Matthew Harms

Doer
DISC Type : ds

Head of Sales, National Accounts at Aetna, a CVS Health Company

Nashville, Tennessee, United States

Overview

Matthew is an accomplished sales leader at Aetna, guiding Fortune 500 executives on healthcare strategy to foster growth and operational excellence. His background includes roles at Blue Cross Blue Shield and Willis Towers Watson, and he holds an MBA from Walsh College and a BS from Providence College.

He previously led Aetnas Consumer Health & Services division, focusing on using technology to change how employers and consumers engage with healthcare.

Personality Overview

Risk-Accepting

Long-term Focused

Fast-paced

Reading between the lines and seeing beyond your words comes naturally to them.  They are very professional in their approach and can weigh multiple perspectives together. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

Benefits Trends
As a featured speaker on the topic, he is an expert on actionable strategies for managing rising costs and revamping employee benefits packages for the future.
Healthcare Strategy
He partners with Fortune 500 companies to provide strategic direction for their organization's healthcare needs, helping to bend the cost curve through technology and engagement.
Sales Leadership
As Head of Sales, he is focused on expanding his team and recruiting top business development talent to execute new growth strategies across CVS Health and Aetna.

Media Appearances

Matthew has no verified media appearances

Work History

5-2022
Head of Sales, National Accounts at Aetna, a CVS Health Company
2-2019 - 5-2022
Senior Director, Sales Growth & Effectiveness, National Accounts at Aetna, a CVS Health Company
3-2018 - 2-2019
Vice President Business Development, National Accounts at Aetna, a CVS Health Company
1-2014 - 3-2018
Vice President, Consumer Experience at Aetna, a CVS Health Company
7-2010 - 12-2013
Sr. Sales Consultant at Blue Cross Blue Shield of Michigan

Education

2008 - 2010
Master's of Business Administration from Walsh College
2003 - 2005
Bachelor of Science from Providence College

More Information

Social Presence :

Prographics :

Exp : 20 Location : Nashville, Tennessee, United States Job Level : Mid-senior Designation : Head of Sales, National Accounts at Aetna, a CVS Health Company
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Insights For Selling To Matthew

During A Call Or A Meeting

DO's

  • Come across as a trustworthy professional and be respectful, they usually know their game
  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • Use phrases like 'your team deserves', 'best in class' etc.

DONT's

  • Avoid putting conscious effort into relationship-building
  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matthew is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Matthew

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Matthew move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Matthew take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Matthew

Personality Compatibility


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