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The Dental Sales Operations Manager (DSOM) will act as a key liaison between Dental Sales Management and the Dental Sales Professionals, ensuring that they are in a position to effectively grow and manage their respective books of business, while also focusing on the development and execution of growth strategies. This individual’s efforts play a significant role in sustaining and accelerating Dental customer and earnings growth. In addition to his/her ongoing engagement with the Cigna Healthcare Sales Dental Sales Professionals, the DSOM will work with various Dental functional areas in order to improve our competitive positioning. Importantly, the DSOM also works in conjunction with the Dental Senior Leadership Team to oversee both shorter-term growth and profit initiatives, and also longer-term strategic planning. Key areas of responsibility are as follows:
Training and Management Process Key Responsibilities
Lead the Dental Sales Management Process including coordination of monthly meetings with the DSMs and organization of annual/semi-annual training initiatives.
Maintain a new hire sales professional training program tailored to the specific needs of the DSM;
Supplement DSM efforts to educate Cigna Healthcare sales teams on topics such as Dental Industry Developments, Dental Value Proposition, Dental Refresher Training sessions, Learning Blasts and Lunch and Learn sessions;
Work with the DSMs to tailor market-specific programs, including Continuing Dental Education Programs for the distributions teams and for brokers;
Coordinate Broker outreach programs with a goal of maintaining visibility among brokers/consultants throughout the year; demonstrate a strong understanding of Market perspectives and local needs;
Growth Strategy Key Responsibilities
Interact regularly with market based Dental Sales Managers (DSMs), gathering information intended to assess barriers for growth, including product and/or administrative obstacles, network gaps, underwriting or pricing concerns, competitive challenges, etc. Aggregate and disseminate best practices to Sales teams nationally;
Coordinate Dental Growth Forums with local market teams and the Dental Leadership team.
Lead “go to market” messaging; team with Marketing and Product Solutions to ensure that external sales and marketing materials are refreshed timely and include key messaging on Cigna's positioning and differentiation.
Actively participate in efforts to expand into new and emerging distribution channels and buying groups (i.e. voluntary, CGI/Dental, student, seniors, etc.);
Dental Initiatives Key Responsibilities
Work with the Dental Senior Leadership team as it shapes the direction of the Dental business;
Provide insight and analysis for growth assumptions; opportunities for improvement and potential investments;
As the business expert, participate in the development and roll-out of business initiatives, provide external market perspective;
Work with Dental Senior Leadership Team to support the tracking, execution and implementation of product launches; short and long-term business initiatives; understand and communicate risks and opportunities to those various projects to drive accountability and expectations;
Sales Effectiveness Responsibilities
Maintain a comprehensive and evolving knowledge of the delivery of Dental product suite; liaison with each functional areas to assess operational obstacles; manage policy and process changes where necessary and appropriate;
Focus on certain key areas requiring in-depth attention and knowledge, including proposal process, new business implementation, etc.
Continually collaborate with Underwriting, Pricing, Network Contracting, Clinical, Service, Product and Marketing to improve the competitiveness of the Dental product suite;
Act as client and customer proponent, on internal committee assignments which drive oversight of projects that have external impact
Bachelors Degree required, Masters Degree a plus.
10+ years experience in Dental benefits. Managed dental sales experience is strongly preferred.
Strong influence skills with an ability to work in a complex and highly matrixed environment.
Excellent communication/customer service skills.
History of interacting with clients, brokers and consultants
Excellent interpersonal, communication skills, including presentation and writing skills.
Prior Cigna experience a plus
Knowledge of dental marketplace required
Qualified applicants will be considered without regard to race, color, age, disability, sex (including pregnancy), childbirth 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 an accommodation based on your physical or mental disability please email: SeeYourself@cigna.com. Do not email SeeYourself@cigna.com for an update on your application or to provide your resume as you will not receive a response.