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Government & Education Distribution Lead - Texas

Company: Cigna
Location: Plano
Posted on: June 8, 2021

Job Description:

The Government & Education Distribution Lead is responsible for membership growth in the Government & Education Segment. The role will serve as the market government lead and work in conjunction with local market sales leadership to develop and drive the government and education prospect sales and retention strategy. Being responsible for an expanded geography, it is important for the role to understand the unique government dynamics of each geographic market and align the sales distribution strategy to those unique market elements. Role will directly report to the Government Segment General Manager with a dotted line to the Market General Manager(s).

Core Sales and Book of Business Responsibility

  • Pursuit of new medical and dental business of accounts > 2,000 employees
  • Pursuit of first time medical adds to assigned large existing dental only accounts > 5,000 ee's,
  • Retention of assigned large existing accounts > 5,000 ee's out to bid
  • Targeted sales and retention engagement with any other government prospect as necessary
  • Engaged on targeted sales prospects, but measured on total market government sales growth

Responsibilities Related to Sales Process and Strategic Planning

  • Pipeline/prospect development in conjunction with the local market sales leadership - with keen focus on targeting prospects that are viable candidates to win.
  • Routine management reporting on pipeline development and activities that are advancing the sales process - with a focus on conveying key needs of the segment to support the sales process.
  • All direct to client Pre-RFP work that will influence Cigna's position and understanding of government and education prospects, including but not limited to: meetings with HR, Finance, Senior Mgmt officials; engagement with union employee leadership; meetings with influential elected officials; meetings with influential community partners if appropriate; development of minority vendor strategies if appropriate; engagement and management of local lobbyists/advisors as appropriate, and management of Freedom of Information requests. Important to maintain coordinated pre-RFP strategy with local market sales leadership.
  • Point of contact for all matters related to Procurement with new and existing customers.
  • Engagement with broker/consultants as needed pre and post-RFP at the discretion of local market sales leadership. Development of diverse supplier relationships where applicable.
  • Engagement with segment underwriting, legal, and product leadership where appropriate.
  • Management of end-to-end RFP strategy & execution with specific focus on finalist presentation dynamics.
  • Consistent engagement with RFP Proposal Response Team to ensure superior RFP product.
  • Development and management of local association relationships; engagement with targeted regional and/or national association relationship important to the government segment.
  • Involvement with all key local market strategic planning/business development meetings.
  • Training lead with local market sales teams.
  • Serve as strong relationship liaison between local market leadership and Government Segment leadership. Important to balance the priorities and focus of the local market and the segment


  • Bachelors degree or equivalent related work experience
  • Minimum 5 years of direct and/or broker distribution quota driven sales experience - health care or insurance industry preferred
  • Health and life insurance license preferred or obtainable
  • Experience selling to local governments and or school districts preferred
  • Exposure to and/or understanding of local government procurement and/or elected official relationship dynamics preferred
  • Demonstrated ability to collaborate with cross functional enterprise teams to achieve common result preferred

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

Keywords: Cigna, Plano , Government & Education Distribution Lead - Texas, Other , Plano, Texas

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