compensation.
Drive growth and profitability for health plan and public sector account segment.
Manage profit, revenue and gross margin for new prospects.
Develop strategic work plan goals including identifying and prospecting strategy in the middle market segment, winning new middle market clients, and growing gross margin, ARxs, and other organic growth opportunities.
Identify short- and long-term sales goals and develop a corresponding strategic plan to achieve them.
Assess capabilities and/or partnerships required to win in the market.
Manage a team of Sales Directors, providing career development, work direction, performance evaluation, and feedback.
Coach the team on the Challenger Selling approach and important sales processes like CRM usage (SFDC).
Collaborate with relevant business departments to price products/services, inform new product/service development, and market the business.
Identify gaps and lead special projects and task forces focused on improving operational effectiveness and implementing best practices within the division.
Ensure teams have the necessary tools and resources to deliver exceptional service.