Vice President, Dental National Accounts Strategy & Business Development (Existing Business) - Remote - Cigna

Cigna Healthcare•Connecticut Work at Home, CT

1d•Remote

About The Position

This role is responsible for driving industry-leading Dental Products, Networks and Pricing by leveraging insights into customer needs and the competitive landscape. The position involves developing and implementing sales strategies for existing business upsell, retention, and conversions, with a focus on consultants serving Fortune 1000 employers. The Vice President will create an annual business plan for existing business, manage relationships with National Account Executives (NAEs), and act as a liaison between the NAEs and the Dental Organization to report progress, identify gaps, and ensure attainment of growth and retention goals. This role requires a deep understanding of the National Account existing business and relationships with Existing Business Leads (EBLs). The position also involves making decisions on the proper use of limited resources, particularly in RFP responses, network recruitment, and management.

Requirements

Bachelor’s degree required.
Minimum of 5 years of experience in the employee benefits industry.
Proven ability to develop strong customer/producer relationships.
Understands the needs and expectations and can develop an aggressive strategy that will increase revenue, profitability and persistency while providing the services and solutions to expand market presence.
Enterprise thinker with proven ability to influence across a matrix environment.
Ability to develop relationships across all levels of the organization, as well as externally.
Ability to interpret and use data and analytics to develop tactical case level strategies, as well as strategic market & producer strategies.
Demonstrated ability to influence others and utilize resources to accomplish tasks.
Strong communication, interpersonal and presentation skills.
Comfortable dealing with and managing an ever changing, highly competitive industry/ environment; communicates optimism and confidence in the future.
Requires knowledge of healthcare/managed care business; to include many or all of the following: Self-administered medical, dental and pharmacy product knowledge, underwriting, risk and financial analysis skills, data analysis and presentation, marketing processes, sales practices, account management and knowledge of administrative operations.
Strong persuasion skills and effective communicator; possesses excellent relationship-building skills both internally and externally.
Internet connection must be obtained through a cable broadband or fiber optic internet service provider with speeds of at least 10Mbps download/5Mbps upload.

Nice To Haves

Advanced degree desirable.
Preferably working with Fortune 1000 employers in Ancillary Sales and/or Consulting.
Consultant experience a plus.

Responsibilities

Develop and implement short and long-term sales strategies for existing business upsell, retention and DPPO to DHMO conversions.
Annually develop an existing business risk and opportunities business plan, working with the Existing Business Lead's (EBL's), providing a clear path to the attainment and retention of profitable cases/membership growth.
Maintain a deep understanding of the National Account existing business book of business and relationships with the EB National Account Executive's (NAE).
Operate as the liaison between the National NAE's and the Dental Organization, reporting progress against plan, identifying gaps, and directing action to avoid future shortfalls.
Make determinations as to proper use of limited resources, particularly in area of RFP responses, network recruitment, and management.
Meet or exceed existing business growth and retention goals.
Maintain visibility among consultants throughout the year; demonstrate a strong understanding of their perspective and their needs; actively promote the Dental Value Proposition.
Target specific consulting firms for dental only strategy and educational opportunities.
Work in conjunction with aligned Cigna Healthcare National Account Executive Team to maximize the volume of Dental opportunities generated by the consultant community; suggest alternative strategies as deemed necessary.
Build collaborative partnerships by actively participating in local market management discussions (e.g., growth calls, local strategy development meetings, etc.).
Understand competitive and market-level dynamics and implications; independently recognize those that must be brought back to Dental Senior Management Team.
Maintain a tight connection between the Cigna Dental Organization and the aligned Cigna Healthcare National Sales Team; promulgate the Value Proposition, emerging competitive information, and any other new information which helps to drive sales and reinforces partnership.
Provide dental updates and training to Cigna Healthcare EBLs, consultants and clients.
Through superior coaching skills, aggressively and proactively promote new dental products and features (i.e. OHIP enhancements, tiered DPPO networks, DHMO, etc.).
Provide ongoing coaching to the Cigna Healthcare NAE Team on Dental product positioning and techniques on how to sell against top market competitors.
Create strong partnership with key internal functional areas (e.g. Underwriting, Pricing, Networks, Service Operations), for the specific purpose of driving growth and retention.
Offer an executive presence on behalf of Dental organization, for key client finalist meetings.