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Senior Sales Executive - Large Group

Primary Location: Linthicum, MD
Additional Locations: DC-Washington, MD-Baltimore, MD-Linthicum, VA-Falls Church
Professional that sells to producers and customers in the Middle Market commercial business segment within the greater DC and Baltimore Metro areas. This professional will be responsible to grow our medical membership within their assigned territory for both fully insured and self funded business. This individual will develop and cultivate strong relationship with key constituents (consultants and plan sponsors) to maximize sales opportunities and achieve profitable growth.

Fundamental Components:
-Cultivates strong, productive and influential relationships with brokers/consultants, customers, and peers focusing on the larger or more complex accounts/prospects.
-Implements strategies necessary to attain sales objectives in assigned areas.
-Manages complex negotiations.
-Positions products, rate levels, and expanded product portfolios to increase sales and maximize revenue.
-Manages the integration of client’s and Aetna’s internal organizations to meet client’s installation needs and close the deal. --Collaborates with account management and underwriting for renewals on assigned book of business.
-Identifies various ways to partner with the client by drawing from entire spectrum of product line.
-Gains understanding of client’s multifaceted needs and recommends appropriate benefits of Aetna’s full product array (e.g., fully vs. self-insured, combination of products and/or covers a range of industries).
-Provides effective presentations to Aetna constituents. Exhibits the following Senior Sales Executive Behaviors.
-Coordinates sales materials, testimonials, and subject matter expert involvement in support of the successful delivery of constituent presentations.
-Coordinate and participate in constituent meetings including finalist presentations.
-Develops/maintains and communicates expertise on products, industry, and emerging marketplace trends.


Background Experience:
8+ years industry experience Applicable state license to sell products.Bachelor's degree desired or equivalent work experience.

Required Skills:
General Business - Managing Sales Relationships, Sales - Selling Products and Services, Sales - Strategic Prospecting

Desired Skills:
General Business - Consulting for Solutions, General Business - Demonstrating Business and Industry Acumen, Sales - Negotiating Collaboratively

Functional Skills:
Sales & Service - Alternate funding products, Sales & Service - Distribution channel management, Sales & Service - Fully insured products, Sales & Service - Self insured/stop loss products, Sales & Service - Strategy development

Technology Experience:
Desktop Tool - Microsoft Exchange, Desktop Tool - Microsoft Outlook, Desktop Tool - Microsoft PowerPoint

Insurance - Life and Health Insurance License

Potential Telework Position:

Percent of Travel Required:
10 - 25%

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

Benefit Eligibility:
Benefit eligibility may vary by 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.


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