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 opportunity through its lifecycle with an eye on balancing the needs of the customer with that 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 ideal candidate will live in California and be able to service accounts within the state. Relocation assistance is not available. 

• Maintains and grows revenue base through upsells, account retention and specifically improving financial gains at renewal.
• Strategically and proactively manages accounts to drive the right solutions, balancing the needs of the client and with that 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 drive opportunities for revenue growth.
• Applies analytical skills and lead 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 our products.
• Acts as the primary point of contact, liaises between the customer and internal teams to ensure exceptional customer experience.
• Through effective collaboration, coordinates the account service and successfully develop high-quality partnerships with external stakeholders.
• Resolves customer concerns timely 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 related experience with a bachelor's degree.
• 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 with simultaneously managing overlapping projects under tight deadlines.
• Ability to meet specific deliverables within an environment of tight deadlines and considerable pressure.
• Skilled at working independently, demonstrated resourcefulness and requiring little oversight.
• Excellent communication skills, both written and verbal with special emphasis in formal business presentations.
• Ability to effectively communicate with others, of all levels in the organization, in a collaborative environment.
• Advanced problem-solving skills with 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).
• Reside in California.

License requirements:

• Active CA state life and health producer license or ability to obtain this license within 90 days of employment is required; must maintain license through completing continuing education requirements
• Active driver's license, valid and in-state

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