Executive Director, Sales and Account Management - Public Sector & Labor, Keystone & Capital Markets

Position Summary

At Aetna, our health benefits business, we are committed to helping our members achieve their best health in an affordable, convenient, and comprehensive manner. Combining the assets of our health insurance products and services with CVS Health’s unrivaled presence in local communities and their pharmacy benefits management capabilities, we’re joining members on their path to better health and transforming the health care landscape in new and exciting ways every day.

Our Public & Labor business segment serves school systems, municipalities, county governments, public sector consortiums, state governments, and multi‑employer welfare plans. This portfolio includes medical, dental, Medicare Advantage, prescription drug, vision, and voluntary products, generating approximately $500 million in annual revenue. The Public & Labor Market Head is accountable for driving growth and profitability across the Keystone and Capital markets.

The Market Head leads a team of sales and account management professionals dedicated to meeting customer needs and supporting informed decision‑making around health care benefit programs and health care spending. This role provides strategic direction and leadership to ensure the team achieves sales, service, and retention objectives across its assigned book of business and producer relationships. Additionally, the Market Head is responsible for developing and executing business development strategies that address the complex and nuanced purchasing dynamics of the public sector and labor marketplace.

• Leads and develops a high‑performing team of sales and client management professionals responsible for growing and retaining Public Sector & Labor customers across PA, DE, WV, MD, DC, and VA.

• Establishes and executes operational strategies and performance metrics aligned with company, segment, regional, and market objectives.

• Defines and drives the long‑term strategic direction for assigned departments to support sustainable growth and profitability.

• Partners with senior business leaders to develop and execute business strategies and key initiatives that deliver sales growth, membership gains, retention, and financial performance.

• Drives results through strong cross‑functional collaboration with Sales, Service, Product Development, and Marketing, resolving complex and strategic business challenges.

• Leverages knowledge of the competitive landscape, regulatory environment, and market dynamics to anticipate and address emerging customer and market needs.

• Builds and maintains strong relationships with key stakeholders, including producers, plan sponsors, providers, customers, and regulatory agencies.

• Influences financial performance by identifying key drivers of the financial plan and proactively aligning strategies with economic, industry, and marketplace trends.

• Contributes to market and segment compensation strategies to optimize sales performance, member retention, and earnings outcomes.

• Recruits, retains, and develops a diverse workforce through active mentoring, coaching, and ensuring access to tools and resources.

• Aligns people, budget, and operational resources to achieve key performance metrics and strategic priorities.

• Collaborates with other business segments on sales, distribution, compensation, and resource allocation strategies.

• Leads and participates in strategic initiatives that impact the segment’s financial results and long‑term objectives.

• Negotiates internally to ensure appropriate resourcing and alignment across business areas.

• Ensures compliance with Aetna policies while exercising sound judgment to approve exceptions aligned with business needs.

• Analyzes competitive market conditions to inform pricing, underwriting, product development, service approaches, and sales strategies.

• Communicates effectively with internal and external stakeholders, both in person and virtually; travel may be required.

• Contributes to enterprise‑wide performance and models collaboration across departments and teams.

40%

The candidate will have a strong work ethic, be a self‑starter, and be able to be highly productive in a…