Government & Education ManagerRole SummaryMature Government & Education markets have dynamics that req...
Government & Education ManagerRole SummaryMature Government & Education markets have dynamics that require additional resource support from the G&E segment beyond that of a GEDL. These market dynamics include an existing book-of-business with a significant number of anchor/strategic G&E clients to renew during a bid cycle, deploy bid extension strategies and improve specialty product penetration outside of a bid cycle; ongoing opportunities to acquire new business below 2.5K ee's; and to support local market G&E expansion strategies where business conditions warrant.The Government & Education Manager (GEM), reporting to the market aligned GEDL, will have responsibility for addressing these dynamics including working with Client Managers to support renewal strategies, bid extension strategies and specialty product penetration for defined strategic/anchor existing clients as determined by the Market President and GEDL; accelerating growth and retention for new and renewal business for opportunities with < 2.5K ee's; and to acquire new G&E business in support of local market expansion strategies where business conditions warrant and as guided by the Market President in advance of the RFP. The GEM will also attend prebid meetings to help determine RFP requirements for new and existing business; manage FOIA requests and work with the GEDL to develop associated insights; and be responsible for the development and management of local industry associations as agreed upon with the GEDL to both raise awareness regarding Cigna's G&E capabilities and interface with existing and prospective clients.The GEM will be responsible for execution of all aspects of the Government & Education sales process for opportunities < 2.5K ee's, including:* pipeline/prospect development* pre-RFP work: FOIA requests, minority vendor strategies* point of contact for Procurement* RFP strategy and execution including finalist presentations* Bid extension strategiesConsistent with the G&E shared distribution model, the GEM will work in conjunction with market NBMs, CMs and Dental Sales Managers in the <2.5K ee G&E market. NBMs and CMs will be responsible for managing producer/broker relationship and communication as well as being engaged through the entire RFP process including attending strategy calls and participating in the review of financials and the RFP questionnaire.
Role Components* Support the market to achieve net medical and dental membership growth, profitability and persistency objectives for < 2.5K employee G&E market.* Support the market on retention of defined strategic/anchor G&E clients as well as specialty penetration.* Maintains market/competitive knowledge on competitive trends and differentiators.* Effectively collaborates with GEDL on market level G&E strategies.* Maintain in-depth knowledge of Cigna products/services across all product lines (HealthCare, Dental, Behavioral, Pharmacy, Medical and Condition/Disease Management, Lifestyle Management Programs, Incentive Programs, etc.)* Maintains good understanding and application of underwriting principals. Deploys G&E training to non-G&E market aligned underwriters who support <2.5K opportunities.* Maintains a deep understanding of the G&E pre-RFP strategy and the sales process working in strong alignment with the G&E presale and proposal teams.* Represents Cigna well in market based events (client & consultant forums, annual enrollment, etc.)Qualifications* College Degree or years equivalent related experience* Proficient knowledge (min 5 years) in healthcare / managed care business; to include many or all of the following: public sector procurement, product knowledge, underwriting principals, risk and financial analysis skills, marketing processes, sales practices, account management and knowledge of administrative operations* Excellent communication, negotiation and influencing skills* Understanding of the public sector and demonstrated community relationships* Strategic and financial savvy; ability to partner with GEDL and Market Sales Leadership to grow < 2.5K book of business* Demonstrated planning/organizational skills; ability to plan for both the long and short term; drive priorities and results* Demonstrated ability to foster strong working relationships; demonstrates leadership within a heavily matrixed environment* Excellent verbal and written communication skills; confident and credible presenter* Can work independently* Demonstrated examples of critical thinking and execution* Must obtain necessary licenses* Must be based in 1 of 3 Cigna locations: Baltimore, MD; McLean, VA; Richmond, VA.Critical Behaviors* Develops and maintains advanced listening skills, emotional intelligence, and consultative skills, to best meet client implied or articulated needs* Strong business acumen; understanding of earnings and P&L, and how their role and actions contribute to overall enterprise, segment, and market results* Ensures all communications are clear/concise and delivered in a timely and consistent manner aligning with Cigna's strategy and value propositions - may require broad organizational collaboration, influence, and escalation* Deploys advanced communication skills to determine favored approach based upon the audience; can easily modify style for maximum outcome* Develops expert level knowledge of Cigna's products, capabilities, and solution strategies, and effectively articulates the value they bring client vision, goals, needs = value proposition.* Develops and maintains a thorough understanding of competitor's products/services. Can clearly articulate Cigna's strengths and weaknesses in alignment to the competition* Demonstrates strong leadership presence; effectively collaborates and leverages resources, holds accountability for results, treats others with respect and integrity at all times* Demonstrated BOB actions in support of market net membership growth, earnings, and account persistency goalsCompetenciesInnovation Management - Is good at bringing Cigna's resources and product portfolio to solve for wide array of client needs; has good judgment about which Cigna solutions will work for individual clients; can facilitate effective brainstorming; can project how potential ideas may play with clients and consultants.Decision Quality - Makes good decisions(without considering how much time it takes) based upon a mixture of analysis, wisdom, experience, and judgment; most of his/her solutions and suggestions turn out to be correct and accurate when judged over time; sought out by others for advice and solutions.Organizational Agility - Knowledgeable about how organizations work; knows how to get things done both through formal channels and the informal network; understands the origin and reasoning behind key policies, practices, and procedures; understands the cultures of organizations.Courage - Doesn't hold back anything that needs to be said; provides current, direct, complete, and "actionable" positive and corrective feedback to others; lets people know where they stand; faces up to people problems on any person or situation (not including direct reports) quickly and directly; is not afraid to take negative action when necessaryAction Orientation - Enjoys working hard; is action oriented and full of energy for the things that he/she sees as challenging; not fearful of acting with a minimal planning, seizes more opportunity than others.About CignaCigna Corporation (NYSE: CI) is a global health service company dedicated to improving the health, well-being and peace of mind of those we serve. We offer an integrated suite of health services through Cigna, Express Scripts, and our affiliates including medical, dental, behavioral health, pharmacy, vision, supplemental benefits, and other related products. Together, with our 74,000 employees worldwide, we aspire to transform health services, making them more affordable and accessible to millions. Through our unmatched expertise, bold action, fresh ideas and an unwavering commitment to patient-centered care, we are a force of health services innovation.When you work with Cigna, you'll enjoy meaningful career experiences that enrich people's lives while working together to make the world a healthier place. What difference will you make? To see our culture in action, search #TeamCigna on Instagram.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.If you require reasonable accommodation in completing the online application process, please email: [email protected] for support. Do not email [email protected] for an update on your application or to provide your resume as you will not receive a response.