Mike Bucci

Go-getter
DISC Type : d

Vice President, Sales Enablement at Aetna, a CVS Health Company

Philadelphia, Pennsylvania, United States

Overview

Mike Bucci is the Vice President of Sales Enablement for Aetnas Commercial & Specialty Markets. His career includes roles as President of the Capitol Market and Partner at Mercer, focusing on strategic relationships and business growth. He is an alumnus of Bucknell University and has a background in developing value-based care collaborations.

As President of Aetnas Capitol Market, Mike was involved in a $9. 2M investment to build affordable housing in Washington D. C. , addressing key social determinants of health for the community.

Personality Overview

Vision Oriented

Decisive

Fast-Paced

They can be nudged to make faster decisions by offering what they value.  They respond well to confident salespeople. They focus on objectivity in a pitch and pay little attention to bells and whistles.

Topics They Care About

Sales Enablement
Leads Aetna's national sales enablement organization, responsible for sales support, effectiveness, field communications, and various compensation programs for producer partners and internal teams.
Value-Based Care
He has led collaborations with Accountable Care Organizations (ACOs) that successfully reduced claims costs by millions while improving patient care and medication adherence.
Strategic Partnerships
Manages relationships with top distribution partners through initiatives like the Aetna National Advisory Council to improve healthcare affordability and engagement.

Media Appearances

Mike has no verified media appearances

Work History

3-2022
Vice President, Sales Enablement at Aetna, a CVS Health Company
11-2015 - 3-2022
President, Capitol Market at Aetna, a CVS Health Company
12-2011 - 10-2015
Market Head, Public & Labor Sector at Aetna, a CVS Health Company
5-2010 - 11-2011
Partner at Mercer
1-2004 - 4-2010
Market Vice President, National Accounts at Aetna

Education

Education details unavailable from Bucknell University

More Information

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Exp : 21 Location : Philadelphia, Pennsylvania, United States Job Level : Senior Designation : Vice President, Sales Enablement at Aetna, a CVS Health Company
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Get to the point quickly instead of spending too much time on pleasantries
  • Highlight the competitive differentiation of your product
  • Stress on the business value that your product offers

DONT's

  • Do not give up if they are not convinced, try again with a different approach
  • Don’t expect them to change their mind quickly if they say no once
  • Refrain from asking too many questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from Mike

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Mike take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And Mike

Personality Compatibility


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