National Accounts Specialty Sales Executive – Dental, Vision, Voluntary

Job Description: • Develops and implements sales strategies to sell products and services to new large group accounts or government programs in an assigned business segment, product, or geography • Performs business development activities in pursuit of new growth channels and identifies potential new clients in a specified territory or geographic area • High influence on sales and retention business • Develops new business opportunities and cultivates strong, productive, and influential relationships to generate new sales of large or more complex accounts and prospects • Implements strategies necessary to attain sales objectives in assigned areas • Manages complex negotiations and consults on challenging renewals to position products, rate levels, ad expanded product portfolios to increase sales or support difficult renewals and maximize revenue • Works with the clients to identify their needs and utilize our full product array to put together a multifaceted package for the client • Manages the integration of client's and Aetna’s internal organizations and partners cross-functionally to complete sales, installation, servicing, and product development activities as appropriate • Identifies opportunities to partner with the client by drawing from the entire spectrum of product lines, illustrating a keen understanding of clients' multifaceted needs and benefits utilizing Aetna's full product array (e.g., fully vs. self-insured, product combinations and/or product specializations by industry) • Coordinates sales materials, testimonials, and subject matter expert involvement in support of the successful delivery of constituent presentations • Oversees communication and planning among key stakeholders and presents a successful finalist presentation • Identifies and capitalizes on emerging trends in the marketplace by participating in community and industry events as an Aetna representative • Collaborates with account management on their assigned book of business • Ensures product, pricing and services meet client's needs while meeting Aetna revenue growth and profit objectives • Identifies opportunities to partner with the client by drawing from entire spectrum of product line illustrating a keen understanding of client's multifaceted needs and benefits of Aetna's full product array (e.g., fully vs. self-insured, combination of products and/or covers a range of industries) • Collaborates with internal and external partners to uncover profitable growth and cross-sell opportunities within new or existing customers and to support post-sale activities • Manages/coordinates the integration of client’s and Aetna’s internal organizations and partners cross-functionally to complete sales, installation, and servicing • Accountable for overall Sales Planning, Distribution Channel, Sales Processes, RFP & Quoting Process • Identified within the business unit as "a person to ask" when complex questions • Participate in more senior level discussions with higher-level leaders • Consistently provide practical/relevant ideas and perspectives on process or practice improvements Requirements: • 5+ years of relevant industry healthcare sales experience, with a focus on Specialty sales - Dental/Vision/Voluntary • Ability to explain the relevant process elements and issues in relation to organizational issues and trends in sufficient detail during discussions • Persuasive Presentation Skills demonstrating value and moving client to purchase • Ability to successfully negotiate with internal/external clients to achieve profitable wins in market • Has a complete understanding of business financials, products, and services • Must have active health/life insurance license • Bachelor’s degree in business or related field, Masters preferred, or equivalent work experience Benefits: • medical, dental, and vision coverage • paid time off • retirement savings options • wellness programs • other resources, based on eligibility