Public Sector

6 months ago

Denver, United States The Cigna Group Full time

The Public Sector (G&E) Business Development Senior Advisor is responsible for influencing key decisions and taking actions that result in public sector membership growth & success. This role will serve as an advisor and key partner to local market sales teams to develop and evolve the government and education sales and retention strategy. As a subject matter in the public sector, this role requires significant external relationship building.  This role will report to the G&E General Manager with a dotted line to the applicable Market Growth Leader(s) to which they are aligned. 

Key Responsibilities:

  • Informs our public sector sales distribution strategy within aligned markets.
  • Builds and maintains the necessary partnerships and relationships to grow and retain our public sector business. 
  • Contributes to pipeline/prospect development in conjunction with the local market sales leadership – with keen focus on targeting prospects that are viable candidates to win.
  • Reports/advises on pipeline development and activities that are advancing the sales process – with a focus on conveying key needs of the segment to support the sales process.
  • Engagement with segment underwriting, legal, and product leadership where appropriate.
  • Consistent engagement with RFP Proposal Response Team to ensure superior RFP product.
  • Involvement with all key local market strategic planning/business development meetings.
  • Serve as strong relationship liaison between local market leadership and Government Segment leadership and balances the priorities and focus of the local market and the segment.
  • Maintains a deep understanding of the unique government dynamics and competitive landscape of each geographic market and applicable changes.
  • Builds the long-term pipeline in pursuit of:
    • New medical and dental public sector accounts >3,000 employees.
    • First time medical adds to assigned large/existing dental only accounts > 3,000 ees.
    • Retention of assigned large existing accounts > 3,000 employees out to bid
  • Articulate the value proposition of Cigna healthcare to current & prospective public sector clients.
  • Point of contact for all matters related to procurement with new and existing customers.
  • Engagement with broker/consultants as needed (pre/post RFP) in partnership with local market sales leadership.  Development of diverse supplier relationships where applicable.
  • All direct to client pre-RFP work that will influence Cigna's position and understanding of government and education prospects, including but not limited to:
    • Meetings with HR, Finance, Senior Management officials.
    • Engagement with union employee leadership.
    • Meetings with influential elected officials; meetings with influential community partners if appropriate; development of minority vendor strategies if appropriate; engagement and management of local lobbyists/advisors as appropriate.
    • Development and management of local association relationships; engagement with targeted regional and/or national association relationship important to the public sector.
    • Management of Freedom of Information requests.  Important to maintain coordinated pre-RFP strategy with local market sales leadership.
  • Targeted sales and retention engagement with any other government prospect as necessary.

Qualifications:

  • Minimum 10 years of sales experience, account management, and/or business development experience - health care or insurance industry preferred. This experience should include many or all of the following: product knowledge, underwriting, risk and financial analysis skills, marketing processes, sales practices, account management and knowledge of administrative operations.
  • Bachelor’s degree or equivalent related work experience.
  • Health and life insurance license required.
  • Experience selling to local governments and or school districts is preferred.
  • Exposure to and/or understanding of local government procurement and/or elected official relationship dynamics is preferred.
  • Strong influence and communications; with a proven ability to establish and build relationships. 
  • Demonstrated ability to develop strong matrix partner relationships.
  • Strong customer focus.
  • Strong ability to collaborate, with a track record of delivering results that lead to success.


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