National Accounts Specialty Sales Executive – Dental, Vision, Voluntary

Role Overview

• Develops and implements sales strategies to sell products and services to new large group accounts or government programs in an assigned business segment, product, or geography
• Performs business development activities in pursuit of new growth channels and identifies potential new clients in a specified territory or geographic area
• High influence on sales and retention business
• Develops new business opportunities and cultivates strong, productive, and influential relationships to generate new sales of large or more complex accounts and prospects
• Implements strategies necessary to attain sales objectives in assigned areas
• Manages complex negotiations and consults on challenging renewals to position products, rate levels, ad expanded product portfolios to increase sales or support difficult renewals and maximize revenue
• Works with the clients to identify their needs and utilize our full product array to put together a multifaceted package for the client
• Manages the integration of client's and Aetna’s internal organizations and partners cross-functionally to complete sales, installation, servicing, and product development activities as appropriate
• Identifies opportunities to partner with the client 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 (e.g., fully vs. self-insured, product combinations and/or product specializations by industry)
• Coordinates sales materials, testimonials, and subject matter expert involvement in support of the successful delivery of constituent presentations
• Oversees communication and planning among key stakeholders and presents a successful finalist presentation
• Identifies and capitalizes on emerging trends in the marketplace by participating in community and industry events as an Aetna representative
• Collaborates with account management on their assigned book of business
• Ensures product, pricing and services meet client's needs while meeting Aetna revenue growth and profit objectives
• Identifies opportunities to partner with the client by drawing from entire spectrum of product line illustrating a keen understanding of client's multifaceted needs and benefits of Aetna's full product array (e.g., fully vs. self-insured, combination of products and/or covers a range of industries)
• Collaborates with internal and external partners to uncover profitable growth and cross-sell opportunities within new or existing customers and to support post-sale activities
• Manages/coordinates the integration of client’s and Aetna’s internal organizations and partners cross-functionally to complete sales, installation, and servicing
• Accountable for overall Sales Planning, Distribution Channel, Sales Processes, RFP & Quoting Process
• Identified within the business unit as "a person to ask" when complex questions
• Participate in more senior level discussions with higher-level leaders
• Consistently provide practical/relevant ideas and perspectives on process or practice improvements

Requirements

• 5+ years of relevant industry healthcare sales experience, with a focus on Specialty sales
• Dental/Vision/Voluntary
• Ability to explain the relevant process elements and issues in relation to organizational issues and trends in sufficient detail during discussions
• Persuasive Presentation Skills demonstrating value and moving client to purchase
• Ability to successfully negotiate with internal/external clients to achieve profitable wins in market
• Has a complete understanding of business financials, products, and services
• Must have active health/life insurance license
• Bachelor’s degree in business or related field, Masters preferred, or equivalent work experience

Benefits

• medical, dental, and vision coverage
• paid time off
• retirement savings options
• wellness programs
• other resources, based on eligibility