Vice President, Dental National Accounts Strategy – Business Development

This is a fully remote position, open to applicants in United States.

📋 Description

• Utilize insights into customer requirements, the local competitive landscape, and independent judgment to collaborate with the Dental Organization in promoting industry-leading Dental Products, Networks, and Pricing.

• Collaborate with the aligned Cigna Healthcare National Account Executive Team; devise and execute both short-term and long-term sales strategies aimed at upselling existing business, retention, and converting DPPO to DHMO.

• Emphasize consultants who act as subject matter experts within their firms.

• Annually create a risk and opportunities business plan for existing business, partnering with the Existing Business Lead (EBL) to establish a clear path for achieving and retaining profitable cases and membership growth; maintain an in-depth understanding of the National Account existing business portfolio and relationships with the EB National Account Executives (NAE).

• Serve as the intermediary between the National NAE's and the Dental Organization, tracking progress against plans, identifying gaps, and guiding actions to prevent future shortcomings.

• Determine the appropriate allocation of limited resources, particularly regarding RFP responses, network recruitment, and management.

• Meet or surpass existing business growth and retention targets; maintain visibility among consultants throughout the year; demonstrate a solid understanding of their perspectives and needs; actively promote the Dental Value Proposition; focus on specific consulting firms for dental-only strategies and educational initiatives.

• Collaborate with the aligned Cigna Healthcare National Account Executive Team to enhance the volume of Dental opportunities generated by the consultant community; propose alternative strategies as necessary.

• Build collaborative relationships by actively engaging in local market management discussions (e.g., growth calls, local strategy development meetings, etc.); comprehend competitive and market-level dynamics and implications; independently recognize issues that need to be escalated to the Dental Senior Management Team.

• Maintain a strong connection between the Cigna Dental Organization and the aligned Cigna Healthcare National Sales Team; disseminate the Value Proposition, emerging competitive insights, and any additional information that can drive sales and reinforce partnerships; provide dental updates and training to Cigna Healthcare EBLs, consultants, and clients; utilize superior coaching skills to proactively promote new dental products and features (e.g., OHIP enhancements, tiered DPPO networks, DHMO, etc.).

• Offer continuous coaching to the Cigna Healthcare NAE Team regarding Dental product positioning and techniques to effectively compete against top market competitors.

• Foster strong partnerships with key internal functional areas (e.g., Underwriting, Pricing, Networks, Service Operations) specifically to drive growth and retention.

• Represent the Dental organization with executive presence during key client finalist meetings.

⛳️ Requirements

• Bachelor’s degree required; advanced degree preferred.

• Experienced and respected leader with a minimum of 5 years in the employee benefits industry.

• Experience with Fortune 1000 employers in Ancillary Sales and/or Consulting is preferred; consulting experience is a plus.

• Proven capability to cultivate strong customer and producer relationships.

• Understands the needs and expectations of clients and can formulate an aggressive strategy to enhance revenue, profitability, and persistency while delivering services and solutions that expand market presence.

• Strategic thinker with a proven ability to influence across a matrix environment.

• Capable of establishing relationships at all organizational levels, as well as externally.

• Proficient in interpreting and utilizing data and analytics to formulate tactical case-level strategies and strategic market & producer initiatives.

• Demonstrated ability to influence others and leverage resources to achieve objectives.

• Excellent communication, interpersonal, and presentation skills.

• Comfortable navigating and managing in a rapidly changing, highly competitive industry/environment; conveys optimism and confidence in future prospects.

• Knowledge of healthcare/managed care business is required.

🏝️ Benefits

• Starting on your first day, you’ll be provided with various health-related benefits, including medical, vision, dental, and well-being and behavioral health programs.

• 401(k)

• Company-paid life insurance

• Tuition reimbursement

• A minimum of 18 days of paid time off each year

• Paid holidays