Dental Account Executive - Cigna Healthcare - Hybrid ID-20430

Job Summary

 

Aligned with a team of Cigna Healthcare client managers, the DAE is positioned as a market leader for the dental and vision client consultation. The role will support Middle Market sales offices within assigned regions.

 

Each DAE will support their own aligned region. Regions include: Northeast, Southeast, West Coast/Texas

 

Overall responsibilities are broadly defined in the categories of client retention, training/coaching, and product expertise. They are expected to ensure the successful attainment of all assigned retention and profitability goals in the assigned territory. Key factors for success include a strong sales orientation, a powerful inclination to influence the actions and results of others, superior personal credibility and demonstrated expertise in the delivery of Cigna Healthcare's dental and vision products. In driving market success, the DAE must possess and capitalize on an enduring capacity to understand, assimilate, and effectively promulgate complicated product features and advantages to peers. This is critical because of a constantly changing market environment, along with continually evolving competitive responses from Cigna Healthcare. In most instances, the DAE operates quite independently, with support from management, direction from local sales management and with limited coaching and counseling from the Dental organization.

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Market Strategy Responsibilities

  • Host bi-annual portfolio reviews with aligned EBSM and client managers to review book of business, assess risk and develop strategies for client retention and strong earnings.

  • Develop strategy for each Tier 1 assigned account. Strategies include profitable growth, retention, and client brand awareness.

  • Host annual meetings with aligned Tier 1 accounts to review utilization patterns, discuss Cigna solutions and recommendations.

  • Consult on Tier 1 renewals to ensure strong rate execution, high retention, and competitive insights.

  • Consult on all at risk cases within the aligned market.

  • Attend finalist meetings for existing accounts and help present the Cigna Dental and Vision story.

  • Assist with the roll out of new dental and vision initiatives that impact the existing book of business.

  • Maintain a tight connection between the Cigna Dental Organization and the aligned Cigna Healthcare sales offices; promulgate the Value Proposition, emerging competitive information, and any other new information which helps to drive rendition and reinforces partnership.

 

Key Responsibilities:

  • Meet or exceed persistency goals for assigned territory

  • Maintain visibility among Tier 1 clients and aligned brokers/consultants throughout the year;demonstrate a strong understanding of their perspective and their needs; actively promote the Dental Value Proposition. Consult on DHMO positioning, funding changes and benefit modernization

  • Build collaborative partnerships by actively participating in local market management discussions (e.g., growth calls, local strategy development meetings, etc.)

  • Understand competitive and market-level dynamics and implications; independently recognize those that must be brought back to Dental Senior Management Team

  • Weekly update of the Portfolio Tool to ensure real time tracking of at-risk accounts and strategies.

  • Through superior coaching skills, aggressively and proactively promote new dental products and features; provide ongoing coaching to the CIGNA Healthcare sales partners on Dental product positioning and techniques on how to sell against top market competitors

  • Maintain all-encompassing knowledge and proficiency in Cigna dental and visions products and capabilities;accomplish this through attendance and active participation in ongoing monthly dental information sessions, monthly business review calls, weekly Middle Market team calls etc.

  • Through superior coaching skills, aggressively and proactively promote new dental products and features (i.e. OHIP enhancements, tiered DPPO networks, DHMO, etc.) Provide ongoing coaching to the CIGNA Healthcare sales partners on Dental product positioning and techniques on how to sell against top market competitors.

  • Understand competitive and market-level dynamics and implications; independently recognize those that must be brought back to Dental Senior Management Team

 

Qualifications:

  • College Degree or years equivalent related experience.

  • 5+ years' experience in Dental benefits. Proven healthcare sales experience is required, managed dental sales experience is strongly preferred.

  • Ability to work very independently in a complex environment requiring "real time" judgment and discretion, strong analytical skills, common sense, decisiveness and assertiveness

  • Producer license

  • Strong influence skills and ability to work cooperatively with others in a highly matrixed environment.

  • Excellent communication, customer service skills and sales negotiation skills.

  • Financial Savvy; membership growth orientation

  • Excellent interpersonal, communication and negotiation skills, including well-honed public speaking, presentation and writing skills.

  • Proven ability to develop strong customer/producer relationships. Understands the needs and expectations and can develop an aggressive strategy that will increase revenue, profitability and persistency while providing the services and solutions to

expand market presence.

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