JOB DESCRIPTION
This job works with independent discretion and is responsible for long- and short-term strategies to deliver the most value from assigned accounts. Ensures revenue goals are achieved. In a forward-thinking and consultative manner, assumes overall responsibility for managing accounts that are high-profile and high value to the organization. Strategically manages the renewal and upsell opportunity through its lifecycle with an eye on balancing the needs of the customer with that of the organization. Remains focused on the strategic management of the account portfolio, while at the same time managing day-to-day service requirements. Leans on their interpersonal skills to develop partnerships, including at senior levels, with customers and brokers that result in better outcomes for all stakeholders.
Please note: Candidates must currently reside in or be willing to relocate to the Bay Area or surrounding region, as this role requires a local presence to support client-facing responsibilities.
RESPONSIBILITIES
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Maintains and grows revenue base through upsells, account retention and specifically improving financial gains at renewal
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Strategically and proactively manages portfolio of high-value and complex accounts to drive the right solutions, balancing the needs of the client and with that of the business
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Designs sophisticated renewal strategies and rate recommendations based on financial analysis with an eye on crafting solutions that are win-win-win
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Manages pipeline with a 3-5-year outlook and drive opportunities for revenue growth
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Applies analytical skills and independently lead deal tactics, based on comprehensive market knowledge, in collaboration with cross-functional peers
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Creates effective presentations and conduct impactful business reviews that ensure existing customers understand the value our products
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Acts as the primary point of contact, liaise between the customer and internal teams to ensure exceptional customer experience
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Through effective collaboration, coordinates the account service and successfully develop high-quality partnerships with external stakeholders, especially at senior levels
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Resolves customer concerns timely and brings creative solutions to bear, including identifying opportunities to expand/enhance services/processes to benefit all stakeholders
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Serves as a mentor and/or peer coach including leading cross-functional teams on select workstreams
QUALIFICATIONS
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4+ w/Bachelor's degree
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Experience working with labor unions and trust funds; Knowledgeable on the unique nature of labor clients and is adept at establishing relationships with organized labor. Proficient with ascertaining union needs and keeping membership satisfied.
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Sophisticated business math and complex analytical skills with the ability to position financial outcomes that contribute to revenue goals across assigned portfolio
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Excellent consultative selling and negotiation skills with the ability to influence decision makers associated with high-value, complex customers
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Strong time management skills and experience with simultaneously managing overlapping projects under tight deadlines
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Ability to meet specific deliverables within an environment of tight deadlines and considerable pressure
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Capable of frequently working independently, demonstrated resourcefulness and requiring little guidance
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Outstanding communication skills, both written and verbal with special emphasis in formal business presentations
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Ability to effectively communicate with others, of all levels in the organization, in a collaborative environment
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Advanced problem-solving skills with ability to work cross-functionally to resolve complex issues and generate results
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Outstanding attention to detail and strong organizational skills
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50% travel including overnight, use of personal car and ability to sustain expenses
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Proficiency with Microsoft Office (Word, Excel, PowerPoint, Teams) and CRM (Salesforce)
Licenses
- N/A (Not Applicable). Must have or achieve required industry licensing within 90 days of date of hire and maintain license through completing Continuing Education requirements within 90 Days Required
- State life and health producer license within 90 Days Required
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. $80,500 - $174,300
ADDITIONAL INFORMATION
Behind 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
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Rich medical & pharmacy benefits
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100% employer-paid dental and vision benefits
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Holistic wellbeing program with deep financial incentives
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Generous paid time off plus 12 paid holidays and your birthday off
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Culture of growth and learning: career development; tuition reimbursement; recognition program
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Family support: adoption assistance, fertility treatment, child, elder & pet care assistance
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Social responsibility and volunteer opportunities
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Employee discount program
Fair Chance Ordinances and Criminal Background Considerations
This position requires that the applicant undergo a background check. Qualified applicants with arrest or conviction records will be considered for employment in accordance with any applicable federal, state or local laws, including, but not limited to, the California Fair Chance Act, the Los Angeles County Fair Chance Ordinance, the City of Los Angeles Fair Chance Initiative for Hiring Ordinance, the San Francisco Fair Chance Ordinance, and/or New York Corrections Law Article 23-A.
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ABOUT THE TEAM
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 fair 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 focused on teamwork and camaraderie.
Discover the smiling faces behind Delta Dental and experience our values and culture in action by connecting with us on social media. Follow Delta Dental Ins. on Facebook and Instagram, #LifeatDDins on Facebook and Instagram, Delta Dental Ins. on Twitter and Delta Dental Ins. on LinkedIn. If you've got an appetite for innovation and want to be a part of a team that's transforming the future of health care, join us!
Since 1955, we have offered comprehensive, high-quality oral health care benefits to millions of enrollees and built the strongest network of dental providers in the country. The Delta Dental of California network includes affiliates Delta Dental Insurance Company; Delta Dental of Pennsylvania; Delta Dental of New York, Inc.; Delta Dental of the District of Columbia; Delta Dental of Delaware, Inc.; and Delta Dental of West Virginia, providing dental benefits to more than 31 million people across 15 states, the District of Columbia, Puerto Rico and the Virgin Islands.
The company and its affiliates are part of Delta Dental Plans Association (DDPA), a not-for-profit national association based in Oak Brook, Illinois. Through our national network of Delta Dental companies, we offer dental coverage in all 50 states, Puerto Rico and other U.S. territories. We offer vision coverage through DeltaVision in 15 states and the District of Columbia. Collectively, we deliver benefits to more Americans than any other dental insurance company.
Delta Dental Ins. is an equal opportunity employer and is committed to providing a professional work environment free from discrimination and harassment. Individuals seeking employment at Delta Dental are considered without regard to race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, actual or perceived physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, citizenship status, or any other legally protected category. Delta Dental is committed to providing equal employment opportunities to all employees and applicants for employment. Accordingly, we have adopted and maintain an Equal Employment Opportunity Policy, Harassment-Free Work Environment Policy, and Respectful Workplace policies and will not tolerate violations of these policies.
Unfortunately, our Delta Dental Enterprise is unable to hire individuals residing in Alaska, North Dakota, Nebraska, Hawaii, Oklahoma, Vermont, Maine, West Virginia, New Hampshire, Wyoming, Puerto Rico, District of Columbia (Washington D.C.) or other US Territories at this time.
Proof of eligibility to work in the United States must be provided if selected for hire.
- Delta Dental includes: Delta Dental of California, Delta Dental Insurance Company, Delta Dental of Pennsylvania, and Delta Dental of New York
