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As a Senior Account Manager for National and Special Accounts, you'll manage some of our largest and most complex accounts in a consultative and strategic manner, with overall responsibility for achieving revenue goals. You will proactively lead renewal and upsell opportunities through the full lifecycle, balancing customer needs with those of the organization. This role requires a strong focus on portfolio strategy while also ensuring day-to-day service needs are addressed effectively. Success in this position depends on building strong partnerships with customers and brokers and using your interpersonal skills to drive collaboration and better outcomes for all stakeholders.
Location note: This role supports accounts in Southern California. The ideal candidate will live in the territory and be able to travel throughout. Relocation assistance is not available.
Responsibilities
- Maintains and grows the revenue base through upsells, account retention, and improved financial performance at renewal
- Strategically and proactively manages a portfolio of high-value, complex accounts to develop and advance strategic solutions while balancing the needs of the client and the business
- Designs sophisticated renewal strategies and rate recommendations based on financial analysis, with a focus on crafting win-win-win solutions
- Manages the pipeline with a 3–5-year outlook and drives opportunities for revenue growth
- Applies analytical skills and independently leads deal tactics based on comprehensive market knowledge, in collaboration with cross-functional peers
- Creates effective presentations and conducts impactful business reviews that ensure existing customers understand the value of our products
- Acts as the primary point of contact and liaison between 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, especially at senior levels
- Resolves customer concerns in a timely manner and delivers thoughtful, creative solutions, including identifying opportunities to expand or enhance services and processes to benefit all stakeholders
- Serves as a mentor and/or peer coach, including leading cross-functional teams on select workstreams
- 4+ years of employee benefits account management experience with a bachelor’s degree
- Strong business acumen, analytical skills and financial aptitude, with the ability to position financial outcomes that support 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, with experience managing overlapping projects simultaneously under tight deadlines
- Ability to meet specific deliverables in an environment with tight deadlines and considerable pressure
- Ability to work independently, demonstrating resourcefulness and requiring minimal guidance
- Outstanding verbal and written communication skills, with special emphasis in formal business presentations
- Ability to communicate effectively with employees at all levels of the organization in a collaborative environment
- Advanced problem-solving skills with ability to work cross-functionally to resolve complex issues and generate results
- Outstanding attention to detail and strong organizational skills
- 30% travel with use of personal car and ability to sustain expenses until reimbursed
- Proficiency with Microsoft Office (Word, Excel, PowerPoint, Teams) and CRM (Salesforce)
- Valid driver’s license issued by the state of residence required.
- State life and health producer license required within 90 days of hire; active license preferred. Must maintain all required industry licenses through continuing education (CE).
- Reside in California
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 21. $81,305 - $176,043
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.
About UsBehind the smile! We are dedicated to safeguarding the health and financial stability of our employees and their loved ones. This commitment extends beyond the workplace to foster personal growth and holistic wellbeing. Our life-changing rewards package includes:- 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
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
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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.
