Existing Business Development Lead, Evernorth Payer Solutions - Hybrid

About Evernorth Payer Solutions (EPS)

Evernorth Payer Solutions (EPS) is a wholesaler of various Evernorth solutions to health benefits “payers” including primarily Third Party Administrators (TPAs), as well as business process outsource rs (BPOs). Products offered include medical network, medical management, LifeSOURCE transplant network, pharmacy, Out-of-Network Savings Program, dental, Cost Containment, payment integrity solutions and many other commercial employer focused products. The segment’s business proposition is to expand Cigna/Evernorth’s reach to clients/customers that fall outside of Cigna/Evernorth’s traditional U.S. business segments.

The Existing Business Development Lead (EBD) owns a portfolio of existing TPAs, Health plans and other related healthcare administration relationships. The EBD works closely with their clients to prepare market strategies, pursues large account opportunities, roll out new products and initiatives, keep their clients abreast of trends and work on contractual negotiations. The EBD also works closely with the Cigna payer solutions operations team, local market teams, brokers and consultants as well as the Payer Solutions Retention Specialist and broader Evernorth and ESI team members.

We are looking for individuals who can help us continue to drive YoY double-digit sales growth and broad product penetration, has a passion for building and maintaining relationships, developing winning strategies and maintaining a portfolio of clients. The individual should have a self-motivated spirit and collaborative style, can respect process, and has the ability to thrive in an entrepreneurial and evolving landscape.

Own and drive growth in a portfolio of 12+ client relationships that requires professional and productive interaction with external and internal senior management

Work with the market and internal resources (Payer Solutions and Cigna Direct) to identify possible opportunities for vetting

Drive membership and revenue growth across products by developing comprehensive business plans and strategies with clients, negotiate contracts, work with implementation resources and other team members

Negotiate and execute contracts in B-to-B environment

Market knowledge – know landscape/drivers and local market activities

Partner with new TPAs and New Business Development Lead during first year to ensure successful implantation and growth noted in the comprehensive business plan

Have thorough knowledge of Payer Solutions products and services (including value propositions and competitive advantages), as well as broader Cigna and Evernorth offerings

Active engagement with team of peers and matrix partners, including sales effectiveness, presale analysts, legal, product, Existing Business Development Leads, Local Market Leadership, Operations and Implementation, etc.. Keep matrix partners informed of key payer strategies, incentives and exceptions

Follow process and guidelines, referencing the Sales Playbook

Actively use  as a day-to-day tool to track opportunity status

Refer to the Sales Tool Box on CKit and Business Development Team Site on Sharepoint for relevant guidelines and documents

Bachelor’s degree 5+ years sales experience required; in health insurance industry preferred

Ability to work in a fast-paced entrepreneurial environment

Ability to learn new and existing product value propositions and effectively communicate to client

Ability to identify risks and issues and mitigate and/or escape as needed

Strong experience negotiating contracts, influencing others and conducting business-to-business connections

Experience delivering formal presentations, including complex finalist material

Skilled communicator (open and effective; both written and verbal; to a variety of audiences, including Client, leadership and matrix partners)

Financial acumen including ability to leverage an apply financial and insurance underwriting concepts

Strong team player; able to thrive in a matrix environment; experience collaborating with multiple matrix partners

Self-motivated, driven Attention…