Senior National Account Manager, Southern California

Delta Dental•Rancho Cordova, CA

About The Position

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.

Requirements

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

Responsibilities

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