Aetna Account Director - Medicare Group Sales in Phoenix, Arizona

Req ID: 52560BR


Develops and executes effective account management strategies for larger, more complex accounts to meet profitable growth and cross-selling objectives.

Fundamental Components:

Act as senior strategic business partner to constituents (producers, plan sponsors, customers) to optimize the positioning of Aetnas products and services and to attain profitability and membership objectives. (*)

Develops and executes the renewal process ensuring appropriate margins and customer/membership retention targets are achieved. Prepares client for renewal by explaining cost drivers of benefit plan, offers solutions to reduce costs, delivers renewal to client and producer. Formulates complex financial decision recommendations and presents them to management. (*)

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, plan sponsor services, medical management, etc.).

Ensure clients are kept informed of any regulatory issues and/or developing healthcare trends potentially impacting their benefits program strategy. Works with clients to make certain that any changes resulting from this activity are appropriately addressed within the context of their business needs and employee benefits strategy. (*)

Leads finalist presentations related to either new business or growth/cross sell opportunities on designated customers. (*)


3-5 years industry or customer service experience.

College degree or equivalent experience

Licensure as required by state: must obtain within 3 months of hire


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


Sales & Service/ is desired


Sales & Service/Account Management/1-3 Years

Sales & Service/Strategy development/1-3 Years


Finance/Creating Profitable Customers/MASTERY

General Business/Managing Sales Relationships/MASTERY

Sales/Selling Products and Services/MASTERY


Sales/Knowing Markets/MASTERY

Sales/Strategic Prospecting/MASTERY

Telework Specifications:

Considered for the right candidate. Territory consists of primarily western US.


Manage for profitable growth

Creates and implements realistic, affordable plans to meet business objectives

Uses rigorous financial and value analysis to manage and enhance profitability

Assesses and adjusts return on value of services to achieve profitability

Monitors results and tackles problems directly and with urgency

Integrates cross-functional interdependencies when making business decisions

Anticipate and respond to marketplace trends

Knowledgeable in current and possible future policies, practices, trends, technology and information effecting Aetnas industry

Effectively projects the impact of future trends in the marketplace and develops strategies to capture sales as a result

Formulates strategies and tactics that convey product or services value proposition

Influences product development to anticipate and respond to marketplace trends

Develop strategies that drive the business

Creates business strategy to drive competitive advantage

Scans environment to anticipate investments that reshape the business to meet emerging market needs

Integrates information from customers, markets, and external trends to define context for decision-making

Conveys a clear sense of Aetnas purpose to capture the energy and align the efforts of the workforce

Drives strategy execution with speed & resolve to create bias for action & first to market urgency.

Identifies and leads shifts in strategic direction as market conditions dictate

Foster a compliant workforce

Models integrity and ethical behavior in all situations

Complies with the laws, regulations and ethical standards that govern our business

Coaches others on the importance of honoring commitments and acting with integrity

Promotes an environment where employees are encouraged to remain ever vigilant and raise concerns to their managers, Business Compliance Officer or other compliance personnel

Takes swift action against those who disregard Aetnas ethical

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.

Aetna takes our candidates's data privacy seriously. At no time will any Aetna recruiter or employee request any financial or personal information (Social Security Number, Credit card information for direct deposit, etc.) from you via e-mail. Any requests for information will be discussed prior and will be conducted through a secure website provided by the recruiter. Should you be asked for such information, please notify us immediately

Job Function: Sales and Service

Aetna is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected Veterans status.