Account Manager

DELTA DENTAL OF VIRGINIA • VA, US, VA

6d • Remote

About The Position

The Account Manager serves as the primary business contact for assigned clients and is responsible for client satisfaction and retention. The key retention responsibilities include presenting annual renewals and successfully securing acceptance from the client and/or broker, which may include a negotiation process. The Account Manager is expected to consistently provide excellent customer service to accounts, as well as represent client needs and goals within the organization to ensure the client’s needs are addressed. In addition, the Account Manager should build relationships with clients and brokers to encourage new and repeat business opportunities. The candidate for this position will need to reside in the Northern Region of Virginia.

Requirements

• 10+ years of progressive experience in Sales and/or Account management within the insurance or employee benefits industry.
• Demonstrated success managing large groups or enterprise clients, including complex benefit structures (dental and/or vision preferred).
• Strong understanding of RFP processes, broker/consultant relationships, and competitive market dynamics.
• Proven ability to develop and execute growth strategies, including retention and cross-sell/upsell initiatives.
• Experience collaborating cross-functionally with Underwriting, Operations, and Executive Leadership.
• Exceptional communication and presentation skills with experience engaging executive-level stakeholders.
• Track record of using data and analytics to drive decision-making and performance outcomes.
• Proficiency with pipeline management and reporting tools.
• Ability to lead and influence teams.
• Highly organized and able to handle multiple priorities.
• Ability to work in a team environment, problem-solving, decision-making, sound and accurate judgment, negotiation, and analytical skills are required.
• Knowledge of claims processing systems and experience with Outlook, Microsoft Excel, Word & PowerPoint are required.
• A valid Virginia Life and Health insurance license is required.
• A valid driver's license and good driving record are required.

Nice To Haves

• dental and/or vision preferred

Responsibilities

• Develops relationships with assigned customers and/or producers to maximize retention of existing business and growth of new opportunities.
• Serves clients by responding to client, broker, or consultant inquiries. Act as the liaison to appropriate internal staff to help resolve claim concerns, to address eligibility issues, and to provide information on Delta Dental products. Attend open enrollment and benefit fairs as needed.
• Manages activities of Client Services Manager(s) assigned to the same territory.
• In partnership with Sales Executives, attend new group implementation meetings. Develop and manage a project plan to ensure new groups are installed according to requirements and within the specified time frames.
• Monitor group accounts to identify potential problems and work with functional areas to avoid or resolve issues. Offer alternative solutions within Delta Dental’s established processes while meeting the group’s needs. Track and follow up on problems and concerns, to ensure they are resolved. Escalate issues to the appropriate level when necessary.
• Collaborates with Underwriting to implement an ongoing, proactive renewal strategy. Establish and maintain a mutually beneficial business relationship with clients by understanding the client’s business challenges. Manage and execute the renewal process and ensure successful continuation of the clients’ business.
• Proactively promotes company wellness programs and educates clients and brokers on the benefits of good oral health.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed