Consultative Account Manager

Delta Dental of California; Alpharetta (GA); On-site; USD 107,000 - 233,000; Full time

Benefits offered by this job

Competitive base pay

Incentive pay

401(k) matching

Medical benefits

Dental benefits

Vision benefits

Wellbeing program

Paid time off

Holidays off

Tuition reimbursement

Career development

Adoption assistance

Fertility treatment assistance

Child care assistance

Pet care assistance

Volunteer opportunities

Employee discount

Job summary

Delta Dental of California is seeking a Consultative Account Manager (CAM) for National Accounts to develop and execute long- and short-term strategies, maximize value, and help achieve revenue goals. You will apply performance consulting to diagnose client needs and design data-informed solutions.

The CAM will serve as a strategic adviser to clients and brokers, guiding renewal and upsell, managing high-value accounts, and collaborating with internal teams to deliver superior service and

Qualifications

• 4+ years in employee benefits and related field.
• Bachelor’s degree required.
• Strong consultative selling and negotiation skills.
• Excellent written and verbal communication skills.

Responsibilities

• Develop and execute strategic account plans to maximize value and retention.
• Lead renewal, retention, and upsell strategies with broker partners.
• Analyze client data and trends to identify opportunities and solutions.
• Build senior-level relationships and facilitate executive reviews.
• Collaborate cross-functionally to ensure delivery and resolve issues.
• Monitor performance metrics and client satisfaction to mitigate risks.

Skills

Consultative selling

Analytical thinking

Communication

Project management

Travel readiness

Negotiation

Time management

Cross-functional collaboration

Relationship management

Presentation skills

Education

Bachelor's degree

Job description

The Consultative Account Manager (CAM) for National Accounts exercises independent judgment and discretion and is responsible for developing and executing both long- and short-term strategies that maximize value for assigned accounts while ensuring revenue goals are achieved. In a forward-thinking and consultative manner, this role applies strong performance consulting practices to assess client needs, diagnose business challenges, and develop tailored, data-informed strategies that drive measurable outcomes.

The CAM assumes overall responsibility for managing high-profile and high-value accounts, serving as a strategic advisor to clients and brokers. This includes guiding the renewal and upsell lifecycle through a solutions-oriented approach that balances the needs of the customer with those of the organization while positioning strategies that improve performance, retention, and long-term growth.

The CAM focuses on the strategic management of the account portfolio while also ensuring effective day-to-day service delivery. Leveraging analytical insights, market knowledge, and client performance data, the CAM informs recommendations and influences decision-making. The role builds and sustains strong partnerships, including at senior levels, by combining consultative expertise with relationship management to deliver better outcomes for all stakeholders.

We are hiring multiple Consultative Account Managers across the United States.

• Develop and execute strategic account plans that support client objectives, maximize account value, and achieve retention and revenue goals.
• Serve as the primary strategic advisor for assigned high-profile and high-value accounts, providing consultative guidance to clients and broker partners. Lead renewal, retention, and upsell strategies by positioning solutions that align client needs with organizational objectives.
• Conduct performance assessments and analyze client data, trends, and business challenges to identify opportunities and recommend tailored solutions. Apply performance consulting methodologies to diagnose business needs, uncover opportunities, and influence strategic decision-making.
• Build and maintain strong relationships with key stakeholders, including executive-level client and broker contacts, to strengthen partnerships and drive long-term growth. Facilitate and lead client meetings, business reviews, and strategic planning discussions to communicate performance insights and recommendations.
• Collaborate cross-functionally with internal teams to ensure effective implementation, service delivery, and resolution of client issues. Mentor, influence, and support team members by sharing best practices, consultative approaches, and account management expertise when applicable.
• Monitor account performance metrics, financial results, and customer satisfaction indicators to proactively address risks and improve outcomes.
• Maintain a strong understanding of market trends, the competitive landscape, and industry developments to inform strategic recommendations. Identify opportunities for account expansion, additional services, and innovative solutions that enhance client performance and organizational growth.
• Drive accountability and follow-through on strategic initiatives, action plans, and client commitments to ensure measurable results.
• Evaluate project plans, coordinate project activities, and identify change initiatives required for successful project execution.
• Determine project delivery schedules and adjust them as needed throughout the project delivery lifecycle. Provide status updates to leaders by establishing, tracking, and reporting on team and project-based metrics.
• Perform other duties as assigned.

• 4 or more years of experience in employee benefits and a bachelor's degree.
• Sophisticated business math and complex analytical skills with the ability to position financial outcomes that contribute to 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 and experience managing multiple projects simultaneously under tight deadlines.
• Ability to meet specific deliverables within an environment of tight deadlines and considerable pressure.
• Outstanding written and verbal communication skills, with special emphasis on formal business presentations.
• Ability to work independently and resourcefully with minimal guidance.
• Ability to effectively communicate with others at all levels in the organization in a collaborative environment.
• Advanced problem-solving skills with the ability to work cross-functionally to resolve complex issues and generate results.
• Outstanding attention to detail and strong organizational skills.
• Ability to travel up to 75% of the time, including overnight travel, use of a personal vehicle, and the ability to sustain travel-related expenses until reimbursed.
• Must possess a valid driver's license and successfully pass a motor vehicle record check. A generous car allowance is provided. Maintaining automobile liability insurance with limits of $250,000/$500,000 is required.
• A valid Life and Health Insurance Producer License is required within 90 days of hire.

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 23. $107,444 - $232,795

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
• Rich medical & pharmacy benefits
• 100% employer-paid dental and vision benefits
• Holistic wellbeing program with deep financial incentives
• Generous paid time off plus 12 paid holidays and your birthday off
• Culture of growth and learning: career development; tuition reimbursement; recognition program
• Family support: adoption assistance, fertility treatment, child, elder & pet care assistance
• Social responsibility and volunteer opportunities
• 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.

Important Work Authorization Information

Please note, Delta Dental will not sponsor applicants for work visas for this position.