Aetna Senior Director, Sales Effectiveness - 48491BR in New York, New York

Req ID: 48491BR

Aetna s goal is enabling our members, across all life stages, to feel the joy of achieving their best health, in their own way. Aetna s Consumer Health Services Analytics Team leverages the power of data analytics and structured problem solving to develop new growth opportunities, accelerate existing businesses, and enhance organizational decision making. Accelerating growth of Aetna s Commercial business is core to Aetna s future success; to help power this, we are seeking an impact-oriented, analytics and business executive to lead our Commercial Sales Effectiveness and Local Market Growth team. Supporting a $50B commercial business with over 85k clients, this team provides consultative analytic support and sales effectiveness platforms for commercial sales leaders and local market president. The ideal candidate will have strong analytic, written/verbal communication, project management, relationship building and leadership experience. The position is office based in our NYC, Wellesley, Ma, or Hartford, CT locations. Position Summary: Senior leader, reporting to VP, Marketing and Sales Analytics, responsible for directing the analytics critical to the success of Business to Business (B2B) sales and local market consulting solutions. Leads a team of 10+ experienced analytics, sales effectiveness, and business intelligence consultants. • Responsible for the effectiveness of Business to Business (B2B) sales with a focus on:o Insights in Broker management and optimizationo B2B sales funnel optimizationo Sales rep performance management§ Sales target / quota setting§ Portfolio allocation• Leads solutions related to Local market consulting with experience in:o Consultative problem solving: utilize hypothesis-driven approach to systematically assess drivers of local market success, including§ Assessing baseline, growth opportunities through broader market participation and share penetration§ Current and potential attractiveness of major customer segments§ Product competitiveness vs local and national competitors§ Local distribution channel, sales and marketing effectiveness and efficiency• Data analytics: using local market sales, product, customer, or distribution data to develop diagnostic analyses, size opportunities, and inform growth strategies• Partner with local market functions, segments, and functional SME leader to develop a shared vision, including a multi-year strategy, tactical recommendations, milestones• Communication: persuasively communicate findings / recommendations (e.g., presentations, briefs, visualizations)• Management and strategic direction with Business Intelligence platformso Develop new platforms in support B2B sales and local market solutionso Optimize current offerings§ Market data§ Commercial opportunity prospecting § Sales effectiveness • Presents to senior management and existing and prospective constituents on information services, capabilities and performance results.• Presents analysis based strategy and makes recommendations to senior management. Background/Experience Desired• Demonstrated experience leading and setting the direction for large consulting and/or analytics teams, with a focus upon impact and innovation• 10+ years of relevant experience with departmental leadership responsibilities, including B2B sales, sales strategies, or sales effectiveness powered by data analytics)• Change agent – demonstrated ability to create case for change in sales processes (scorecards, portfolio allocation, target development, etc)• Excellent strategic thinking capabilities with ability to derive insight and recommendations from data• Demonstrated experience leading and managing large cross functional teams. Education and Certification RequirementsMaster's degree in Statistics, Economics or related fields


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.

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