Eric Santelli

Examiner
DISC Type : cs

National Sales Director at Aetna, a CVS Health Company

Mesa, Arizona, United States

Overview

Eric Santelli is a National Sales Director at Aetna with a diverse background in medical management, B2B sales, and client relations. He holds a Masters in Industrial and Organizational Psychology from Grand Canyon University, which he applies to develop strong teams and build loyal client bases.

Outside of his primary career in healthcare insurance, Eric has an interest in major technology and electronics companies. He has a background in behavioral health services, indicating a passion for understanding and helping people through various professional avenues.

He was a top producer for three consecutive years early in his career at Grand Canyon University.

Personality Overview

Tough To Convince

Overcautious

Late Adopter

They tend to have clarity about their needs and constraints, and are unlikely to over-promise.  The only way to convince them is by showing them examples and ample proof. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

Medicare Sales Strategy
His experience as a Sr. Medicare Broker Manager at Aetna highlights his deep expertise in navigating the complexities of the Medicare market.
Organizational Psychology
He holds a Master's degree in this field, suggesting an academic and professional interest in team dynamics, leadership, and organizational effectiveness.
Client Relationship Building
His profile emphasizes using strong interpersonal skills to establish accounts and foster a loyal client base, a core theme throughout his roles.

Media Appearances

Eric has no verified media appearances

Work History

4-2021
National Sales Director at Aetna, a CVS Health Company
3-2017
Sr. Medicare Broker Manager Lead at Aetna, a CVS Health Company
5-2016 - 5-2017
Program Manager at Southwest Behavioral & Health Services
10-2014 - 12-2015
Client Service Executive at Cigna Insurance Services
1-2009 - 6-2014
Enrollment Counselor at Grand Canyon University

Education

2013 - 2015
Master of Science in Industrial and Organizational Psychology from Grand Canyon University
2009 - 2013
Bachelor's of Science Health Care Administration from Grand Canyon University

More Information

Social Presence :

Prographics :

Exp : 16 Location : Mesa, Arizona, United States Job Level : Mid-senior Designation : National Sales Director at Aetna, a CVS Health Company
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Insights For Selling To Eric

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Be firm in your communication and stay in control

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Don't be very accepting if that is your natural style, stay firm
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Eric is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Eric

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Eric move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Eric take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Eric

Personality Compatibility


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