Aetna NAT Sales Executive in San Francisco, California

Req ID: 37801BR

POSITION SUMMARY

Develops and executes effective sales strategies both in conjunction with the Market SVP and individually (where applicable) for accounts to meet profitable sales and cross-selling objectives.

Fundamental Components:

Act as strategic business partner to constituents (producers, prospects) to optimize the positioning of Aetnas products and services and to attain profitability and membership objectives. Assesses the competitive environment and develops sales strategies to capitalize on market opportunities and drive a competitive advantage. Accountable for establishing and maintaining relationships with appropriate internal partners, (underwriting, sales support, medical management, etc.). Prospecting. Analysis and prospect identification from data collection activities of Sales Assoc. Create dossiers and top prospect templates. Oversee Targeted Selling Tool analysis. Initiate contact with prospects where there is no relationship with and establish meeting. Keep discovery opportunities updated in SalesForce.com. RFPs. Summarize RFP -Kick-off consultant phone call. Proposal & Strategy Summary. Prepare for and lead National Account Sales Support strategy call. Manage communication and facilitate information exchange with consultant throughout RFP's . Questionnaire review and approve report summaries. Coordinate RFP follow-up -Submit CIMS (implementation) requests, make contact with Subject Matter Experts as necessary, complete/update win templates for leadership. Create finalist presentation starting point (SVP approves draft, Sales Associate formats). Networking. Attend regional conferences. Own topics for consultant capabilities meetings. Coordinate with Local and Regional Business Segment (Middle Market) and internal ancillary product SVPs to ensure consistency in messaging. Develop broker and junior consultant relationships (e.g., young consultant educational forum). Sales. In Markets where Joint Ventures are available, serve as Joint Venture sales individual. In certain Markets, serve as additional direct prospecting sales individual. Cultivates productive relationships with brokers/consultants, customers, and peers Implements strategies necessary to attain sales objectives in assigned areas. Positions products, rate levels, and expanded product portfolios to increase sales and maximize revenue. Identifies various ways to partner with the client by drawing from entire spectrum of product line. Gains understanding of clients multifaceted needs and recommends appropriate benefits of Aetnas full product array (e.g., fully vs. self-insured, combination of products and/or covers a range of industries).

BACKGROUND/EXPERIENCE desired:

5-7 years industry or sales experience

EDUCATION

The highest level of education desired for candidates in this position is a Bachelor's degree or equivalent experience.

LICENSES AND CERTIFICATIONS

Insurance/Life and Health Insurance License is desired

FUNCTIONAL EXPERIENCES

Functional - Sales & Service/Strategy development/4-6 Years

Functional - Sales & Service/Sales administration, support, reporting/4-6 Years

Functional - Products-Medical/Active Benefit Design/4-6 Years

TECHNOLOGY EXPERIENCES

Technical - Desktop Tools/Microsoft Outlook/4-6 Years/Power User

Technical - Desktop Tools/Microsoft PowerPoint/4-6 Years/Power User

Technical - Desktop Tools/TE Microsoft Excel/4-6 Years/Power User

REQUIRED SKILLS

General Business/Managing Sales Relationships/ADVANCED

Sales/Cultivating Distribution Channels/FOUNDATION

Sales/Selling Products and Services/ADVANCED

DESIRED SKILLS

Finance/Creating Profitable Partnerships/FOUNDATION

Sales/Knowing Customers/FOUNDATION

Sales/Knowing Markets/FOUNDATION

ADDITIONAL JOB INFORMATION

Health and Life Licenses in all 50 states; If not currently licensed in all 50 states, will be coordinate upon acceptance of the position. Incentive compensation dependent on licensure. Aetna is about more than just doing a job. This is our opportunity to re-shape healthcare for America and across the globe. We are developing solutions to improve the quality and affordability of healthcare. What we do will benefit generations to come. We care about each other, our customers and our communities. We are inspired to make 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 qualified applicants will receive consideration for employment regardless of personal characteristics or status. We take affirmative action to recruit, select and develop 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.

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

We care about each other, our customers and our communities. We are inspired to make 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 qualified applicants will receive consideration for employment regardless of personal characteristics or status. We take affirmative action to recruit, select and develop 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 this position.

Job Function: Sales and Service