Aetna Sales Support Consultant in Phoenix, Arizona

Req ID: 52341BR


Manage overall sales support process for all health, specialty health, group insurance and ancillary products for new and existing business in concert with field sales/service and/or customer teams in support of Health key performance measures.

Fundamental Components:

Qualifying Requests

Reviews incoming requests (new/growth RFPs/RFIs and proactive quotes) for strategic and capabilities match

Preliminary and/or final risk evaluation/selection

Determination of likelihood of success vs. resource allocation

Consultative Selling

Cultivate critical relationships(field sales/service, broker/consultant community/customer teams, Health local market and Home Office operations

Analyze competition and competitive position

Assess customer needs and expectations vs. Health capabilities/strategy

Assist in development of customer sales strategies

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

Develop proposal project plan

Coordinate responses from all Health resources in support of Health's response

  • GI, SH, local market, operations, ancillary products/services areas

  • Determine exceptions and resource commitments

  • Negotiate appropriate Aetna response.

    Coordinate and or complete case underwriting and pricing components

  • Claim evaluation

  • Expense calculation

  • Guarantee structure

  • Stop loss pricing

    Complete questionnaire

    Prepare all financial exhibits/document all assumptions

    Determine proposal layout and coordinate assembly

    Negotiate appropriate Aetna response with external customer

    May participate in

    meetings/presentations/site visits

    Coordinate logistics

    Prepare/coach participants

    Develop presentation materials

    Participate as presenter

    Negotiate terms of deal

    Post sale activities

    Confirm and communicate sold case specifics to internal Aetna parties, consultant and customer

    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). May review work of other unit members

    may take the lead for presentations for selected customers

    mentoring and or training of other employees

    delegated authority for exceptions in pricing and risk selection decisions

    Exhibits the following Sales Support Consultant Behaviors


    Bachelors degree or equivalent experience


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


    Functional - Sales & Service/Sales administration, support, reporting/1-3 Years

    Functional - Customer Service/Customer Service - Member Services - Traditional products/1-3 Years

    Functional - Learning/Administration, support & reporting/1-3 Years


    Technical - Desktop Tools/Microsoft Explorer/1-3 Years/System Support

    Technical - Desktop Tools/Microsoft Outlook/1-3 Years/Power User

    Technical - Desktop Tools/Microsoft PowerPoint/1-3 Years/Power User


    General Business/Maximizing Work Practices/ADVANCED

    Service/Case Administration/ADVANCED


    Sales/Selling Products and Services/ADVANCED


    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