Aetna Sales Director (National Accounts)

About the position 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. 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

• Develop and execute a sales strategy and process that results in membership growth in excess of assigned target.
• 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.
• Identify opportunities within assigned territory to partner with prospects within a multi-year pipeline.
• Manage and build producer relations as needed depending on book of business or market segment(s) being supported.
• Coordinate sales materials, testimonials, and subject matter expert involvement in support of the successful delivery of constituent presentations.
• Lead / facilitate finalist presentations, educational presentations, consultant briefings, and capabilities presentations with National Account audiences.
• Deliver organized polished presentations of solutions with benefits tied to constituents' needs.
• Collaborate with underwriting to prepare competitive quotes for targeted prospect.
• Monitor industry information and competitive environment of the marketplace.

Requirements

• 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.

Nice-to-haves

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

Benefits

• Affordable medical plan options.
• 401(k) plan (including matching company contributions).
• 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.

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