Position Summary

• Develops and implements account management and cross/up sell strategies to build and maintain strong external and internal relationships to achieve customer satisfaction, revenue, membership, and earnings objectives for two large, public sector and hospital clients.

• Serves as the primary interface for all products and services and creates demand for the organization's products and services by raising their profile with customers.

**In addition to a base salary, this role is eligible for Sales Incentive Compensation on top of base salary**

Fundamental Components:

• Develops and executes account management strategy for two large public sector/hospital clients, with a high-demand book of business to include discussions on service levels and expectations, process improvements, operation of benefits plans, identification of gaps in service levels, and determination of root causes and solution development through cross-functional coordination via internal and external senior or executive levels decision makers.

• 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.

• Develops and maintain and executes strategic cross-functional annual business plan and account strategy by customer that reflects the customers business objectives and how Aetna solutions align with those objectives to achieve our operational, financial, network, clinical and relationship initiatives (internal and external version). Retains and cultivates a profitable book of business by coordinating the renewal process.

• Works collaboratively within Aetna and across business functions to ensure customer needs are understood and key issues are addressed.

• Responsible for Customer Strategy & Relationship Management for day-to-day contacts, senior management, and key decision makers 6 ensure multi- threaded throughout the organization - also leads/manages the Producer Relationship for this customer.

• Understands industry trends, market dynamics and able to tie these levers to the Customer's/Account Strategy.

• Leads coordination for communications of any CVS/Aetna News (i.e. general business announcements, operational support, etc.)

• Leads 44;Ground Game45; initiatives, with relationship development with various elected officials, departments, and other key decision-makers.

• Directly accountable for retention of assigned portfolio (persistency and renewal goals), owns the financial management of their assigned book. Owns, manages, and coordinates renewal strategies. Drives/executes on upsell activities.

• Supports New Business Sales team with finalist meetings for new opportunities, where appropriate.

• Responsible for financial performance, including pricing and negotiation, ensuring alignment with profitability targets for assigned portfolio. Reviews and consultatively presents customer reporting with meaningful analytics, trending, and insightful recommendations for additional programs and services. Leads Presentations with clients.

• Required to communicate with internal and external parties. May require travel to offsite locations for in-person meetings.

Experience:

• 5+ years of healthcare insurance industry.

• Experience working with public and labor sector clients.

• Must have proven track record in a healthcare insurance sales or account management lead role.

• Must hold an insurance license in resident state, and non-resident states where clients are located.

• Must be willing to travel up to 40% in the designated territory.

Education:

• Bachelor's degree preferred/specialized training/relevant professional qualifications, or equivalent work experience.

• Bilingual preferred, but not required - English/Spanish.

Anticipated Weekly Hours

Time Type

Pay Range

The typical pay range for this role is:

This pay range represents the base hourly rate or base annual full-time salary for all positions in the job grade within which this position falls.  The actual base salary offer will depend on a variety of factors including experience, education, geography and other relevant factors.  

Great benefits for great people

We take pride in offering a comprehensive and competitive mix of pay and benefits that reflects our commitment to our colleagues and their families.

Additional details about available benefits are provided during the application process and on .