Existing Business Sales Manager - U500(Irvine or San Diego, CA)

The Existing Business Sales Manager will be responsible for the execution of a local market sales strategy for our Under 500 Buyer Group consistent with Cigna's overall value proposition that achieves improved client and customer retention, improved competitive positioning and increased membership and earnings growth while maintaining a strong brand reputation in the market.

This role will lead a team in the delivery of state of the art consultative solutions that address client and customer issues around health and wellness, productivity and security.

Reports directly to the Market President and is a member of the local senior leadership team in the market.

This position must have demonstrated superior capabilities in leadership, driver of business and sales plan execution, strong influencing and negotiation skills, distribution management and an ability to successfully lead in an ambiguous and changing market.

Responsibilities :

Full accountability for sales organizational performance

Coaches individuals in professional development

Works with staff to build and execute individual development action plans

Coaches team in their individual development needs. Oversees and provides input to the development of market specific sales plan

Provides input to the development and execution of local marketing strategies

Develops and maintains strong intelligence capability through customer / broker contact and formal competitive analysis

Manages the development and execution of the market strategy to achieve sales plan

Achieves sales / membership growth and persistency goals

Achieve / exceed earnings plan

Ensures account specific development plans promote profitable growth and a truly integrated Cigna product portfolio

Works with Client Management and Client Strategy staff to ensure an integrated approach to account development strategies and proactive service strategy

Works with Client Managers to manage the renewal and presentation process for assigned customers

Develop and execute tactical plans to achieve organizational objectives

Ensures completion of all strategic planning; holds systematic meeting schedules with staff, producer and customers

Completes all reporting requirements on time

Monitor critical metrics / dashboards to identify operational strengths, weaknesses and opportunities for improvement

Qualifications :

Bachelor's Degree or equivalent work experience

8+ years of industry related experience; minimum of 5 years of sales experience required

Sales management experience preferred, including recruitment, selection and development of new sales representatives

Excellent knowledge of sales management process to be responsible for developing and executing account penetration strategy with Sales and Account Management teams

Excellent negotiation and influencing skills, including public speaking and presentation skills

Proven ability to lead a sales team and develop staff

Demonstrated leadership skills required to support a strong sales growth result

Enjoys working hard and looks for challenges; able to act and react as necessary, even if limited information is available;

not afraid to take charge of a situation; can overcome resistance to leadership and take unpopular stands when necessary

Comfortable dealing with and managing an ever-changing, highly competitive industry / environment; communicates optimism and confidence in the future

Proven experience building a competitive sales force and leading a multidisciplinary team of professionals