Account Manager

Delta Dental of Virginia; United States; Hybrid; USD 114,000 - 175,000; Full time

Benefits offered by this job

Annual Incentive Plan

Comprehensive health coverage

401(k) with company matching

Flexible hybrid/remote work options

Generous paid time off (PTO)

Job summary

Delta Dental of Virginia is seeking an Account Manager to serve as the primary business contact for assigned clients, driving satisfaction and retention. You will present renewals, negotiate with clients or brokers, and coordinate with internal teams to address needs and opportunities.

The role emphasizes building relationships with clients and brokers to foster new business. The candidate should reside in the Northern Region of Virginia and collaborate with Sales, Underwriting, and Operations

Qualifications

• 10+ years of progressive sales or account management experience in insurance or employee benefits.
• Proven success managing large groups or enterprise clients with complex benefits.
• Strong understanding of RFP processes, broker relationships, and market dynamics.
• Ability to develop growth strategies including retention and cross-sell initiatives.
• Experience collaborating with underwriting, operations, and leadership.

Responsibilities

• Develop and maintain relationships with assigned clients and brokers to maximize retention.
• Serve clients by responding to inquiries and coordinating with internal staff to resolve issues.
• Assist in renewal processes and implement ongoing renewal strategies with underwriters.
• Lead cross-functional meetings with Sales, Underwriting, and Operations.
• Monitor accounts to identify problems and propose alternative solutions within processes.

Skills

Relationship management

Sales and account management

Renewal strategy

Cross-functional collaboration

Data-driven decision making

Pipeline management

Outlook proficiency

Excel

PowerPoint

Education

Virginia Life and Health license

Tools

Outlook

Microsoft Excel

Microsoft Word

PowerPoint

Job description

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.

Essential Functions

• 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.

Qualifications/Education/Experience

• 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.

Total Rewards Philosophy

At Delta Dental of Virginia, we believe that More Smiles and Healthier People starts with our own team members. Our mission to create healthy smiles in the community is only possible when the people behind that mission feel supported, valued, and set up to thrive. We offer competitive base compensation and our robust benefits package is a true reflection of our values because we believe everyone deserves a healthy smile, starting with our own team. The salary range for this role is $114,400 - $175,000 annually. This range reflects base salary only; additional bonus and incentive opportunities are available. Placement within the range is commensurate with the skills, experience, and contributions each candidate brings to the role.

Benefits that Matter

We believe investing in our people is central to fulfilling our mission. Here's how our Total Rewards Philosophy is reflected in the benefits and support we offer eligible team members in addition to base salary:

• Annual Incentive Plan opportunity available to all team members, empowering you to share in our success
• Comprehensive health coverage including Medical, Dental, Vision, Pharmacy, Life, and AD&D insurances
• 24/7 On-Demand TextCare: Fast, text-based access to board-certified medical providers for you and your loved ones. Available anytime, anywhere, with responses in under five minutes.
• A robust 401(k) program with company matching and annual discretionary Profit Sharing contributions
• Flexible hybrid/remote work options available for most roles
• Generous paid time off programs including holidays, Paid Time Off (PTO), Volunteer Time Off (VTO), and an extra day off to celebrate your birthday
• Employee Assistance and Health and Wellness programs, including an onsite fitness center for team members working onsite
• Voluntary Benefits such as Critical Illness and Accident coverage, Pet Insurance and Legal Resources
• Flexible Spending Accounts (FSA) and Health Savings Accounts (HSA) to support your financial wellbeing
• Professional development, Tuition Reimbursement, and Educational Assistance programs to fuel your growth
• A culture where your work contributes to healthier communities and more smiles every day