Chief Distribution Officer (CDO)
Cigna
Reporting to the Chief Executive Officer, Hong Kong, the Chief Distribution Officer will act as a key member of the leadership team with full P&L responsibility for all distribution channels Global Health Benefits (GHB), Cigna Individual (LIH & GIH), Telemarketing (DTC) and all other Commercial lines.
This candidate will drive the growth and operational goals of Cigna Hong Kong and be responsible for driving a “One Cigna” approach across all business lines, leveraging support from all other departments.
Partnering with other key control functions, the CDO is required to understand the different operating model for each business lines which also involve stakeholders in multiple countries, while driving synergy and delivering results in Hong Kong.
The incumbent will be responsible for all aspects of distribution and sales functions including but not limited to:
- Develop and implement the overall Distribution strategy, working closely with Marketing to ensure that Products and Campaigns are aligned with the customer and the Sales organization.
- Manage all external client and broker relationships and act as a face of Cigna to the broader market – press, industry associations, etc.
- In addition to Cigna HK’s local products, effectively distribute GHB and GIH products to maximize the Cigna HK portfolio performance, while also striving to align with those separate entities’ Global objectives.
- Focus on the “One Cigna” structure, leveraging the integration of multiple channels.
- Build and lead a world-class distribution team, actively developing high-performing leaders, managers, and individual contributors. Formulate and execute a long-term strategic plan and drive tactical activities to achieve the strategic objectives.
Key Responsibilities
- Own the Hong Kong distribution strategy and commercial performance, with clear accountability for profitable growth, new business delivery and P&L performance across GHB, LIH and GIH including Sales, Profitability and Retention.
- Lead all major distribution channels, including broker sales, client management, telemarketing, direct-to-customer and emerging alternative channels, creating a coherent “One Cigna” approach across the portfolio.
- Accelerate GHB growth through stronger sales discipline and market coverage, ensuring the organisation converts increased capacity and investment into higher productivity, ANP and market share
- Transform and scale the Individual Health business, integrating LIH and GIH distribution priorities while rebuilding broker production and developing the capabilities required to deliver sustained growth.
- Modernise DTC and telemarketing performance, improving lead quality, callback speed, prioritisation, customer contactability, conversion, capacity utilisation and accountability throughout the acquisition funnel.
- Build new routes to market, including affinity partnerships, life-insurance partnerships, digital platforms, aggregators, worksite propositions and other scalable distribution ecosystems.
- Strengthen commercial governance and performance management, establishing transparent channel targets, actionable management information and clear accountability for sales productivity, pipeline, conversion, costs and return on investment.
- Build a high-performing and efficient distribution organisation, attracting strong commercial talent, developing future leaders, clarifying responsibilities and continually optimising structure, capacity and location.
- Act as Cigna Hong Kong’s senior commercial representative, building trusted relationships with brokers, clients and partners while working across Marketing, Product, Finance, Operations, Actuarial and Legal to turn customer and market opportunities into profitable execution.
Job Requirements:
- Over 10 years of Business Development, Marketing, and/or Sales Channel Management experience at a senior level.
- Experience in the employee benefits / health insurance industry with experience in Sales, Retention, Strategy and Marketing Engagements is preferred.
- Deep knowledge of the International Private Medical Insurance (IPMI) marketplace in Hong Kong is essential both in Group and Individual settings.
- Advanced Knowledge of the Local Individual Private Medical Insurance via broker channels is essential.
- Intermediate knowledge of the typical market practice for Wellness would be preferred.
- Knowledge of the Local Individual Private Medical Insurance via DTC (Direct to Consumer) and Telemarketing channels would be an advantage but not mandatory.
- Experience in institutional selling in health, insurance or financial services along with an established network of contacts and relationships with brokers, key players/ decision makers in the market is preferred.
- Strong people leadership skills with proven track record.
About The Cigna Group
Cigna Healthcare, a division of The Cigna Group, is an advocate for better health through every stage of life. We guide our customers through the health care system, empowering them with the information and insight they need to make the best choices for improving their health and vitality. Join us in driving growth and improving lives.