Steve Manning

Wildcard
DISC Type : csi

Senior Vice President at Aetna, a CVS Health Company

Montclair, New Jersey, United States

Overview

Steve Manning is a Senior Vice President at Aetna with over 26 years of experience in the Pharmacy Benefit Management industry. He specializes in transforming business performance, delivering innovative solutions, and developing leaders. He holds an MBA from The University of Chicago Booth School of Business.



He established and led the National Accounts Business Unit at CVS Health.

Personality Overview

Curious But Skeptical

Requires Proof

Friendly But Slow

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  They are often friendly and nice, but can sometimes suprise you with their piercing questions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell

Topics They Care About

Member-Centric Healthcare
His focus is on maximizing the member experience through innovative products, outstanding clinical outcomes, and providing access to affordable, quality care.
Leadership Development
He has a background in developing personalized career paths to build robust leadership pipelines and improve team performance, growth, and retention.
Consultant Collaboration
He frequently highlights the importance of the Aetna Consultant Advisory Council to understand market trends and meet customer expectations.

Media Appearances

Steve has no verified media appearances

Work History

1-2026
Senior Vice President at Aetna, a CVS Health Company
12-2020 - 1-2026
Vice President, Enterprise Accounts at CVS Health
3-2019 - 11-2020
Vice President, Aetna Integrated Business Unit at CVS Health
11-2007 - 2-2019
Vice President, National Accounts at CVS Health
1-1997 - 11-2007
Area Vice President at CVS Health

Education

1992 - 1995
MBA from The University of Chicago Booth School of Business
1982 - 1986
Finance from University of Iowa

More Information

Social Presence :

Prographics :

Exp : 39 Location : Montclair, New Jersey, United States Job Level : Leadership Designation : Senior Vice President at Aetna, a CVS Health Company
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Insights For Selling To Steve

During A Call Or A Meeting

DO's

  • Help them realize that there is no personal risk in making this decision
  • Build rapport, it will come handy to handle hard questions later
  • Help them understand the risk aspect fully while inspiring confidence

DONT's

  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steve is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Steve

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Steve move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Steve take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Steve

Personality Compatibility


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