Aetna Sales Director (National Accounts)

At CVS Health, we’re building a world of health around every consumer and surrounding ourselves with dedicated colleagues who are passionate about transforming health care.

As the nation’s leading health solutions company, we reach millions of Americans through our local presence, digital channels and more than 300,000 purpose-driven colleagues – caring for people where, when and how they choose in a way that is uniquely more connected, more convenient and more compassionate. And we do it all with heart, each and every day.

Position Summary

• The Sales Director (i.e. Sr. Analyst, Sales Executive - internal title) will have an assigned territory within National Accounts new business where they will be accountable for developing and executing a sales strategy that results in new logo wins / membership growth in excess of assigned target. 

• Additionally, the Sales Director will support key activity related to prospecting and RFP management across all territories.  

• This role will report directly to the Executive Director, Head of Sales for National Accounts.

• This position is eligible to participate in our sales incentive compensation program.

Responsibilities

The primary responsibilities of the Sales Director will be to develop and execute a sales strategy and process that results in membership growth in excess of assigned target. The secondary responsibility will be to provide support/stage progression of a National Accounts Sales Vice Presidents territory or case level strategy including:

• Support and execute prospecting initiatives / lead generation
• Conduct consultant meetings / briefings
• Qualify RFP opportunities through consultant debriefs, network analysis, and identification of pathway to winning
• Execute financial strategy with ability to present on UW approval calls
• Finalist Meeting support and execution with ability to lead client meetings

Fundamental Components

• Identifies opportunities within assigned territory to partner with prospects within a multi-year pipeline by drawing from the entire spectrum of product lines, illustrating a keen understanding of clients' multifaceted needs and benefits utilizing Aetna's full product array.
• Manages and builds producer relations as needed depending on book of business or market segment(s) being supported.
• Coordinates sales materials, testimonials, and subject matter expert involvement in support of the successful delivery of constituent presentations.
• Ability to lead / facilitate finalist presentations, educational presentations, consultant briefings, and capabilities presentations with National Account audiences.
• Delivers organized polished presentations of solutions with benefits tied to constituents’ needs.
• Collaborates with underwriting to prepare competitive quotes for targeted prospect with a vast understanding of Aetna profit, revenue, and margin expectations.
• Monitors industry information and competitive environment of the marketplace to position Aetna’s strength accordingly.

Required Qualifications

• 5–10+ years within the healthcare industry sales, account management and/or consulting experience, with a focus on group insurance.
• Proven success in managing large, geographically dispersed accounts.
• Client-facing / presentation experience across finalist and capability meeting settings.
• Deep understanding of business financials, products, services, group underwriting, market trends and competitive landscape.
• Proficiency in Microsoft Office and Salesforce.
• Experience managing RFP process working with cross-functional teams (underwriting, legal, actuarial, marketing) to develop compelling and compliant RFP submissions.
• Active Health & Life license required. May obtain within 90 days of hire date.

Preferred Qualifications

• Previous experience within national accounts preferred.
• Established network of brokers, consultants, and employer contacts.

Education

• Bachelor’s degree in Business, Marketing, Healthcare Administration, or a related field.

Anticipated Weekly Hours

Time Type

Pay Range

The typical pay range for this role is:

This pay range represents the base hourly rate or base annual full-time salary for all positions in the job grade within which this position falls.  The actual base salary offer will depend on a variety of factors including experience, education, geography and other relevant factors.  
 

Our people fuel our future. Our teams reflect the customers, patients, members and communities we serve and we are committed to fostering a workplace where every colleague feels valued and that they belong.

Great benefits for great people

We take pride in our comprehensive and competitive mix of pay and benefits – investing in the physical, emotional and financial wellness of our colleagues and their families to help them be the healthiest they can be. In addition to our competitive wages, our great benefits include:

• Affordable medical plan options, a 401(k) plan (including matching company contributions), and an employee stock purchase plan.

• No-cost programs for all colleagues including wellness screenings, tobacco cessation and weight management programs, confidential counseling and financial coaching.

• Benefit solutions that address the different needs and preferences of our colleagues including paid time off, flexible work schedules, family leave, dependent care resources, colleague assistance programs, tuition assistance, retiree medical access and many other benefits depending on eligibility.

For more information, visit https://jobs.cvshealth.com/us/en/benefits

Qualified applicants with arrest or conviction records will be considered for employment in accordance with all federal, state and local laws.