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The Consultative Account Manager (CAM) for National Accounts exercises independent judgment and discretion and is responsible for developing and executing both long- and short-term strategies that maximize value for assigned accounts while ensuring revenue goals are achieved. In a forward-thinking and consultative manner, this role applies strong performance consulting practices to assess client needs, diagnose business challenges, and develop tailored, data-informed strategies that drive measurable outcomes.
The CAM assumes overall responsibility for managing high-profile and high-value accounts, serving as a strategic advisor to clients and brokers. This includes guiding the renewal and upsell lifecycle through a solutions-oriented approach that balances the needs of the customer with those of the organization while positioning strategies that improve performance, retention, and long-term growth.
The CAM focuses on the strategic management of the account portfolio while also ensuring effective day-to-day service delivery. Leveraging analytical insights, market knowledge, and client performance data, the CAM informs recommendations and influences decision-making. The role builds and sustains strong partnerships, including at senior levels, by combining consultative expertise with relationship management to deliver better outcomes for all stakeholders.
We are hiring multiple Consultative Account Managers across the United States.
Responsibilities- Develop and execute strategic account plans that support client objectives, maximize account value, and achieve retention and revenue goals.
- Serve as the primary strategic advisor for assigned high-profile and high-value accounts, providing consultative guidance to clients and broker partners. Lead renewal, retention, and upsell strategies by positioning solutions that align client needs with organizational objectives.
- Conduct performance assessments and analyze client data, trends, and business challenges to identify opportunities and recommend tailored solutions. Apply performance consulting methodologies to diagnose business needs, uncover opportunities, and influence strategic decision-making.
- Build and maintain strong relationships with key stakeholders, including executive-level client and broker contacts, to strengthen partnerships and drive long-term growth. Facilitate and lead client meetings, business reviews, and strategic planning discussions to communicate performance insights and recommendations.
- Collaborate cross-functionally with internal teams to ensure effective implementation, service delivery, and resolution of client issues. Mentor, influence, and support team members by sharing best practices, consultative approaches, and account management expertise when applicable.
- Monitor account performance metrics, financial results, and customer satisfaction indicators to proactively address risks and improve outcomes.
- Maintain a strong understanding of market trends, the competitive landscape, and industry developments to inform strategic recommendations. Identify opportunities for account expansion, additional services, and innovative solutions that enhance client performance and organizational growth.
- Drive accountability and follow-through on strategic initiatives, action plans, and client commitments to ensure measurable results.
- Evaluate project plans, coordinate project activities, and identify change initiatives required for successful project execution.
- Determine project delivery schedules and adjust them as needed throughout the project delivery lifecycle. Provide status updates to leaders by establishing, tracking, and reporting on team and project-based metrics.
- Perform other duties as assigned.
- 4 or more years of experience in employee benefits and a bachelor’s degree.
- Sophisticated business math and complex analytical skills with the ability to position financial outcomes that contribute to revenue goals across an assigned portfolio.
- Excellent consultative selling and negotiation skills with the ability to influence decision-makers associated with high-value, complex customers.
- Strong time management skills and experience managing multiple projects simultaneously under tight deadlines.
- Ability to meet specific deliverables within an environment of tight deadlines and considerable pressure.
- Outstanding written and verbal communication skills, with special emphasis on formal business presentations.
- Ability to work independently and resourcefully with minimal guidance.
- Ability to effectively communicate with others at all levels in the organization in a collaborative environment.
- Advanced problem-solving skills with the ability to work cross-functionally to resolve complex issues and generate results.
- Outstanding attention to detail and strong organizational skills.
- Ability to travel up to 75% of the time, including overnight travel, use of a personal vehicle, and the ability to sustain travel-related expenses until reimbursed.
- Must possess a valid driver's license and successfully pass a motor vehicle record check. A generous car allowance is provided. Maintaining automobile liability insurance with limits of $250,000/$500,000 is required.
- A valid Life and Health Insurance Producer License is 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 23. $107,444 - $232,795
- Competitive base and incentive pay
- 401(k) with robust matching and non-matching contributions
- Rich medical & pharmacy benefits
- 100% employer-paid dental and vision benefits
- Holistic wellbeing program with deep financial incentives
- Generous paid time off plus 12 paid holidays and your birthday off
- Culture of growth and learning: career development; tuition reimbursement; recognition program
- Family support: adoption assistance, fertility treatment, child, elder & pet care assistance
- Social responsibility and volunteer opportunities
- Employee discount program
Skills Required
- Four or more years of experience in employee benefits
- Bachelor's degree
- Sophisticated business math and complex analytical skills
- Consultative selling and negotiation skills with experience influencing decision-makers for high-value, complex customers
- Strong time management and ability to manage multiple projects under tight deadlines
- Ability to meet deliverables under pressure
- Outstanding written and verbal communication skills, including formal business presentations
- Ability to work independently with minimal guidance
- Ability to communicate effectively at all organizational levels in a collaborative environment
- Advanced problem-solving and cross-functional collaboration skills
- Strong attention to detail and organizational skills
- Ability to travel up to 75%, including overnight travel
- Valid driver's license and successful motor vehicle record check
- Ability to use a personal vehicle and maintain automobile liability insurance with limits of $250,000/$500,000
- Valid Life and Health Insurance Producer License within 90 days of hire
Delta Dental Insurance Company Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Delta Dental Insurance Company and has not been reviewed or approved by Delta Dental Insurance Company.
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Retirement Support — Retirement support is positioned as a standout element, including a sizable automatic 401(k) contribution plus additional matching. This boosts overall total-rewards value even when base pay is viewed as only mid-market in some areas.
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Affordable Benefits — Core coverage is framed as unusually low-cost to employees, including fully employer-paid dental and vision and low employee contribution medical options. This creates meaningful take-home value beyond cash compensation.
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Leave & Time Off Breadth — Time-off offerings are described as generous, including broad PTO/holidays and additional paid leave features such as parental leave. These policies increase perceived rewards and help balance workload demands.
Delta Dental Insurance Company Insights
What We Do
At Delta Dental, we’re behind millions of smiles and counting. For over 68 years, we’ve served our communities by increasing access to affordable, quality care – but that commitment to care extends beyond the people we serve, to the dedicated employees who make those smiles genuine. We've come this far by building programs that offer opportunities for advancement, create meaningful connections, and improve the lives of our employees and their families. Because we know that when we take exceptional care of each other, we can make a positive impact for all. We champion an inspirational workplace through our commitment to trust, service, excellence and innovation. Joining us means working for a company that offers stability and balance, opportunities for leadership at all levels, and a work environment. Delta Dental of California, Delta Dental of New York, Inc., Delta Dental of Pennsylvania, and Delta Dental Insurance Company are members, or affiliates of members, of the Delta Dental Plans Association, a network of 39 Delta Dental companies throughout the country. Together with our affiliate companies, form one of the nation’s largest dental benefits delivery systems, covering over 31 million enrollees. Headquartered in San Francisco, we are members of the Delta Dental Plans Association, a network of companies that provides dental coverage to 80 million people. Delta Dental provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Delta Dental complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
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