Senior Account Manager - Labor

About the role

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.

Responsibilities

• Maintains and grows revenue base through upsells, account retention and specifically improving financial gains at renewal
• 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
• Designs sophisticated renewal strategies and rate recommendations based on financial analysis with an eye on crafting solutions that are win-win-win
• Manages pipeline with a 3–5-year outlook and drive opportunities for revenue growth
• Applies analytical skills and independently lead deal tactics, based on comprehensive market knowledge, in collaboration with cross-functional peers
• Creates effective presentations and conduct impactful business reviews that ensure existing customers understand the value our products
• Serves as the primary point of contact, liaise 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, especially at senior levels
• Solves customer concerns timely and brings creative solutions to bear, including identifying opportunities to expand/enhance services/processes to benefit all stakeholders
• Serves as a mentor and/or peer coach including leading cross-functional teams on select workstreams

Qualifications

• 4+ years Bachelor’s degree
• 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
• Sophisticated business math and complex 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 associated with high-value, complex customers
• Strong time management skills and experience with simultaneously managing overlapping projects under tight deadlines
• Able to meet specific deliverables within an environment of tight deadlines and considerable pressure
• Capable of frequently working independently, demonstrated resourcefulness and requiring little guidance
• Outstanding 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 complex issues and generate results
• Outstanding attention to detail and strong organizational skills
• 50% travel including overnight, use of personal car and ability to sustain expenses
• Proficiency with Microsoft Office (Word, Excel, PowerPoint, Teams) and CRM (Salesforce)

Pay

$80,500 - $174,300

About Delta Dental

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.