Enterprise Client Executive - Evernorth

The Position

The Enterprise Client Executive (ECE) serves as the Executive Sponsor for our largest and most complex clients and manages the enterprise strategy and growth road map for those clients. The forward thinking ECE is the general manager of assigned existing accounts and prospects. In this capacity, the ECE must accelerate client value by leading our long-term consultative strategy and overall client relationship to become the client’s trusted advisor with the goal of expanding the enterprise footprint.

Externally, the ECE serves as an executive sponsor with client decision-makers from the C-Suite and executive healthcare leaders to assess their needs, provide relevant products and services to solve their issues as well as ensure client satisfaction and consistent service. Internally, the ECE must collaborate across The Cigna Group, inclusive of all Evernorth business units (Accredo Specialty Pharmacy, Care Solutions, eviCore Medical Benefit Management, Express Scripts PBM, Evernorth Behavioral and Direct Health) and Cigna U.S. Commercial teams and related solutions to maximize value to the client and drive reliable service.

The ECE also serves as a critical feedback source for innovation of novel solutions and market needs across Evernorth.

Essential Functions And Scope Of Job

Senior-Level Relationships and Client Advocacy

• Develop strong C-suite, SVP, and Vice President relationships across targeted clients including CEO, CHRO, CMO, CFO, and other top medical, product, and pharmacy leaders, as appropriate.
• Leverage existing relationships from current business units and the executive leadership team to gain creditability for other Health Services strategic opportunities.
• Attain knowledge on client’s buying cycle, business goals and objectives, biggest challenges and identify opportunities to align our Enterprise solutions to solve the decision-makers’ unmet needs.
• Build customer alignment to create a level of loyalty that competitors find hard to overcome during contract renewals.
• Anticipate, mitigate, and manage risk to Health Services and the client.
  
  

Account Strategy & Service Delivery

• Identify and prioritize expansion opportunities based on client needs and our strengths and
• incorporate into account-specific business/revenue plan. The enterprise account plan will identify the important decision-makers, understand buying and annual budgeting processes and responsible parties involved, and set out a strategy for building relationships with decision-makers and outlines revenue targets for each specific product/service.
• Organize periodic joint planning sessions with the C-suite to discuss market trends, benchmark data, key insights to incorporate into LOB margin improvement and membership expansion strategies.
• Provide strategic support on new product launches and timely market feedback to influence future innovation.
• Partner with the internal key sales, account management, and underwriting teams to win and retain critical targeted clients and prospects.
• Elevate enterprise QBR/enterprise strategic partnership meeting at C-suite level to encompass overall performance across all product offerings.
• Work with current SAM, S/CRE, and SEO support teams to manage the account, deliver services, and update customer relationship tools including client health status.
  
  

Financial Acumen

• Manage account P&L across each client to meet or exceed targets, with emphasis on profit, revenue, and growth.
• Expand the range of our services to the client, increasing the depth and breadth of service offerings and expand client’s share of wallet while maximizing overall decision-makers overall satisfaction with service and results.
• Ensure all new business improves the overall financial health of the account.
• Meet internally with business unit Presidents, Financial VPs, and product VPs to discuss financial opportunities in depth and strategize account priorities.
  
  

Product and Solution Delivery

• Invite client executives to participate in Cigna and Evernorth product development steering committees.
• Explore broad joint ventures and innovation collaboration with executives that lock in long term partnership commitments and lock out potential competitors.
• Collaborate with appropriate Sales SMEs to develop and implement a client -specific sales strategy to meet each client’s unique needs.
• Serve as an ever-present executive sponsor accountable leader to each account for escalation, ownership, and account satisfaction.
• Develop a full understanding of client needs and utilize Challenger sales methodology to make the case for change. Assist in molding our current products into solution-sets that clients want to buy.
• Where solution gaps exist, work with product and innovation teams to develop custom new solutions.
  
  

Position Success Criteria

• Establishing self as trusted executive sponsor to business unit account/sales team and be relied upon for partnership to expand our business relationship over time.
• Expanding our business footprint from other business units with new products and services in a material and profitable manner.
• Meeting or exceeding annual growth and profitability targets.
• Increasing our account retention position and long-term partnership when account puts business out for competition.
• Influence the evolution of Evernorth sales and service model.
  
  

Experience/Knowledge, Education & Other Requirements

• Bachelor's degree required. Masters strongly preferred.
• Experience in Sr. Corporate leadership as either a C-suite or SVP role, or 15+ years of experience managing longer, complex sales cycles into senior level decision makers.
• 15-20 years of healthcare experience including pharmacy benefit management, Specialty Pharmacy, and Medical Benefit Management preferred.
• Proven record of building trust from ground zero, synthesizing account goals into product/service offerings, and selling our solutions for the mutual benefit of the account and Health Services.
• The ideal candidate will possess strong existing C-suite relationships with large-scale clients, consulting firms and multiple managed care organizations.
• Demonstrate the initiative and experience to proactively identify issues, plan work and meet goals on schedule.
• Experience in successfully aligning teams in complex, matrixed organizations to actively manage relationships and mitigate individual economic concerns.
• Strong interpersonal communication (verbal and written) and organizational skills.
• Thought leadership; Client Advocacy; Initiative-taking; entrepreneurial spirit.
• Comfortable working in a fast-paced dynamic environment.
  
  

If you will be working at home occasionally or permanently, the internet connection must be obtained through a cable broadband or fiber optic internet service provider with speeds of at least 10Mbps download/5Mbps upload.

About Evernorth Health Services

Evernorth Health Services, a division of The Cigna Group, creates pharmacy, care and benefit solutions to improve health and increase vitality. We relentlessly innovate to make the prediction, prevention and treatment of illness and disease more accessible to millions of people. Join us in driving growth and improving lives.

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.

The Cigna Group has a tobacco-free policy and reserves the right not to hire tobacco/nicotine users in states where that is legally permissible. Candidates in such states who use tobacco/nicotine will not be considered for employment unless they enter a qualifying smoking cessation program prior to the start of their employment. These states include: Alabama, Alaska, Arizona, Arkansas, Delaware, Florida, Georgia, Hawaii, Idaho, Iowa, Kansas, Maryland, Massachusetts, Michigan, Nebraska, Ohio, Pennsylvania, Texas, Utah, Vermont, and Washington State.