The Cigna-HealthSpring (CHS) Regional Sales Leader will be responsible for the creation, execution and oversight of the field and local partner sales and distribution strategy. She/he works closely with matrix partners to strengthen and drive Cigna's overall value proposition that achieves improved client and customer retention, improved competitive positioning and increased membership and earnings growth while maintaining a strong brand reputation in the marketplace.
The way in which consumers are purchasing and the way in which the marketplace is distributing product are constantly changing.This position will be focused on leveraging this dynamic to grow our individual seniors business.The Cigna-HealthSpring Regional Sales Leader is ultimately responsible for building the necessary strategy and capabilities to execute a successful customer acquisition plan through key growth channels (field sales, local partner development) across all defined geographies. The individual will work collaboratively across multiple functional areas to align resources and effort around the achievement of plan. Success for this individual is defined as anticipating and building capabilities within established time lines and achieving plan sales goals through expanding existing partnerships and negotiating new partnerships.
Achievements are largely dependent on successfully partnering with multiple internal and external constituents inclusive of all segment partners, distribution partners and matrix partners (market P&L, product, marketing, pricing and operations). This is accomplished by building and maintaining strong peer relationships, demonstrating superior capabilities in executive leadership, driving strategy development and execution, strong influencing and negotiation skills, business owner mindset and the ability to successfully lead in an ambiguous and changing market. A highly motivated sales leader who also has strong business/industry acumen, allowing her/him to be a potential successor to current Growth Officer.
DUTIES AND RESPONSIBILITIES
Plays a critical role across the Enterprise in establishing national distribution strategies on behalf of CHS
Sets the vision and strategy for his/her regional sales results and sales efficiency (in alignment with the overall business strategy) with input from the segment leadership team.
Monitors business performance and external market activity and adjusts strategy accordingly.
Supports the development and delivery of membership and financial projections and goals for the local sales channel, including field sales and local partner distribution, in partnership with business leaders.
Provides results-driven leadership and management to ensure sales/distribution activities and decisions are aligned to the strategy.
Creates an environment that leverages analytics, technology, best practices, innovation and talent, along with corporate-wide resources, to benefit the business line.
Provides leadership oversight of all day-to-day channel sales activities and pertinent operations, such as lead management.
Provides clear decision-making on issues affecting the local sales channel. Supports cross-functional decision-making and takes ownership to drive channel business results.
Identifies opportunities to grow the business (such as product diversification, channel segmentation and retention) and works through the sales leadership team to execute.
Oversees capacity planning and seasonal hiring, in partnership with sales leadership.
Develops strong relationships with market and sales leadership, marketing, product, and service partners, and influences sales and retention strategies.
Supports the development of the culture of CHS sales to enable the segment to grow and address the transition happening in the marketplace. Focuses on change management and driving new ways of thinking about our go-to-market approach, where needed.
Researches, analyzes and monitors industry activity, demographic trends and consumer insights to capitalize on market opportunities.
Builds, motivates and cultivates a high-performance team. Develops direct reports and provide opportunities to stretch skills, ultimate creating clear career paths and a succession plan
Fosters a success-oriented, accountable culture in the team that brings intellectual curiosity, questions “business as usual” practices and creates awareness of where a different approach/solutions from traditional channel management is required.
Monitors the effectiveness of training/development programs for the local sales channel; leads efforts to provide education to the segment relative to local sales.
Drives effective change leadership practices to provide the proper amount of support to our teams while leading them through the evolution of our business strategy.
Leverages sales integrity and compliance teams as partners to drive growth in a compliant business
In-depth knowledge and understanding of Medicare Advantage and across the Medicare product spectrum (Medicare Supplement, PDP)
Experience in developing and delivery of sales and marketing strategies
Preferred – Experience leading and scaling field sales and local partner development channels
Preferred – Experience delivering distribution partner value & service excellence
Preferred – Outstanding track record of business wins
Excellent written and verbal communication skills
Excellent analytical & problem solving skills
Demonstrated ability to self-motivate, work in teams, and be flexible within a fast-paced and changing environment.
Proven track record of success working collaboratively with cross-functional teams to develop and implement marketing strategies.
Ability to travel 25% to 50%, regionally and nationally.
Qualified applicants will be considered without regard to race, color, age, disability, sex, childbirth (including pregnancy) 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.