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General Manager

3 months ago

Columbus, Ohio, United States The Cigna Group Full time
The job profile for this position is Sales (IC) Senior Director, which is a Band 5 Management Career Track Role.

Excited to grow your career?

We value our talented employees, and whenever possible strive to help one of our associates grow professionally before recruiting new talent to our open positions. If you think the open position you see is right for you, we encourage you to apply

Our people make all the difference in our success.

* Region/Territory: Mid-South/Tri-South

* Mid-South (Eastern Tennessee, Nashville/Middle Tennessee, and Louisville)

* Tri-South (Memphis, Little Rock, and Mississippi)

* Position based in Franklin, TN or Nashville, TN office.

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 Mid-South and Tri-South 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 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 8-15+ years in a strategic and leadership role in a service, sales, healthcare, health plan and/or broker/consulting environment; 7-10+ 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.

ENTEPRISE LEADERSHIP COMPENTENCIES:

  • ALIGN: CONNECT and UNITE

- Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies. Leverages the organization's key differentiators to develop a viable long-term strategy

- Builds Networks: Effectively building formal and influential connections & relationships among and across cultural, organizational and global boundaries

- Managing Complexity: Making sense of complex, high-quantity and sometimes contradictory information to effectively solve problems. Approaches problem-solving from a systems perspective, defining connections, linkages and interdependencies

  • INSPIRE: ENERGIZE and ENGAGE

- Drives Vision and Purpose: Articulates a compelling vision of the positive impact the organization can make and motivates others to take action

- Values Differences: Sponsors and mentors people from a variety of backgrounds and perspectives

- Drives Engagement: Creating a climate where people are motivated to do their best to help the

organization achieve its objectives. Motivates others by appealing to deeply held values and goals.

- Courage: Stepping up to address difficult issues, saying what needs to be said. Confronts actions that

are inconsistent with the organization's views and values.

  • DEVELOP: ADAPT and CREATE

- Cultivates Innovation: Commits resources to build a strong innovation portfolio and capitalize on new

business opportunities.

- Nimble Learning: Ensures that the organization has the means to systematically gather and apply

lessons learned.

- Develops Talent: Developing people to meet both their career goals and the organization's goals.

Creates a culture that emphasizes ongoing learning and development and reinforces its value to the

organization.

  • DELIVER: KEEP OUR PROMISES

- Ensures Accountability: Holds self and others accountable to meet commitments. Creates an

environment of accountability for meeting agreed-upon expectations.

- Drives Results: Consistently achieves results, even under tough circumstances. Creates an

organization that pushes forward in difficult and somewhat challenging times.


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.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.

Please note that you must meet our posting guidelines to be eligible for consideration. Policy can be reviewed at this link.