Sales Director - Commercial Accounts

The job profile for this position is Sales (IC) Principal, which is a Band 5 Senior Contributor Career Track Role.

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The primary function of the Sales Director is to lead new business development and pursuit strategy for National Accounts within an assigned territory. This role is engaged across the full pursuit lifecycle, from qualified opportunity development, early prospect engagement, and opportunity shaping through proposal strategy, finalist presentations, negotiations, contracting, and implementation handoff. The Sales Director will serve as a consultative advisor to prospects, strategic stakeholders, executive sponsors, consultants, and internal partners by leveraging healthcare, market, client, and competitive expertise to influence opportunities before formal procurement begins. Success will be measured by achievement of sales targets, growth of a robust future pipeline, advancement of strategic opportunities, executive engagement, long-term relationship development, Net New Lives, and other plan objectives assigned to the Sales Director.

ESSENTIAL FUNCTIONS:

• Leads the full pursuit lifecycle for qualified new business opportunities within an assigned territory, including early engagement, opportunity shaping, pursuit strategy, proposal development, finalist presentations, negotiations, closing, contracting, and implementation handoff.
• Develops and executes territory-specific sales strategies and tactical plans that advance strategic opportunities, build future pipeline, and support achievement of annual sales, Net New Lives, and plan objectives.
• Engages prospects before formal procurement begins to identify business needs, influence buying criteria, shape the opportunity, and position the organization as a differentiated healthcare and PBM partner.
• Builds and expands relationships with consultant partners, prospects, strategic stakeholders, executive sponsors, and other decision makers to deepen market presence, improve win probability, and support long-term growth.
• Serves as a trusted advisor by applying deep healthcare, market, client, and competitive expertise to understand prospect priorities, recommend solutions, and guide consultative sales conversations.
• Orchestrates cross-functional pursuit teams across the enterprise, aligning clinical, product, finance, operations, implementation, marketing, consultant relations, legal, executive leadership, and other partners around a unified pursuit strategy.
• Leverages market intelligence, competitive insights, consultant feedback, and client/prospect input to shape sales strategy, refine messaging, identify future growth opportunities, and share actionable insights with sales leadership, matrix partners, Account Management, and other internal stakeholders.
• Solves unique and complex business challenges associated with large, complex employer groups and PBM prospects, with solutions that have broad and significant impact on the business.
• Organizes, directs, and influences project teams to achieve pursuit milestones, contracting objectives, implementation readiness, and broader new sales divisional goals.

QUALIFICATIONS:

• Detailed knowledge and expertise of assigned territory dynamics, market influencers, brokers, consultants, employee benefits self-insurance marketplace, healthcare landscape, and PBM industry
• 12+ years relevant experience
• Bachelor’s Degree preferred
• Demonstrated consultative selling capability, including ability to engage senior-level prospects, executive sponsors, strategic stakeholders, consultants, and internal leaders as a trusted advisor
• Adept at identifying prospects, shaping qualified opportunities, developing key relationships, and advancing strategic opportunities before formal procurement begins
• Proven ability to generate a high level of sales while also building future pipeline, advancing strategic opportunities, and supporting long-term relationship growth
• Exceptional verbal and written communication, executive presence, influence, and presentation skills
• Ability to lead and orchestrate cross-functional teams across clinical, product, finance, operations, implementation, marketing, consultant relations, legal, executive leadership, and other enterprise partners to gain alignment and move initiatives forward
• Strong ability to apply market intelligence, competitive insights, client/prospect feedback, and sales data to shape strategy and identify growth opportunities
• Strong PC skills with experience using Microsoft Office, email, internet, and sales tracking software
• Leadership skills, team orientation, proactive management style, and strong commitment to sales and client service
• Organizational and prioritization skills
• Ability to travel

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.

This role is also anticipated to be eligible to participate in an incentive compensation plan and long term incentive plan.

At The Cigna Group, you’ll enjoy a comprehensive range of benefits, with a focus on supporting your whole health. Starting on day one of your employment, you’ll be offered several health-related benefits including medical, vision, dental, and well-being and behavioral health programs. We also offer 401(k), company paid life insurance, tuition reimbursement, a minimum of 18 days of paid time off per year, paid holidays, and leaves of absence. For more details on our employee benefits programs, click here.

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.

Please note that you must meet our posting guidelines to be eligible for consideration.  Policy can be reviewed at this link.

Qualified applicants with criminal histories will be considered for employment in a manner consistent with all federal, state and local ordinances.