Aetna Public and Labor Sr Sales Executive in Parsippany, New Jersey

Req ID: 49817BR


This role is responsible for driving new business growth for Public and Labor. Individual will be actively involved in community-based, grassroots, relationship-building with executive level leadership and with those in the community who can influence the RFP outcome . This role is focused on cities, counties, schools and state government RFP opportunities. This individual helps manage and drives local market endorsements from our Public Sector customers and our local and national strategic partners to position Aetna in the most favorable view possible. Manage local, key public sector relationships, including strategic partnerships. Effective collaboration and strong external relationship building are critical for success. This role must have a unique skill set of translating the complexity associated with local government business into strong favorable Aetna relationships. This role must have effective communication skills given the high number of executive level clients he/she will interface with on a regular basis.

Fundamental Components:

Direct involvement in early stage of RFP opportunities. Engage field sales team early in the sales process to help them understand the political dynamics of a specific case; preferably, 18-24 months in advance of an opportunity

Drive new business results and maintain a healthy pipeline of potential clients in public sector and labor and health plan business.

Lead complex political and grassroots strategy to help field sales team win and retain business.

Attend local city, county and school board meetings.

Collaborate with internal business partners, including Medicare, Medicaid, Marketing, Aetna Foundation, CALM and others to help support organizational goal and objectives.

Build strong client relationships & establish executive credibility with key stakeholders including clients, public and labor agencies, and vendor partners.

Create and identify opportunities to market Aetna to public sector purchasers, including attending and presenting in conferences regularly attended by employees of state and local government, and health plans.

Collaborate with internal business partners to develop and design content for national public sector strategic parnters.

Coordinate with field sales team to shape RFP strategy and response.

Speaker at, regional conferences and community-based events to market Aetna brand and build creditability and trust with prospects and customers.

Develop, design and track political map to support field sales team.

Develop grassroots strategy to help field sales win business.

Attend strategic external meeting with government executives, including elected officials, appointed and non-appointed officials (which often requires weekends and outside normal business hours, for ex., evenings)

Engage and develop strong relationships with executive leaders in every community, inclusive of government, business, and faith-based leaders.

Strong character and work ethic.

Strong strategic thinking skills.

Must have excellent oral and written communication skills.

Must have ability to adapt to politically diverse customers and prospects.

Must be a team player, and willing to work with cross-functional departments to meet organizational goals and priorities.


5 plus years of experience working in a client facing healthcare environment or within a business that is directly working with health plans, state/local government providing clinical or administrative services. Significant experience selling to state and local government entities and educating elected officials. Bachelors degree required, Masters degree preferred in Public Health, Public Administration, Political Science, or MBA. Proficient in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook, etc.).


The highest level of education desired for candidates in this position is a Bachelor's degree or equivalent experience.


Insurance/Insurance License is desired


Functional - Sales & Service/Strategy development/7-10 Years

Functional - Marketing/Strategy development/7-10 Years


Technical - Desktop Tools/Microsoft PowerPoint//

Technical - Desktop Tools/Microsoft Word//

Technical - Desktop Tools/Microsoft Outlook//


Leadership/Collaborating for Results/ADVANCED

Sales/Cultivating Distribution Channels/ADVANCED

Sales/Selling Products and Services/ADVANCED


Sales/Delivering on the Promise/FOUNDATION

Sales/Negotiating Collaboratively/MASTERY

General Business/Communicating for Impact/FOUNDATION


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: Sales and Service

Aetna is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected Veterans status.