Sr Dir, Sales & AM

Aetna Inc. New Albany , OH 43054

Posted 1 week ago

Job Description:

Sales segment leader for new business sales and retention to drive and achieve company andmarket defined objectives and goals; responsible for developing and implementing the sales and service strategy and providing leadership and directionto the sales and account management teams for assigned segment in the market.


  • Achieves sales and profitability targets

  • Develops new business opportunities togenerate new sales

  • Ensures product, pricing and servicesmeet client's needs while meeting

Aetna revenue growth and profit objectives

  • Manages and buildsproducer relationsas needed dependingon book of business or market segment(s) being supported

  • Identifiesopportunities to partner with the clientby drawing from entire spectrum of product lineillustrating a keen understanding of client's multifaceted needs and benefits ofAetna's full product array (e.g.,fully vs. self-insured, combination ofproducts and/or covers a range ofindustries)

  • Collaborates with internal and external partners to uncover profitable growth and cross-sell opportunities withinnew or existing customers

  • Coordinates sales materials, testimonials and subject matter expert involvement in support of thesuccessful deliveryof constituent presentations. May participate

in constituent meetings includingfinals presentations

  • Develops, executes and communicates a comprehensive strategy that is aligned with prospect's objectives, financial position andemployee benefits strategy while providingprofitable revenue and growth toAetna and supporting segment business objectives

  • Delivers organizedpolished presentations of solutions with benefits tied to constituents needs

  • Partners withaccount management to createa renewal strategy that identifies profitable growthand cross-sell opportunities within existingcustomers

  • Takes leadership role in setting strategy and collaborating with underwriting toprepare competitive quotes fortargeted prospects

  • Creates open enrollmentstrategy with producer and plan sponsorto maximize enrollment

  • Monitors industry information and competitive environment of themarketplace to position Aetna'sstrength accordingly

Key Capabilities Required:

  • Leads and directs sales and accountmanagement teams toensure achievement ofsales, membership growth, retention, and profitability goals

  • Relationship management with customers andexternal constituents

  • Ability to analyze competitive environment tosupport and improve pricing, underwriting, and product development strategies, as well as service approach andsales efforts with an eye to long-term success

  • Capacity planning

Background/Education Required:

  • At least five years of sales managementexperience and 10 years of industry sales experience

  • The highest level of education desired forthis role is a Bachelors degree or equivalent experience


Aetna is about more than just doing a job. This is our opportunity to re-shapehealthcare for America and across the globe. We are developing solutions toimprove the quality and affordability of healthcare. What we do will benefitgenerations to come.

We care about each other, our customers and our communities. We are inspired tomake a difference, and we are committed to integrity and excellence.

Together we will empower people to live healthier lives.

Aetna is an equal opportunity & affirmative action employer. All qualifiedapplicants will receive consideration for employment regardless of personalcharacteristics or status. We take affirmative action to recruit, select anddevelop women, people of color, veterans and individuals with disabilities.

We are a company built on excellence. We have a culture that values growth,achievement and diversity and a workplace where your voice can be heard.

Benefit eligibility may vary by position. Click here to review the benefits associated with thisposition.

Aetna takes our candidate's data privacy seriously. At no time will any Aetnarecruiter or employee request any financial or personal information (SocialSecurity Number, Credit card information for direct deposit, etc.) from you viae-mail. Any requests for information will be discussed prior and will beconducted through a secure website provided by the recruiter. Should you beasked for such information, please notify us immediately.

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