Sales Director - Commercial Accounts

The Cigna Group•St. Louis, MO

3d•Remote

About The Position

The primary function of the Sales Director is to lead new business development and pursuit strategy for National Accounts within an assigned territory. This role is engaged across the full pursuit lifecycle, from qualified opportunity development, early prospect engagement, and opportunity shaping through proposal strategy, finalist presentations, negotiations, contracting, and implementation handoff. The Sales Director will serve as a consultative advisor to prospects, strategic stakeholders, executive sponsors, consultants, and internal partners by leveraging healthcare, market, client, and competitive expertise to influence opportunities before formal procurement begins. Success will be measured by achievement of sales targets, growth of a robust future pipeline, advancement of strategic opportunities, executive engagement, long-term relationship development, Net New Lives, and other plan objectives assigned to the Sales Director.

Requirements

Detailed knowledge and expertise of assigned territory dynamics, market influencers, brokers, consultants, employee benefits self-insurance marketplace, healthcare landscape, and PBM industry
12+ years relevant experience
Demonstrated consultative selling capability, including ability to engage senior-level prospects, executive sponsors, strategic stakeholders, consultants, and internal leaders as a trusted advisor
Adept at identifying prospects, shaping qualified opportunities, developing key relationships, and advancing strategic opportunities before formal procurement begins
Proven ability to generate a high level of sales while also building future pipeline, advancing strategic opportunities, and supporting long-term relationship growth
Exceptional verbal and written communication, executive presence, influence, and presentation skills
Ability to lead and orchestrate cross-functional teams across clinical, product, finance, operations, implementation, marketing, consultant relations, legal, executive leadership, and other enterprise partners to gain alignment and move initiatives forward
Strong ability to apply market intelligence, competitive insights, client/prospect feedback, and sales data to shape strategy and identify growth opportunities
Strong PC skills with experience using Microsoft Office, email, internet, and sales tracking software
Leadership skills, team orientation, proactive management style, and strong commitment to sales and client service
Organizational and prioritization skills
Ability to travel

Nice To Haves

Bachelor’s Degree preferred

Responsibilities

Leads the full pursuit lifecycle for qualified new business opportunities within an assigned territory, including early engagement, opportunity shaping, pursuit strategy, proposal development, finalist presentations, negotiations, closing, contracting, and implementation handoff.
Develops and executes territory-specific sales strategies and tactical plans that advance strategic opportunities, build future pipeline, and support achievement of annual sales, Net New Lives, and plan objectives.
Engages prospects before formal procurement begins to identify business needs, influence buying criteria, shape the opportunity, and position the organization as a differentiated healthcare and PBM partner.
Builds and expands relationships with consultant partners, prospects, strategic stakeholders, executive sponsors, and other decision makers to deepen market presence, improve win probability, and support long-term growth.
Serves as a trusted advisor by applying deep healthcare, market, client, and competitive expertise to understand prospect priorities, recommend solutions, and guide consultative sales conversations.
Orchestrates cross-functional pursuit teams across the enterprise, aligning clinical, product, finance, operations, implementation, marketing, consultant relations, legal, executive leadership, and other partners around a unified pursuit strategy.
Leverages market intelligence, competitive insights, consultant feedback, and client/prospect input to shape sales strategy, refine messaging, identify future growth opportunities, and share actionable insights with sales leadership, matrix partners, Account Management, and other internal stakeholders.
Solves unique and complex business challenges associated with large, complex employer groups and PBM prospects, with solutions that have broad and significant impact on the business.
Organizes, directs, and influences project teams to achieve pursuit milestones, contracting objectives, implementation readiness, and broader new sales divisional goals.