Medicare is a top growth area for Aetna as an enterprise and for the Government business. In 2020, the Group Retiree business will be responsible for over $12 billion in revenue with over 1 million Medicare Advantage members and over 1.2 million SilverScript members.This position is an individual contributor senior sales role for the Group Retiree Solutions team primarily focused on Medicare Advantage and Part D benefit solutions. This role responsible for new business sales which includes strategic prospecting and consultative selling to C-suite level buyers.Strategically analyze then approach target accounts. Profile employer/union targets, partner with consultants to penetrate new business opportunities, prioritize and qualify leads and build strategic relationships with clients. Be effective at developing strong external relationships at the C Suite level.This role will primarily focus on selling Medicare Advantage and Part D (pharmacy) benefits.Create, maintain and strengthen strategic relationships with national benefits consulting firms and regional brokers tied to prospective opportunities.Contribute to and execute annual business plans with a focus on consultant strategy, proactive-target marketing and proactive-client engagement initiatives tied to new business opportunities.Lead all aspects of the sales process specific to client opportunities, calling upon others to assist in solution development and proposal delivery, as needed, or as directed by management.Develop prospect client go-to-market strategies, including identifying relevant client needs, prioritizes initiatives and establishes a clear plan for success.Develop and promote effective internal cross organizational relationships and external market relationships in order to drive sales and exceed assigned sales quota.Participate in appropriate activities prior to sale to gain insight on client culture and begin building, maintaining and growing relationships with senior strategic key decision makers; actively engage strategic clients and consultant meeting events which lead to increased revenue.Identify, target and sell large group clients that offer retiree benefits that are not currently an Aetna Group Retiree customer.Meet with brokers, consultants and strategic clients to ascertain needs, present proposals and achieve targeted close rates.Develops weekly pipeline and engages specific sales pursuits internally and externally.Utilize knowledge of industry trends and regulatory environment to assess and anticipate client needs and requirements.
8+ years' experience selling solutions in the healthcare industry, financial services industry and/or management consulting with large employer clients (Fortune 500)5+ years' experience in developing and managing distribution channels.
8+ years' experience in demonstrated sales and account management experience with large national accounts, preferably selling to C Suite clientele highly preferred.
Proven success in exceeding sales targets in consecutive years.
Must be a proven hunter in establishing new client relationships.
Sales License: Must be able to obtain a life insurance license within 90 days from employment
COVID-19 Vaccination Requirement
CVS Health requires its Colleagues in certain positions to be fully vaccinated against COVID-19 (including any booster shots if required), where allowable under the law, unless they are approved for a reasonable accommodation based on disability, medical condition, pregnancy, or religious belief that prevents them from being vaccinated.
- If you are vaccinated, you are required to have received at least one COVID-19 shot prior to your first day of employment and to provide proof of your vaccination status within the first 30 days of your employment. For the two COVID-19 shot regimen, you will be required to provide proof of your second COVID-19 shot within the first 60 days of your employment. Failure to provide timely proof of your COVID-19 vaccination status will result in the termination of your employment with CVS Health.
- If you are unable to be fully vaccinated due to disability, medical condition, pregnancy, or religious belief, you will be required to apply for a reasonable accommodation within the first 30 days of your employment in order to remain employed with CVS Health. As a part of this process, you will be required to provide information or documentation about the reason you cannot be vaccinated. If your request for an accommodation is not approved, then your employment may be terminated.
Understanding of government programs, such as Medicare is not required but highly preferred.
Prior demonstrated sales and account management experience in health solutions is highly preferred.
Strong self-starter with ability to develop and work an external pipeline at the C Suite level.
Ability to create presentations and discussion guides that support strategic customer dialogues.
Demonstrated ability to conduct sales presentations and interact effectively with internal and external customers at all levels.
This position requires a high level of professionalism, stellar communication skills, executive presence and ability to fully adopt our industry.
Comfortable with cold calling.
Excel in qualifying prospects, pipeline management, generating revenue, acquiring customers and meeting and exceeding sales quotas, metrics and goals.
Proven communications skills with senior level executives tied to client relationships.
Proven ability to establish, build and maintain C Suite level relationships where benefit decisions are made.
Sales & Service - Fully insured products.
Sales & Service - Distribution channel management.
Sales & Service - Complex negotiations Sales - Cultivating Distribution Channels.
Sales - Selling Products and Services.
Sales - Strategic Prospecting General Business - Managing Sales Relationships.
Leadership - Developing and Executing Strategy.
Sales - Knowing Markets
Bachelor's degree or equivalent experience
At Aetna, a CVS Health company, we are joined in a common purpose: helping people on their path to better health. We are working to transform health care through innovations that make quality care more accessible, easier to use, less expensive and patient-focused. Working together and organizing around the individual, we are pioneering a new approach to total health that puts people at the heart.
We are committed to maintaining a diverse and inclusive workplace. CVS Health is an equal opportunity and affirmative action employer. We do not discriminate in recruiting, hiring or promotion based on race, ethnicity, gender, gender identity, age, disability or protected veteran status. We proudly support and encourage people with military experience (active, veterans, reservists and National Guard) as well as military spouses to apply for CVS Health job opportunities.