VP, Sales Enablement - Aetna

CVS Health•Hartford, CT

About The Position

The Vice President, Sales Enablement translates business and go-to-market priorities into an integrated enablement agenda spanning proposal strategy, plan sponsor reporting and analytics, clinical business support, customer-facing content and experiences, sales effectiveness, technology, producer strategy and compensation, and operating governance. The role shares accountability with Sales and Account Management leadership for new business, retention and overall sales results, and helps Field teams deliver a differentiated, insight-led experience for clients, prospects, producers and consultants. The leader connects work across CSM and enterprise partners, establishes priorities and decision rights, simplifies organizational processes, and builds an integrated, high-performing team. The position sets strategy and operating models, improves sales and retention execution, advances insights and customer value, modernizes technology and ways of working, oversees producer strategy and operations, and leads organizational development. Success is measured through business outcomes, sales effectiveness, client experience, adoption and quality of enablement support, cross-functional execution, technology and process improvements, financial stewardship, and leadership-pipeline strength.

Requirements

15+ years of progressive leadership experience in sales enablement, commercial strategy, sales, account management, marketing, analytics, consulting or a related field.
Executive leadership experience in a complex, matrixed organization, including responsibility for multidisciplinary teams, strategic portfolios, budgets and enterprise partnerships.
Demonstrated success improving sales effectiveness, retention, customer experience or go-to-market performance through enablement strategy and large-scale transformation.
Deep understanding of sales and account management processes, proposal and finalist support, customer-facing content, analytics and sales technology.
Ability to translate strategy into priorities, decision rights, operating mechanisms and measurable execution while influencing senior leaders in shared-accountability environments.
Strong business and financial acumen, executive communication, presentation and relationship-building skills.
Bachelor’s degree or equivalent experience.

Nice To Haves

Leadership experience in health care, employee benefits, insurance, consulting, brokerage, pharmacy benefits or another regulated B2B environment.
Experience applying AI and advanced technology to sales, customer experience, analytics, content or business processes, including platforms such as Salesforce.
Experience with producer strategy, incentive compensation, licensing, appointments, distribution governance or clinical consulting.
MBA or other advanced degree.

Responsibilities

Define and execute an enterprise-connected Sales Enablement strategy aligned with profitable growth, retention, affordability, product distinction, client experience and operational excellence.
Translate commercial strategy into a focused portfolio of priorities, roadmaps, investments and measurable outcomes.
Establish the function’s value proposition, service model, decision rights and ways of working for Field teams and business partners.
Partner with Sales and Account Management leadership on new business, retention and overall sales results; identify friction, improve handoffs and increase adoption of enablement tools and resources.
Lead differentiated proposal, finalist and customer-conversation experiences through executive summaries, presentations, tailored content and proof points.
Build scalable account management support models for national, regional, small group and specialty businesses, creating consistency across CSM.
Own the strategy for consultative plan sponsor reporting, network analytics and clinical business support used in sales, RFP and existing-client conversations.
Equip analytic and clinical consultants with differentiated insights, market-ready stories, role-specific training and communities of practice.
Use client, member, producer and Field feedback to shape priorities, improve experiences and strengthen growth and retention strategies.
Create performance measures and executive reporting connecting enablement activity to adoption, quality, speed, client impact, sales effectiveness and business outcomes.
Leverage AI, advanced analytics and technology to improve sales and customer experiences, insights, storytelling and ways of working.
Set strategy and priorities for sales-enabling technology, including Salesforce capabilities, reporting platforms, the Aetna Employer Portal, proposal technology and content tools.
Establish disciplined intake, prioritization, portfolio management and governance across strategic initiatives; align resources and investments to high-value work.
Identify and scale practical AI use cases across proposal development, customer content, analytics, reporting and Field support, with appropriate governance and controls.
Use automation, data and process redesign to simplify work, improve speed and quality, and reduce administrative burden.
Partner across enterprise functions to manage dependencies, resolve trade-offs and deliver integrated solutions for the Field and customers.
Own the national producer relationship strategy and provide executive oversight of licensing, appointments, compensation and incentive programs.
Lead the operating plan, budget, workforce plan, staffing priorities and monthly business reporting, with financial, regulatory and operational controls.
Build and develop a multidisciplinary organization, strengthen succession and critical capabilities, and establish an operating rhythm that reduces silos and drives accountability.
Partner across Marketing, Product, Clinical, Network, Underwriting, Actuarial, Digital and other functions to deliver integrated solutions and messaging.