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New Business Consultant – Cigna Healthcare – Hybrid
Role Summary
Performs a broad range of sales operations functions for the new business sales process and will serve as a liaison between assigned New Business Managers and internal partners. This role will have external facing responsibilities and is accountable to be a trusted resource for the end-to-end Sales process from prospective clients (Request for Proposals – RFP) to sold business. Key functions include working closely with presale, underwriting and brokers to ensure documents, information and tasks are moving through the sales process timely with the highest degree of accuracy. This role requires a demonstrated ability to work independently, under tight time constraints while prioritizing workload, demonstrating sound judgment and build relationships internally and externally.
- Key resource aligned to designated new business managers and their block of brokers, clients and internal matrix partners for the sales operations functions from Request for Proposal (RFP) to post sale implementation and client effective date.
- Responsible to coordinate and process end- to -end new business sold transactions and document package across all product lines, programs and compliance legislations and mandates as assigned to include “In Good Order” status for successful implementation
- Demonstrate professional interaction with internal and external partners, proactively obtain missing/incomplete information and ensures the key transactions are moving through the process timely and accurately with attention to detail and follow ups
- Partner with presale, Underwriting, Product, Health Engagement, Compliance, Service Operations (1st 30 days of new install) and Commission team as needed
- Communicate information regarding the renewal experience to include downstream risks and notifications for confirmed and pending renewing clients.
- Maintain tracking and reporting of status and deliverables associated with assigned book of business
- Supports creation of Finalist Presentation materials with New Business Manager
- Perform work within standard operating procedures related to the new business process ensuring compliance and timeliness in alignment with quality and service delivery expectations
- Utilize multiple web-based knowledge resources to review benefits for Federal Regulation and State Mandate compliance, as well as Cigna product standards
- SFDC audits/updates based on opportunity received
- Participate in projects related to new business services and other product/process related initiatives.
Qualifications:
- Bachelor/Associate’s degree in a related field preferred or at least one year of related experience.
- Previous sales operations, presale or benefit service experience preferred
- Prior experience working with matrix partners and external customers is preferred
- Strong attention to detail and demonstrated experience in delivering high quality work
- Excellent communication, organization and presentation skills
- Knowledge of systems such as Excel, Word, Outlook, SFDC applications.
- Strong attention to detail, analytical and problem solving skills
- Demonstrated ability to work in a fast paced environment
- General knowledge of insurance products, procedures and systems for the sales operations/sales support functional area is desired
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.
General Manager & Market Growth Leader- Select and Middle Markets – Cigna Healthcare
BACKGROUND:
Our mission is to improve the health, well-being and peace of mind of those we serve. We do that by making health care affordable, predictable and simple. In an effort to deliver the differentiated value needed to compete in the marketplace, our evolved growth framework—Drive to 2025—will bring our mission and strategy to life and position our company for the next era of growth. The key pillars to achieve our goals will be:
Grow: we will grow our existing businesses by delivering differentiated value for the customer and clients we serve today.
Expand: we will broaden our reach to impact more lives beyond our current footprint by entering new businesses, geographies and buyer groups.
Strengthen: we will continue to invest in our future by enhancing key enterprise capabilities that accelerate efficiency, decision-making and innovation.
How we win in the marketplace will be by retaining, deepening and adding client and customer relationships all the while growing the value of new and existing distribution channels through segment expansion, capability development, broker engagement and successful execution of sales and retention strategies.
OVERVIEW:
Reporting to the Vice President, Regional Growth Leader, this role will function as a key member of the sales leadership team and be responsible for driving a profitable market focused growth strategy and implementing effective management processes across both new and existing sales channels within the Northern California Market Region, U3000 Segment. In alignment with UW market leadership, the GM & Market Growth leader will be committed to direct top and bottom line growth and portfolio management at a market-level, specifically focused on new and existing business growth and retention within the 25-3000 buyer group. This leader will be regarded as the ‘face of Cigna’ to clients and producers in the local market and will oversee new and existing business sales teams in the overall delivery and execution of the market growth strategy. This role will collaborate with key segment and matrix partners to drive top and bottom-line growth, including the advancement of market goals for customer growth, account retention and rate execution.
Achievements are and will be largely dependent on successful partnership with multiple internal and external partners inclusive of legislators, public and private employer groups, hospitals, physicians, institutions, affinity partners, as well as brokers, producers and consulting firms.
RESPONSIBILITIES:
– Provides management oversight of all day-to-day sales distribution activities within the market and responsible for implementing and executing effective management processes across both new and existing business sales channels that drive market-focused growth; must have working experience and employ a collaborative leadership approach across multiple functions inclusive of distribution, contracting, underwriting and pricing, marketing, product, service and clinical.
– In partnership with the Regional Growth Leader, develops and executes a local market growth strategy and business plan that services both the Enterprise and U3000 Segment overall growth and earning plan goals; maximizes the local market value proposition through partnership across all segment leaders and aligned matrix partners; drives plan results that maximize profitability, membership growth, account retention as well as increased market share.
– Be an established and visible leader in the market, balancing distribution and civic obligations, with priority focus and commitment towards achieving top and bottom line growth (i.e., “hitting the metrics”).
– Represents Cigna in the community; develops and maintains strong external relationships with consulting houses, key customer accounts, health care professionals / delivery systems and civic organizations; has the ability to effectively handle media and/or public relations inquiries, as needed.
– Builds collaborative relationships across the Enterprise to achieve corporate, financial and market objectives while providing the very best in products and customer service; maintains strong external relationships with key broker and consulting firms in addition to key clients and producers across other market to ensure maximum value creation is achieved across and within the buyer group.
– Ensures market level management processes and best practices are in place and being followed by sales management in order to drive accountability and results across all new and existing business teams in order to meet and exceed market plan, membership and earnings goals.
– Partners with UW market leadership to ensure ongoing plan alignment on: identifying critical underwriting and risk management levers that deliver ideal P&L for the market and region; understanding new risk dimensions that can impact market P&L performance; and incorporating a process that balances risk taking with effective decision-making to maximize profitability.
– Committed to hiring and developing a diverse and highly skill sales team across the market that is reflective of Cigna’s client base as well as local communities in which we do business. Responsible for building and maintaining a high-performing culture of accountability and sales results.
REQUIRED SKILLS:
– Minimum of a Bachelor’s degree in business, healthcare, or related field equivalent experience. Master’s and/or MBA degree preferred, but not required.
– Minimum 8+ years in a strategic and leadership role in a service, sales, healthcare, health plan and/or broker/consulting environment; 7+ years leading and managing sales team(s) at a buyer group and/or market level.
– Broad knowledge, expertise and proficiency in all aspects of sales distribution, health care, external broker and customer / client relationship management.
– Ability to be an influential business leader who can impact and garner support from matrix partners across the Enterprise.
– Strong and proven leadership skills including a demonstrated ability to manage required actions in support of delivering on a vision/mission, communicating its purpose, and helping drive outcomes/results.
– Adaptable, flexible and able to lead the organization through transformation; proven track record of delivering results that are high quality, profitable and sustainable.
– Ability to effectively collaborate across the organization with other business units and influence actions/support through critical matrix and business partners.
– Strong presentation and facilitation skills with internal and external clients and customers; develop strong working relationships with others, and maintaining them over time.
– Strong leadership, sponsorship and mentoring talents, identifying the developmental needs of others and coaching to improve their knowledge or skills.
– Ability to travel 50%+ (or as needed), both regionally and nationally as required.
Sales Director, Pharmacy Benefit Management – Cigna Healthcare – Remote
Provides expert pharmacy content/professional leadership on complex Sales assignments/projects. Primary responsibility includes working in conjunction with internal sales and client managers to develop and execute strategy to sell integrated programs in the 0500 Segment. Develops and implements sales strategies to achieve sales objectives. Exercises considerable creativity, foresight, and judgment in conceiving, planning, and delivering initiatives. Uses deep professional knowledge and acumen to advise functional leaders on the value pharmacy brings to the integrated model. Focuses on providing thought leadership to support integrated sales and additionally works on broader projects, which require understanding of wider business. Recognized internally as a subject matter expert.
This role is eligible for sales incentive compensation (IC).
Job Responsibilities
- Meets or exceeds annual territory sales goal as measured by new integrated and carve in customers by working with the Cigna Healthcare Sales channel partners
- Demonstrates strong understanding and the ability communicate effectively the use of Cigna value prop in sales
- Provides consultative subject matter expert information when promoting Cigna pharmacy
- Meets or exceeds monthly, quarterly, annual sales meeting requirements which will demonstrate strong execution of sales processes
- Identifies and develops an in-depth understanding of each sales prospect’s needs, goals, objectives, their buying and organizational influences and decision-making processes
- Records and manages all sales activities in SharePoint sites
- Creates and presents territory specific internal strategy documents
- Leads Pharmacy related internal and external sales meetings
- Owns the request-for-proposal (RFP) analysis and management to ensure best practices
- Represents Cigna Pharmacy Management at finalist meetings and in the market
- Remains current on PBM industry trends and competitive knowledge
- Maintains positive working relationships with internal Cigna departments and their team members
- Identification with client managers on identifying and pursuing vetted medical only clients to move to an integrated program
- Partner with brokers, TPA, employer groups, benefit consultants, and state and federal government with plan benefits.
- Holds monthly strategic meetings with client managers on pharmacy best practices
- Work with implementation team to insure a smooth transition
Qualifications
- Bachelor’s degree preferred
- 2 plus years in the PBM sector including product and pricing
- Must be located in NY/NJ area
- Sales or direct client management experience
- Strong strategic and analytical skills
- Well-developed relationship management
- Excellent presentation skills to sell their value/competency both internally and externally
- Strong work ethic and a competitive spirit with the determination to push hard on winnable opportunities
- Ability to develop productive relationship with both internal stakeholders and key producers
- Internally motivated to be successful
For this position we anticipate offering an annual salary of $97,500 – $162,500 depending on relevant factors, including experience and geographic location.
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.
Hospital/Physician/Ancillary Contract Negotiator –
– Cigna Healthcare
The Hospital/Physician/Ancillary Contract Negotiator serves as an integral member of the Provider Contracting Team and reports to the AVP, Provider Contracting. This role assists in developing the strategic direction and management of the day to day contracting and network management activities for a local given territory.
DUTIES AND RESPONSIBILITIES
- Manages complex contracting and negotiations for fee for service and value-based reimbursements with hospitals and other providers (e.g., Hospital systems, Ancillaries, and large physician groups).
- Builds relationships that nurture provider partnerships and seeks broader value-based business opportunities to support the local market strategy.
- Initiates and maintains effective channels of communication with matrix partners including but not limited to, Claims Operations, Medical Management. Credentialing, Legal, Medical Economics, Compliance, Sales and Marketing and Service.
- Contributes to the development of alternative network initiatives. Supports and provides direction to develop network analytics required for the network solution.
- Works to meet unit cost targets, while preserving an adequate network, to achieve and maintain Cigna’s competitive position.
- Creates and manages initiatives that improve total medical cost and quality.
- Drives change with external provider partners by assessing clinical informatics and offering consultative expertise to assist with total medical cost initiatives.
- Prepares, analyzes, reviews, and projects financial impact of larger or complex provider contracts and alternate contract terms.
- Creates healthcare provider agreements that meet internal operational standards and external provider expectations. Ensures the accurate implementation, and administration through matrix partners.
- Assists in resolving elevated and complex provider service complaints. Researches problems and negotiates with internal/external partners/customers to resolve highly complex and/or escalated issues.
- Manages key provider relationships and is accountable for critical interface with providers and business staff.
- Demonstrates knowledge of providers in an assigned geographic area through understanding the interrelationships as well as the competitive landscape.
- Responsible for accurate and timely contract loading and submissions and interface with matrix partners for network implementation and maintenance.
- May provide guidance or expertise to less experienced specialists.
POSITION REQUIREMENTS
- 3+ years Hospital, Physician, Ancillary contracting and negotiating experience involving complex delivery systems and organizations required.
- Experience in a Managed Care, Healthcare, Health Insurance environment
- Experience in developing and managing key provider relationships
- Knowledge of complex reimbursement methodologies, including incentive based models strongly preferred.
- Demonstrated experience in seeking out, building and nurturing strong external relationships with provider partners.
- Intimate understanding and experience with hospital, managed care, and provider business models.
- Team player with proven ability to develop strong working relationships within a fast-paced, matrix organization.
- The ability to influence both sales and provider audiences through strong written and verbal communication skills. Experience with formal presentations.
- Customer centric and interpersonal skills are required.
- Demonstrates an ability to maneuver effectively in a changing environment.
- Superior problem solving, decision-making, negotiating skills, contract language and financial acumen.
- Knowledge and use of Microsoft Office tools.
- Should possess a bachelor’s degree; preferably in the areas of Finance, Economics, Healthcare or Business related. Significant industry experience will be considered in lieu of a bachelor’s degree. MBA or MHA preferred.
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.
About Cigna Healthcare
Cigna Healthcare, a division of The Cigna Group, is an advocate for better health through every stage of life. We guide our customers through the health care system, empowering them with the information and insight they need to make the best choices for improving their health and vitality. Join us in driving growth and improving lives.
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 reasonable accommodation in completing the online application process, please email: SeeYourself@cigna.com for support. Do not email SeeYourself@cigna.com for an update on your application or to provide your resume as you will not receive a response.
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.
Physician & Ancillary Contracting Manager – Cigna Healthcare – Hybrid – VA/DC/MD
