Aetna Director, Joint Venture Busniess Development - 42676BR in Boston, Massachusetts

Req ID: 42676BR


To dramatically improve its relationships with hospitals, physicians and other providers, Aetna launched Accountable Care Solutions (ACS) in 2010.

Its mission is to develop mutually beneficial partnerships between Aetna and key providers, enabling their transformation from a hospital factory to a clinically integrated supplier of high quality, cost-efficient healthcare.

Over the next few years, Aetna seeks to launch strategic partnerships and joint ventures in tens of markets. The ACS team will be charged with identifying those target markets, developing the appropriate partnership strategy with the right provider partner, executing the deal, and developing a go-to-market strategy. In the past two years this team has launched joint venture health plans with Banner (Arizona), Texas Health Resources (Dallas/Fort Worth), and Allina (Minneapolis/St. Paul) all of which complement our flagship joint venture with Inova (Northern Virginia).

The Director of Joint Venture Business Development will develop or expand 1-2 highly complex joint ventures each year and will work as part of a tightly nit team. This role oversees the following functions critical to the success of the enterprise joint venture strategy: development and execution of go-to-market and deal-specific strategies, establishment and management of relationships with deal participants at joint venture targets, securing internal approvals at key deal stages, managing contributions from matrixed FTEs, and supporting the negotiation of key joint venture terms.

Idea candidate would reside in:

Hartford, CT; Boston, MA; or New York, NY

Fundamental Components:

Drives strategic direction and executes deal-related activities for complex joint venture health plan deals involving 100,000s of members and billions of dollars in contract value, requiring significant investment from both Aetna and the counterparty

Partners with Aetnas legal counsel and corporate development to ensure the contract contains terms that are in compliance with company policies and norms

Establishes and manages relationships with deal participants within joint venture targets, representing the Aetna Way and cultivating a preferred payer status for Aetna

Collaborates with Aetnas market leadership and senior executives to generate leads, develop deal strategies including financial modeling, and gain internal approvals

Forecasts deal financials and informs key assumptions to ensure appropriate foundational and growth assumptions

Leverages deep quantitative and qualitative market intelligence to ensure that deal execution is powered by comprehensive and robust strategic analysis

Manages JV governance process to ensure process is transparent to internal constituents and aligned with existing enterprise and local growth strategies


Experience negotiating complex acquisitions and partnerships in support of enterprise-wide growth initiatives

Solid understanding of hospital and physician system operations and business models, including the impacts imposed by recent regulatory, economic, and industry events

Thorough understanding of the functions associated with the operation of a health plan


The highest level of education desired for candidates in this position is a Master's degree.


Functional - Project Management/Enterprise-wide project management/4-6 Years

Functional - Leadership/Lead significant enterprise-wide initiative/1-3 Years


General Business/Demonstrating Business and Industry Acumen/MASTERY

Leadership/Developing and Executing Strategy/MASTERY

Sales/Negotiating collaboratively/MASTERY


Finance/Creating Profitable Partnerships/MASTERY

Leadership/Anticipating and Innovating/MASTERY

Telework Specifications:

Flexible telework / office-based schedule (must live near Aetna office location)

Idea candidate would reside in:

Hartford, CT; Boston, MA; or New York, NY


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: Management