National Accounts Sales Vice President

CVS Health • Springfield, IL

48d

About The Position

At CVS Health, we’re building a world of health around every consumer and surrounding ourselves with dedicated colleagues who are passionate about transforming health care.
As the nation’s leading health solutions company, we reach millions of Americans through our local presence, digital channels and more than 300,000 purpose-driven colleagues – caring for people where, when and how they choose in a way that is uniquely more connected, more convenient and more compassionate. And we do it all with heart, each and every day.
Position Summary
We have a preference for qualified candidates in the Central time zone for this role
The Sales Vice President will have an assigned territory within National Accounts new business where they will be accountable for developing and executing a sales strategy that results in new logo wins / membership growth in excess of assigned target.
This role will report directly to the Executive Director, Head of Sales for National Accounts.
In addition to a base salary (expected range of $100k +), this position is eligible to participate in our sales incentive compensation program.
Responsibilities
The primary responsibilities of the Sales Vice President will be to develop and execute a sales strategy and process that results in membership growth in excess of assigned target, including:
Executing prospecting initiatives / lead generation.
Conducting consultant meetings / briefings.
Qualifying RFP opportunities through consultant debriefs, network analysis, and identification of pathway to winning.
Executing financial strategy with intentional financial recommendations based on an understanding how Aetna is being evaluated.
Finalist Meeting execution with ability to lead sophisticated client meetings with C-Suite members.
Fundamental Components
Identifies opportunities within assigned territory to partner with prospects within a multi-year pipeline 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.
Manages and builds producer relations as needed depending on book of business or market segment(s) being supported.
Coordinates sales materials, testimonials, and subject matter expert involvement in support of the successful delivery of constituent presentations.
Ability to lead / facilitate finalist presentations, educational presentations, consultant briefings, and capabilities presentations with National Account audiences.
Delivers organized polished presentations of solutions with benefits tied to constituents’ needs.
Collaborates with underwriting to prepare competitive quotes for targeted prospect with a vast understanding of Aetna profit, revenue, and margin expectations.
Monitors industry information and competitive environment of the marketplace to position Aetna’s strength accordingly.

Requirements

• 5–10+ years within the healthcare industry sales, account management and/or consulting experience, with a focus on group insurance.
• Proven success in managing large, geographically dispersed accounts.
• Client-facing / presentation experience across finalist and capability meeting settings.
• Deep understanding of business financials, products, services, group underwriting, market trends and competitive landscape.
• Proficiency in Microsoft Office and Salesforce.
• Experience managing RFP process working with cross-functional teams (underwriting, legal, actuarial, marketing, etc.) to develop compelling and compliant RFP submissions.
• Active Health & Life license required. May obtain within 90 days of hire date under exception-based circumstances.

Nice To Haves

• Previous experience within national accounts preferred.
• Established network of brokers, consultants, and employer contacts.

Responsibilities

• Executing prospecting initiatives / lead generation.
• Conducting consultant meetings / briefings.
• Qualifying RFP opportunities through consultant debriefs, network analysis, and identification of pathway to winning.
• Executing financial strategy with intentional financial recommendations based on an understanding how Aetna is being evaluated.
• Finalist Meeting execution with ability to lead sophisticated client meetings with C-Suite members.
• Identifies opportunities within assigned territory to partner with prospects within a multi-year pipeline 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.
• Manages and builds producer relations as needed depending on book of business or market segment(s) being supported.
• Coordinates sales materials, testimonials, and subject matter expert involvement in support of the successful delivery of constituent presentations.
• Ability to lead / facilitate finalist presentations, educational presentations, consultant briefings, and capabilities presentations with National Account audiences.
• Delivers organized polished presentations of solutions with benefits tied to constituents’ needs.
• Collaborates with underwriting to prepare competitive quotes for targeted prospect with a vast understanding of Aetna profit, revenue, and margin expectations.
• Monitors industry information and competitive environment of the marketplace to position Aetna’s strength accordingly.

Benefits

• Affordable medical plan options, a 401(k) plan (including matching company contributions), and an employee stock purchase plan.
• No-cost programs for all colleagues including wellness screenings, tobacco cessation and weight management programs, confidential counseling and financial coaching.
• Benefit solutions that address the different needs and preferences of our colleagues including paid time off, flexible work schedules, family leave, dependent care resources, colleague assistance programs, tuition assistance, retiree medical access and many other benefits depending on eligibility.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level