Account Manager, National & Special Accounts California

The Account Manager works in a consultative manner and assumes overall responsibility for managing accounts with the objective of ensuring revenue goals are achieved. The role proactively manages renewal and upsell opportunities throughout their lifecycle with an eye on balancing the needs of the customer with those of the organization. The Account Manager remains focused on the strategic management of the account portfolio, while at the same time managing day-to-day service requirements. Success depends on building strong relationships with customers and brokers to drive alignment, retention, and improved outcomes for all stakeholders. This position handles accounts in our National and Special Accounts space.  

Location Note: The book of business for this role is located within California. Candidates should live in and be able to service accounts within the state. Relocation assistance is not available. 

We offer a competitive base salary, amazing benefits, bi-weekly auto allowance, bi-weekly remote allowance, and the opportunity to participate in the company's sales incentive bonus program. 

• Maintains and grows the revenue base through upsells, account retention, and improving financial gains at renewal.
• Strategically and proactively manages accounts to drive the right solutions, balancing the needs of the client and those of the business.
• Creates renewal strategies and rate recommendations based on financial analysis with an eye on crafting solutions that are win-win-win.
• Manages pipeline with a 2+ year outlook and drives opportunities for revenue growth.
• Applies analytical skills and leads deal tactics based on comprehensive market knowledge, in collaboration with cross-functional peers.
• Creates effective presentations and conducts impactful business reviews that help existing customers understand the value of our products.
• Acts as the primary point of contact, liaises with the customer and internal teams to ensure an exceptional customer experience.
• Through effective collaboration, coordinates account service and successfully develops high-quality partnerships with external stakeholders.
• Resolves customer concerns in a timely manner and brings creative solutions, including identifying opportunities to expand/enhance services/processes to benefit all stakeholders.
• Performs other duties as requested or assigned.

• 2 or more years of experience in employee benefits with a bachelor's degree.
• Reside in Southern California. 
• Advanced business math and analytical skills with the ability to position financial outcomes that contribute to revenue goals across assigned portfolio.
• Excellent consultative selling and negotiation skills with the ability to influence decision-makers.
• Strong time management skills and experience managing overlapping projects under tight deadlines.
• Ability to meet specific deliverables within an environment of tight deadlines and considerable pressure.
• Skilled at working independently, demonstrating resourcefulness and requiring little oversight.
• Excellent communication skills, both written and verbal, with particular strength in formal business presentations.
• Ability to effectively communicate with others at all levels of the organization in a collaborative environment.
• Advanced problem-solving skills with the ability to work cross-functionally to resolve issues and generate results.
• Outstanding attention to detail and strong organizational skills.
• 30% travel, including overnight. Use of personal car and ability to sustain expenses.
• Proficiency with Microsoft Office (Word, Excel, PowerPoint, Teams) and CRM (Salesforce).
• Must reside in California.
• Must have a valid, in-state driver's license and the ability to successfully complete a motor vehicle record check.  Generous car allowance is provided. Maintaining a $250,000/$500,000 collision damage liability insurance policy is required.
• A state life and health producer license required within 90 days of hire.

Base Pay Information
The national base pay range at the end is a good-faith estimate of what Delta Dental may pay for new hires. Actual pay may vary based on Delta Dental’s assessment of the candidate’s knowledge, skills, abilities (KSAs), related experience, education, certifications and ability to meet required minimum job qualifications. Other factors impacting pay include prevailing wages in the work location and internal equity. 
Pay Grade 19. $64,337 - $134,835