Job Description
Market Strategy Responsibilities 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. Work in conjunction with aligned Cigna Healthcare National Account Executive Team; develop and implement short and long-term sales strategies for existing business upsell, retention and DPPO to DHMO conversions. Focus on consultants that serve as subject matter experts within their firms. Annually develop an existing business risk and opportunities business plan, working with the Existing Business Lead's (EBL), providing a clear path to the attainment and retention of profitable cases/membership growth; Maintain a deep understanding of the National Account existing business book of business and relationships with the EB National Account Executive's (NAE). Operate as the liaison between the National NAE's and the Dental Organization, reporting progress against plan, identifying gaps, and directing action to avoid future shortfalls Make determinations as to proper use of limited resources, particularly in area of RFP responses, network recruitment, and management Sales Key Responsibilities Meet or exceed existing business growth and retention goals; Maintain visibility among consultants throughout the year; demonstrate a strong understanding of their perspective and their needs; actively promote the Dental Value Proposition; Target specific consulting firms for dental only strategy and educational opportunities. Work in conjunction with aligned Cigna Healthcare National Account Executive Team to maximize the volume of Dental opportunities generated by the consultant community; suggest alternative strategies as deemed necessary 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
