Aetna Sales Support Prod Spec in West Hartford, Connecticut

Req ID: 38146BR


Act as primary resource in a specific product or service for sales support, field sales and/or customer teams in support of Health key performance measures.

Fundamental Components:

Fundamental Components & Physical Requirements include but are not limited to

(* denotes essential functions)

Act as product subject matter expert

Primarily focused on a single product or group of products or services

Product Specialists may be responsible for some or all of the following fundamental components:

Qualifying Requests

Review incoming requests (new proposals, alternative quotes for customers, etc.)

Preliminary and/or final risk evaluation

Determination of likelihood of success vs. resource allocation

Consultative Selling

Cultivate relationship with field sales force/broker/consultant community/customer teams

Determine customer needs and expectations

Determine sales strategy

Analyze competition

Cultivate relationships with internal sales support

Determine level of services, functions to be provided in a coordinated multi-product response

Determine role in support of sales strategy/presentation

Develop and Deliver Proposal -- may include some or all of the following:

Coordination with other internal resources

  • Determine exceptions and resource commitments

  • Negotiate appropriate Aetna response

    Project planning

    Pricing components

  • Claim evaluation

  • Expense calculation

  • Guarantees

    Completion of questionnaire

    Preparation of financial exhibits/ quotation assumptions

    Proposal layout and assembly

    Negotiate appropriate Aetna response with external customer

    Recommend enhancements/changes to proposal materials/process

    May participate in meetings/presentations

    Coordinate logistics

    Prepare/coach participants

    Develop presentation materials

    Deliver presentation

    Post sale activities

    Confirm and communicate what was sold

    Participate in contractual/installation activities

    Financial follow-up as necessary

    Documentation and transfer to customer team

    Senior Position may include:

    representing area in interdepartmental meetings/projects

    recognized as highly experienced in job related function(s)

    mentoring and/or training of other employees

    delegated authority for exceptions in pricing and risk selection decisions

    Exhibits the following Sales Support Product Spec Behaviors


    Self starter. Follow through. Multi task. Ability to learn and develop process.


    The highest level of education desired for candidates in this position is a High School diploma, G.E.D. or equivalent experience.


    Functional - Administration / Operations/File Maintenance/1-3 Years


    TechnicalExperience/TechnicalFocus/1-3 Years/End User


    General Business/Turning Data into Information/ADVANCED


    Opportunity to learn in a dynamic growth oriented business environment.

    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