The job profile for this position is Business Development Senior Advisor, which is a Band 4 Senior Contributor Career Track Role.

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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.

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.