Senior National Account Manager, Southern California

As a Senior National & Special Account Manager, 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.  

• 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.