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Senior Director, Sales & Account Management

Primary Location: Falls Church, Virginia
Additional Locations: VA-Falls Church
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Description:
The Small Group Head of Sales is responsible for sales and retention in the 2-100 employee space. The individual in this role manages all aspects of this business in the MD, DC, and VA market. This includes providing strategic direction on product, plan design, and pricing, development of relationships with key principals at brokerage, GA, and TPA firms, oversight of a team of sales people responsible for selling in this space, and oversight of a team of account managers responsible for servicing existing customers in the 51-100 employee space.

Fundamental Components:

Sets, communicates and executes operational strategy and performance measures in line with company, segment, region and market goals.
Ensures achievement of sales, membership growth, retention and profitability goals.
Analyzes competitive environment to support and improve pricing, underwriting and product development strategies as well as service approach and sales efforts.
Cultivates and maintains strong relationships with all constituents
.
Recruits, attracts and retains a diverse workforce and engages and develops them through mentoring, coaching and making available tools and resources. Partners with cross-functional team and represents sales to ensure internal and external constituent needs are met.Removes organizational barriers that impact the cross-functional work required to achieve results.
Educates constituents on Aetna specific policies, product information, and procedures as well as industry issues and related current key business issues.

Background Experience:

At least 5 years of sales management experience.
At least 10 years of industry sales experience.

Licensure as required by state.
College degree or equivalent work experience.

Additional Job Information:
In this role, the incumbent will spend a fair amount of time representing Aetna externally in the market with key constituents and working one-on-one with their sales team. The incumbent is also a member of the market's senior leadership team, reporting directly to the Market President, and is expected to develop strong collaborative relationships with internal partners including product, underwriting, and actuarial leads.

Required Skills:
Leadership - Collaborating for Results, Sales - Knowing Markets, General Business - Managing Sales Relationships

Desired Skills:
General Business - Communicating for Impact, General Business - Ensuring Project Discipline, Sales - Cultivating Distribution Channels

Functional Skills:
Administration / Operation - Management: < 25 employees, Communication - Management: < 25 employees, Sales & Service - Account Management, Sales & Service - Management: < 25 employees

Education:
Insurance - Licensed Life & Health Insurance Agent (GA)

Potential Telework Position:
No

Percent of Travel Required:
25 - 50%

EEO Statement:
Aetna is an Equal Opportunity, Affirmative Action Employer

Benefit Eligibility:
Benefit eligibility may vary by position. Click here to review the benefits associated with this position.

Candidate Privacy Information:
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.

Click To Review Our Benefits (PDF)

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