Dental Sales Executive; U500; MD​/DC​/VA

Aligned with a team of Cigna Healthcare Sales Professionals, the Dental Sales Executive (DSE) is positioned as the new business market leader for dental and vision products.

The DSE is responsible for selling dental and vision products within their aligned market space. Distribution of these products are through three main channels, dental/vision standalone; packaged with medical; and upselling off existing medical relationships. The aligned DSE will need to find the best path to maximize all distribution channels. The individual needs to be very knowledgeable of our dental and vision line of product and services.

This is a ‘hunter’ role and requires a minimum of five years of industry experience.

Market Strategy Responsibilities

• Sell new dental and vision business within aligned market assignment. Assume singular responsibility for overall dental growth plan, balancing membership needs and profit levers

• Meet or exceed growth plan as measured by new membership.

• Manage the dental sales process for all opportunities to identify the pathway to win and develop a strategy that drives the best outcome.

• Consult on vision sales opportunities.

• Review and respond to RFP's by coordinating with internal matrix partners (underwriting, proposal unit, network etc.). Externally present financials and capabilities to the market.

• Oversee implementation of new dental and vision accounts.

• Develop and execute a business development plan focused on dental and vision. Plan should be focused on broker development, prospecting and building a strong market presence. Collaborate with aligned Cigna Healthcare Middle Market sales team; develop and implement short and long-term sales strategies for local market; focus on brokers/consultants, prospecting and driving vertical growth (Government Sector, Hospital and more).

• Develop and execute a prospecting plan focused on the following verticals:
  Government & Education, Hospital and other avenues.

• Attend Monthly Business Review sessions with matrix partners, review pipeline, discussion broker development plans and prospecting efforts. Use this meeting to discuss any marketplace needs that are needed to succeed.

• Use insight into customer needs, local competitive landscape and independent judgment to work with the Dental Organization to drive industry leading Dental Products, Networks and Pricing.

• 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

• Maintain all-encompassing knowledge and proficiency in CIGNA Dental’s products and capabilities; accomplish this through attendance and active participation in ongoing monthly dental information sessions, monthly dental operating results reviews, training programs, etc.

• Provide dental updates and training to CIGNA Healthcare sales partners, Producers and Clients

• 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

Qualifications

• College Degree or 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 strategically with matrix partners to design presale strategies and proposals, as well as problem solve and bring industry intelligence to create new solutions

• Licensed producer

• Acceptable driving record with ability to travel frequently and with short notice.

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

• 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

• Excelle…