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Sat Jun 2, 2018 - 19 weeks ago

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Sr. Account Executive/ Eastern Territory Manager

Req ID: 50986BR


The Sr. Account Executive position is responsible for building pipeline and selling data analytics to large Employers, Payers, Providers, and channel partners. Accountable for achieving a defined sales objective.

Fundamental Components:

Identifies and evaluates strategic sales opportunities in order to build high quality pipeline and close sales.

Establishes, maintains and grows relationships with key strategic decision makers in consultant and prospect organizations in order to further build positive brand recognition and drive revenue growth.

Develops and implements complex strategic sales plan at a prospect specific level. Interfaces with all levels of management to negotiate and influence consensus.

Coordinates the development of customized offerings with Product Development, Finance, IT, Clinical Operations, Legal and other internal Departments.

Provides strategic direction and leadership to Proposal team and other departments in RFP responses.

Actively participates and leads internal meetings and trainings. Grows and maintains extensive industry knowledge and best practices through active involvement in national and international trade shows, competitive analyses participation and prospect identification and relationship management Leads end to end RFP process management including creating and presenting cost proposals and pricing models and contract negotiation.


* 10+ years of experience in healthcare or managed care industry.

*10+ years of experience with a large, complex sales process and advanced sales techniques in a long sales cycle.

* Significant experience with new business development.

* Strong SalesForce pipeline and revenue management skills

* Extensive network of plan sponsor, payer, and/or provider contacts including C-Suite level for large employers and thought leaders for national consulting firms.

* Persuasive and proven negotiating skills with a strong professional executive presence and motivating public speaking experience.

* Strong technology and information systems background with emphasis on healthcare solution and consultative sales.

* Excellent process management skills, with demonstrated achievements in developing and establishing successful integrated sales and marketing campaigns for new business.

* Business Development planning and execution skills; ROI and product demonstration skills.

* Ability to work well both independently and as part of an innovative team in a deadline driven, fast paced matrix environment.

* Established record of success building long term relationships at the highest levels of corporate.


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

Telework Specifications:

100% telecommuting position that supports the Eastern US region.


* Travel requirement is up to 75%.

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 candidate'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