Vice President of Existing Business & Growth, National Accounts - Hybrid - Cigna Healthcare

About the position

The Vice President of Existing Business and Growth will play a pivotal role in executing a local market client retention and growth strategy for Cigna Healthcare's National Accounts Buyer Group. This position is crucial for achieving improved client and customer retention, enhancing competitive positioning, and driving increased membership and earnings growth while upholding a strong brand reputation in the market. The incumbent will lead a team dedicated to delivering state-of-the-art consultative solutions that address client and customer issues related to health and wellness, productivity, and security. Reporting directly to the Growth Leader for National Accounts, this role will collaborate closely with local U3000 market leadership in the assigned regions, which include ME, MA, RI, VT, NH, CT, PA, NY, and NJ. The Vice President will be fully accountable for the performance of the National Account Executive organization, managing the development and execution of market strategies to meet retention and growth objectives. This includes ensuring that client-specific development plans are created and executed by the National Account Executives (NAEs) under their supervision. The role requires a strong focus on collaboration with NAEs and Directors of Account Management to ensure an integrated approach to account development strategies and proactive service delivery. The Vice President will also oversee the renewal and presentation processes for assigned customers, develop tactical plans to achieve organizational objectives, and ensure the completion of all strategic planning initiatives. In addition to these responsibilities, the Vice President will coach team members in their professional development, build and execute individual development action plans, and provide input into the development of local marketing strategies. The role demands a strong intelligence capability through customer and broker contact, as well as formal competitive analysis. Achieving or exceeding the earnings plan is a critical expectation, along with timely completion of reporting requirements and effective use of SalesForce.com (SFDC). The position involves significant travel, with approximately 50% of the time dedicated to in-market external client visits, forums, advisory boards, and internal leadership training meetings. This role requires a leader who can navigate an ambiguous and changing market landscape, demonstrating superior capabilities in leadership, business retention, and growth plan execution, along with strong influencing and negotiation skills.

Responsibilities
? Full accountability for National Account Executive organizational performance
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? Manages the development and execution of the market strategy to achieve the retention and growth plan
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? Achieves retention/membership growth and persistency goals
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? Ensures Client specific development plans are created and executed on by the NAEs that report to them
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? Works with NAEs and Directors of Account Management staff to ensure an integrated approach to account development strategies and proactive service strategy
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? Works with NAEs to manage the renewal and presentation process for assigned customers
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? Develop and execute tactical plans to achieve organizational objectives
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? Ensures completion of all strategic planning; holds systematic meeting schedules with staff, producer and customers
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? Collaborates and supports the NA and US Employer new business sales efforts in their markets
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? Coaches individuals in professional development
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? Works with staff to build and execute individual development action plans
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? Coaches team in their individual development needs. Oversees and provides input to the development of market specific retention and growth plan
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? Provides input to the development and execution of local marketing strategies
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? Develops and maintains strong intelligence capability through customer/broker contact and formal competitive analysis
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? Achieves/exceeds earnings plan
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? Completes all reporting requirements on time
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? Ensures the use of, and accurate and timely completion, SalesForce.com (SFDC)
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? Monitor critical metrics/dashboards to identify operational strengths, weaknesses and opportunities for improvement

Requirements
? Bachelor's Degree or equivalent work experience
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? 8+ years of industry related experience; minimum of 5 years of sales and account management experience required
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? Sales management experience preferred, including recruitment, selection and development of new sales representatives
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? Excellent knowledge of sales and management process to be responsible for developing and executing account penetration strategies with NAES and in partnership with NA New Business Sales teams
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? Excellent negotiation and influencing skills, including public speaking and presentation skills
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? Proven ability to lead a sales team and develop staff
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? Demonstrated leadership skills required to support a strong sales growth result
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? Enjoys working hard and looks for challenges; able to act and react as necessary, even if limited information is available; not afraid to take charge of a situation; can overcome resistance to leadership and take unpopular stands when necessary
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? Comfortable dealing with and managing an ever-changing, highly competitive industry/ environment; communicates optimism and confidence in the future
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? Proven experience building a competitive sales force and leading a multidisciplinary team of professionals

Nice-to-haves
? Experience in the healthcare industry
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? Familiarity with Cigna Healthcare's products and services
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? Strong analytical skills to assess market trends and client needs
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? Ability to work in a hybrid work environment

Benefits
? Health insurance coverage
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? 401k retirement savings plan
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? Paid holidays
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? Flexible scheduling options
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? Professional development opportunities
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? Employee discount programs

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