Job Description

Job Description
Medicare is a top growth area for Aetna as an enterprise and for the Government business. In 2020, the Group Retiree business will be responsible for over $12 billion in revenue with over 1 million Medicare Advantage members and over 1.2 million SilverScript members. This position is an individual contributor senior sales role for the Group Retiree Solutions team primarily focused on Medicare Advantage and Part D benefit solutions. This role responsible for new business sales which includes strategic prospecting and consultative selling to C-suite level buyers. Strategically analyze then approach target accounts. Profile employer/union targets, partner with consultants to penetrate new business opportunities, prioritize and qualify leads and build strategic relationships with clients. Be effective at developing strong external relationships at the C Suite level.This role will primarily focus on selling Medicare Advantage and Part D (pharmacy) benefits.Create, maintain and strengthen strategic relationships with national benefits consulting firms and regional brokers tied to prospective opportunitiesContribute to and execute annual business plans with a focus on consultant strategy, proactive-target marketing and proactive-client engagement initiatives tied to new business opportunitiesLead all aspects of the sales process specific to client opportunities, calling upon others to assist in solution development and proposal delivery, as needed, or as directed by managementDevelop prospect client go-to-market strategies, including identifying relevant client needs, prioritizes initiatives and establishes a clear plan for success.Develop and promote effective internal cross organizational relationships and external market relationships in order to drive sales and exceed assigned sales quotaParticipate in appropriate activities prior to sale to gain insight on client culture and begin building, maintaining and growing relationships with senior strategic key decision makers; actively engage strategic clients and consultant meeting events which lead to increased revenueIdentify, target and sell large group clients that offer retiree benefits that are not currently an Aetna Group Retiree customerMeet with brokers, consultants and strategic clients to ascertain needs, present proposals and achieve targeted close ratesDevelops weekly pipeline and engages specific sales pursuits internally and externallyUtilize knowledge of industry trends and regulatory environment to assess and anticipate client needs and requirements

Required Qualifications
8+ years experience selling solutions in the healthcare industry, financial services industry and/or management consulting with large employer clients (Fortune 500)5+ years experience in developing and managing distribution channels

8+ years experience in demonstrated sales and account management experience with large national accounts, preferably selling to C Suite clientele highly preferred

Proven success in exceeding sales targets in consecutive years

Must be a proven hunter in establishing new client relationships

Sales License: Must be able to obtain a life insurance license within 90 days from employment

Preferred Qualifications
8+ years experience in demonstrated sales and account management experience with large national accounts, preferably selling to C Suite clientele highly preferred

Understanding of government programs, such as Medicare is not required but highly preferred

Prior demonstrated sales and account management experience in health solutions is highly preferred

Strong self-starter with ability to develop and work an external pipeline at the C Suite leve

lAbility to create presentations and discussion guides that support strategic customer dialogues

Demonstrated ability to conduct sales presentations and interact effectively with internal and external customers at all levels

This position requires a high level of professionalism, stellar communication skills, executive presence and ability to fully adopt our industry

Comfortable with cold calling

Excel in qualifying prospects, pipeline management, generating revenue, acquiring customers and meeting and exceeding sales quotas, metrics and goals

Proven communications skills with senior level executives tied to client relationships

Proven ability to establish, build and maintain C Suite level relationships where benefit decisions are made

Education
Bachelor's degree or equivalent experience

Business Overview
At Aetna, a CVS Health company, we are joined in a common purpose: helping people on their path to better health. We are working to transform health care through innovations that make quality care more accessible, easier to use, less expensive and patient-focused. Working together and organizing around the individual, we are pioneering a new approach to total health that puts people at the heart.

We are committed to maintaining a diverse and inclusive workplace. CVS Health is an equal opportunity and affirmative action employer. We do not discriminate in recruiting, hiring or promotion based on race, ethnicity, gender, gender identity, age, disability or protected veteran status. We proudly support and encourage people with military experience (active, veterans, reservists and National Guard) as well as military spouses to apply for CVS Health job opportunities.