Existing Business Development Lead, Evernorth Payer Solutions - Hybrid

Cigna Health and Life Insurance Company; Missouri; On-site; USD 90,000 - 130,000; Full time

Benefits offered by this job

Health benefits

401(k) plan

Life insurance

Tuition reimbursement

Paid time off

Job summary

The Cigna Group seeks an Existing Business Development Lead to own a portfolio of 12+ TPAs and health plans, driving market strategies, pursuing opportunities and negotiating contracts to grow memberships and revenue across payer products.

You will collaborate with Payer Solutions, Local Market Leadership and matrix partners, using Salesforce to track opportunities and deliver compelling presentations to senior clients.

A bachelor’s degree and 5+ years in health insurance sales are required.

Qualifications

• Bachelor’s degree with 5+ years in sales, healthcare industry preferred.
• Ability to negotiate contracts and build B2B relationships.
• Experience presenting complex finalist materials.
• Strong written and verbal communication across audiences.
• Financial acumen including insurance underwriting concepts.
• Self-motivated and able to thrive in a matrix environment.
• Willingness to travel 20–30% and access to an airport.

Responsibilities

• Own and grow a portfolio of 12+ client relationships with executive interactions.
• Develop market strategies with TPAs, Healthplans and brokers.
• Negotiate contracts and drive revenue growth with clients.
• Collaborate with market, payer solutions, and operations teams.
• Maintain knowledge of Payer Solutions products and services
• Leverage Salesforce.com to track opportunity status
• Follow guidelines in Sales Playbook

Skills

Sales experience

Contract negotiations

B2B experience

Presentation skills

Communication

Travel readiness

Team collaboration

Education

Bachelor’s degree

Tools

Salesforce.com

Job description

About Evernorth Payer Solutions (EPS)

Evernorth Payer Solutions (EPS) is a wholesaler of various Evernorth solutions to health benefits “payers” including primarily Third Party Administrators (TPAs), as well as business process outsourcers (BPOs). Products offered include medical network, medical management, LifeSOURCE transplant network, pharmacy, Out-of-Network Savings Program, dental, Cost Containment, payment integrity solutions and many other commercial employer focused products. The segment’s business proposition is to expand Cigna/Evernorth’s reach to clients/customers that fall outside of Cigna/Evernorth’s traditional U.S. business segments.

Role Overview

The Existing Business Development Lead (EBD) owns a portfolio of existing TPAs, Healthplans and other related healthcare administration relationships. The EBD works closely with their clients to prepare market strategies, pursues large account opportunities, roll out new products and initiatives, keep their clients abreast of trends and work on contractual negotiations. The EBD also works closely with the Cigna payer solutions operations team, local market teams, brokers and consultants as well as the Payer Solutions Retention Specialist and broader Evernorth and ESI team members. We are looking for individuals who can help us continue to drive YoY double-digit sales growth and broad product penetration, has a passion for building and maintaining relationships, developing winning strategies and maintaining a portfolio of clients. The individual should have a self-motivated spirit and collaborative style, can respect process, and has the ability to thrive in an entrepreneurial and evolving landscape.

Client Relationship Growth and Retention

Own and drive growth in a portfolio of 12+ client relationships that requires professional and productive interaction with external and internal senior management

Work with the market and internal resources (Payer Solutions and Cigna Direct) to identify possible opportunities for vetting

Drive membership and revenue growth across products by developing comprehensive business plans and strategies with clients, negotiate contracts, work with implementation resources and other team members

Negotiate and execute contracts in B-to-B environment

Market knowledge – know landscape/drivers and local market activities

Partner with new TPAs and New Business Development Lead during first year to ensure successful implantation and growth noted in the comprehensive business plan

Product Knowledge

Have thorough knowledge of Payer Solutions products and services (including value propositions and competitive advantages), as well as broader Cigna and Evernorth offerings

Matrix Partnership

Active engagement with team of peers and matrix partners, including sales effectiveness, presale analysts, legal, product, Existing Business Development Leads, Local Market Leadership, Operations and Implementation, etc.. Keep matrix partners informed of key payer strategies, incentives and exceptions

Tools

Follow process and guidelines, referencing the Sales Playbook

Actively use Salesforce.com as a day-to-day tool to track opportunity status

Refer to the Sales Tool Box on CKit and Business Development Team Site on Sharepoint for relevant guidelines and documents

Qualifications

Bachelor’s degree 5+ years sales experience required; in health insurance industry preferred

Ability to work in a fast-paced entrepreneurial environment

Ability to learn new and existing product value propositions and effectively communicate to client

Ability to identify risks and issues and mitigate and/or escape as needed

Strong experience negotiating contracts, influencing others and conducting business-to-business connections

Experience delivering formal presentations, including complex finalist material

Skilled communicator (open and effective; both written and verbal; to a variety of audiences, including Client, leadership and matrix partners)

Financial acumen including ability to leverage an apply financial and insurance underwriting concepts

Strong team player; able to thrive in a matrix environment; experience collaborating with multiple matrix partners

Self-motivated, driven Attention to detail Strong organizational skills

Experience with Salesforce.com a plus Easy access to an airport and ability to travel 20%-30%

Mandatory Wireless Requirement

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. This role is also anticipated to be eligible to participate in an incentive compensation plan.

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, paid holidays, and leaves of absence.

About Evernorth Health Services

Evernorth Health Services, a division of The Cigna Group, creates pharmacy, care and benefit solutions to improve health and increase vitality. We relentlessly innovate to make the prediction, prevention and treatment of illness and disease more accessible to millions of people. Join us in driving growth and improving lives.

Equal Opportunity

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.

Accommodations

If you need a reasonable accommodation to complete the online application process, please email [e-mail] for assistance. Please note that this email inbox is dedicated to accommodation requests only and cannot provide application updates or accept resumes.

Policy

The Cigna Group has a tobacco-free policy and reserves the right not to hire tobacco/nicotine users in states where that is legally permissible. Candidates in such states who use tobacco/nicotine will not be considered for employment unless they enter a qualifying smoking cessation program prior to the start of their employment. These states include: Alabama, Alaska, Arizona, Arkansas, Delaware, Florida, Georgia, Hawaii, Idaho, Iowa, Kansas, Maryland, Massachusetts, Michigan, Nebraska, Ohio, Pennsylvania, Texas, Utah, Vermont, and Washington State.

Qualified applicants with criminal histories will be considered for employment in a manner consistent with all federal, state and local ordinances.

Doing something meaningful starts with a simple decision, a commitment to changing lives. At The Cigna Group, we’re dedicated to improving the health and vitality of those we serve. Through our divisions Cigna Healthcare and Evernorth Health Services, we are committed to enhancing the lives of our clients, customers and patients. Join us in driving growth and improving lives.

For more details on our employee benefits programs, click here.