Mature 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.   In addition, the position requires the ability to build strong external relationships with elected officials and community leaders through community events, association events and local market events. 

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 strategies

Consistent 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.), association events and community events.

Qualifications

• College Degree or years equivalent related experience
• Existing Local government and/or community relationships strongly preferred
• Experience working with clients in the government and/or education space strongly preferred
• 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

Must be based in 1 of 3 Cigna locations: Baltimore, MD; McLean, VA; Richmond, VA.

This role is WAH/Flex which allows most work to be performed at home. Employees must be fully vaccinated if they choose to come onsite.

About Cigna

Cigna Corporation exists to improve lives. We are a global health service company dedicated to improving the health, well-being and peace of mind of those we serve. Together, with colleagues around the world, 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 us, or one of our subsidiaries, you’ll enjoy meaningful career experiences that enrich people’s lives. What difference will you make?

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: SeeYourself@cigna.com for support. Do not email SeeYourself@cigna.com for an update on your application or to provide your resume as you will not receive a response.