What are the responsibilities and job description for the Director of Sales - MDLive - Remote position at MD Live by Evernorth?
Position Description
As the Director of Sales, you will play a pivotal role in MD Live’s virtual care expansion efforts. In this role, you will lead strategic initiatives aimed at increasing our pipeline and market presence, driving revenue growth, and initiating lasting client relationships. This is a unique opportunity to help shape the future of virtual care in a dynamic and innovative organization.
This position is responsible for leading a complex sales cycle with health plans, employers and health systems in a defined territory. The Director, Sales will have one direct report, an Inside Sales representative that works collaboratively with the Director, Sales to build pipeline and close deals in territory.
This role is designed for a driven sales professional with a strong track record of achieving sales targets and driving revenue growth through strategic client acquisition and relationship management. This includes working internally with key departments including Product, Clinical, IT, Marketing, Implementation, Client Success, and others, to support sales efforts and to structure solutions that align to clients’ virtual care strategy.
Essential Functions
This role is also anticipated to be eligible to participate in an incentive compensation plan.
We want you to be healthy, balanced, and feel secure. That’s why 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) with company match, company paid life insurance, tuition reimbursement, a minimum of 18 days of paid time off per year and paid holidays. For more details on our employee benefits programs, visit Life at Cigna Group.
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.
Qualified applicants with criminal histories will be considered for employment in a manner consistent with all federal, state and local ordinances.
As the Director of Sales, you will play a pivotal role in MD Live’s virtual care expansion efforts. In this role, you will lead strategic initiatives aimed at increasing our pipeline and market presence, driving revenue growth, and initiating lasting client relationships. This is a unique opportunity to help shape the future of virtual care in a dynamic and innovative organization.
This position is responsible for leading a complex sales cycle with health plans, employers and health systems in a defined territory. The Director, Sales will have one direct report, an Inside Sales representative that works collaboratively with the Director, Sales to build pipeline and close deals in territory.
This role is designed for a driven sales professional with a strong track record of achieving sales targets and driving revenue growth through strategic client acquisition and relationship management. This includes working internally with key departments including Product, Clinical, IT, Marketing, Implementation, Client Success, and others, to support sales efforts and to structure solutions that align to clients’ virtual care strategy.
Essential Functions
- Create and manage a pipeline to meet or exceed a specific revenue quota for the fiscal year. Develop, execute and manage territory prospecting strategy for the territory team and manage sales cycle through lead acquisition through to contracting and close.
- Create and maintain a strategic sales plan for a defined territory. Execute deal-specific selling strategies and buyer engagement plans to define a path to close.
- Develop prospect-specific strategies based on a broad knowledge of virtual care and digital health solutions and an understanding of the market landscape.
- Manage a continuous, accurate forecast through Salesforce using the MD Live Salesforce procedures and forecasting process. Monitor Salesforce tracking for Inside Sales rep and territory to ensure adequate pipeline growth and to analyze deal trends.
- Develop strong relationships with C-suite, SVP, Vice President, Product and Total Rewards leaders across targeted clients, including CEOs, CFOs, and other top medical and product leaders.
- Develop strong relationships with consultants and other stakeholders including cross-enterprise partners.
- Work collaboratively within MD LIVE to provide feedback and input for future products, pricing and positioning.
- Forecast in a complex sales process for contract signature and set appropriate expectations on install requirements and timeframes both internally and with the customer.
- Demonstrate an effective understanding of competitive actions in the assigned territory and develop plans to address problem areas.
- Partner with finance team to develop financial proposals and provide competitive offerings at the right price to market to achieve sales goals.
- Communicate directly with prospects, brokers, consultants, and other stakeholders, playing a significant role in the communication process and answering external questions.
- Manage one direct report including completion of performance reviews, etc.
- Other duties as assigned
- Knowledge of healthcare landscape, including IT purchasing decisions, budget processes and reimbursements
- 5 years of sales experience in healthcare or digital health space
- Excellent relationships in the healthcare market and ability to leverage these for sales opportunities
- Strong ability to manage a pipeline and define path to close with demonstrated sales success metrics
- Ability to negotiate contracts and terms, with the support of sales leadership and legal, through complicated contract process
- Excellent technology skills including; MS Office, Salesforce and other technology tools
- Excellent interpersonal and communication skills including presenting, speaking, writing, and follow up
- Outstanding organizational skills
- Ability to sell new solutions in a fast-paced, evolving market
- Ability to work remotely as a field-based employee
- Must be comfortable and willing to travel up to 65% for prospect / partner meetings and events, industry events, internal meetings, etc.
- Must have a valid driver’s license
- Bachelor’s degree in business or related field or equivalent experience
This role is also anticipated to be eligible to participate in an incentive compensation plan.
We want you to be healthy, balanced, and feel secure. That’s why 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) with company match, company paid life insurance, tuition reimbursement, a minimum of 18 days of paid time off per year and paid holidays. For more details on our employee benefits programs, visit Life at Cigna Group.
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.
Qualified applicants with criminal histories will be considered for employment in a manner consistent with all federal, state and local ordinances.
