Steven Long

Observer
DISC Type : ic

Senior Client Solutions Leader at Aetna, a CVS Health Company

Wayne, Pennsylvania, United States

Overview

Steven is an experienced healthcare strategist and Vice President of Client Management at Aetna, a CVS Health Company. He acts as a trusted advisor for clients in the Mid-Atlantic market, developing healthcare strategies to optimize Aetnas capabilities. He holds a BBA from Temple University and is a Certified Employee Benefit Specialist (CEBS).

He has deep technical expertise and previously served as a core peer reviewer for complex Health and Welfare technical analyses at Mercer Health and Benefits.

Personality Overview

Assertive

Value Driven

Example Seeker

They can sound friendly and charming but can quickly change gears to become inquisitive and probing.  They are generally good communicators and can be hard to convince. They ask a lot of questions and rely heavily on information and collaterals.

Topics They Care About

Healthcare Strategy
His career centers on partnering with clients to develop their healthcare strategy, focusing on plan design, pricing, and consumerism to deploy Aetna's capabilities optimally.
Client Growth
A primary responsibility in his leadership roles has been collaborating on and developing effective strategies for client retention and growth in Aetna's National Accounts.
Health Innovation
He shares company news regarding acquisitions and digital health initiatives aimed at improving care delivery, lowering costs, and enabling broader access to high-quality care.

Media Appearances

Steven has no verified media appearances

Work History

4-2014 - 1-2016
Senior Client Solutions Leader at Aetna, a CVS Health Company
9-2012 - 3-2014
Vice President, Client Management at Aetna, a CVS Health Company
4-1999 - 8-2012
Principal at Mercer Health and Benefits
5-1995 - 3-1999
Account Manager at Sedgwick Noble Lowndes

Education

1991 - 1995
BBA from Temple University

More Information

Social Presence :

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Exp : 20 Location : Wayne, Pennsylvania, United States Job Level : N/A Designation : Senior Client Solutions Leader at Aetna, a CVS Health Company
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Insights For Selling To Steven

During A Call Or A Meeting

DO's

  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Be prepared for a lot of questions, answer them objectively
  • Ask them questions to understand their needs better while staying affable

DONT's

  • Avoid making offhand commitments
  • Don’t brush off any concerns, take all questions seriously
  • Don’t rely excessively on your relationship with them to win the deal

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steven is

  • Proven value, strong testimonials are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Steven

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Steven move?

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

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

You And Steven

Personality Compatibility


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