Managing Director, Sales - Health Plans & Public Sectors

The Cigna Group • Bloomfield, CT

23h

About The Position

The job profile for this position is Sales (Non-IC) Managing Director, which is a Band 6 Management Career Track Role.
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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); MBA preferred.
• A result-focused executor, who brings discipline, drive, and accountability to ensure delivery on plans for capturing market share.
• An inspirational, compelling leader who is capable of communicating the vision to external and internal constituents; and commanding the respect and enthusiasm.
• 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 in strategy development, communication and execution.
• Strong business and financial acumen.
• Client centric / customer focused.
• Ability to build strong relationships with senior members of client organization.
• Ability to build and manage strong internal teams.
• Demonstrate the 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.
• 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.

Responsibilities

• 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.
• 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.

Benefits

• 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 and paid holidays.

What This Job Offers

• Job Type: Full-time
• Career Level: Director