Market Strategy Responsibilities

We are seeking a seasoned leader to join our team as a Market Strategy professional, focusing on driving growth and improving lives.

Market Strategy Responsibilities

• Use insight into customer needs, local competitive landscape, and independent judgment to work with the Dental Organization to drive industry-leading Dental Products, Networks, and Pricing.
• Develop and implement short- and long-term sales strategies for existing business upsell, retention, and DPPO to DHMO conversions in conjunction with the aligned Cigna Healthcare National Account Executive Team.
• Annually create an existing business risk and opportunities business plan, working with the Existing Business Lead's (EBL), to provide 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 the proper use of limited resources, particularly in the area of RFP responses, network recruitment, and management.

Sales Key Responsibilities

• 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 the 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.
• 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.
• Create strong partnerships with key internal functional areas for the specific purpose of driving growth and retention.
• Offer an executive presence on behalf of the Dental organization, for key client finalist meetings.

Qualifications

• Bachelor’s degree required; advanced degree desirable.
• Seasoned, respected leader with a minimum of 5 years of experience in the employee benefits industry, preferably working with Fortune 1000 employers in Ancillary Sales and/or Consulting.
• Proven ability to develop strong customer/producer relationships and understand their needs and expectations.
• Enterprise thinker with proven ability to influence across a matrix environment.
• 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.
• Comfortable dealing with and managing an ever-changing, highly competitive industry/environment.
• Requires knowledge of healthcare/managed care business, including 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.
• Travel expectation is up to 50%.

Benefits

• Comprehensive range of benefits, including medical, vision, dental, and well-being and behavioral health programs.
• 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.