Key Account Manager

Delta Dental of California; Huntsville (AL); On-site; USD 64,000 - 135,000; Full time

Benefits offered by this job

Competitive base and incentive pay

401(k) with robust matching

Medical & pharmacy benefits

Employer-paid dental and vision

Job summary

Delta Dental of California is hiring multiple Key Account Manager roles across the United States. This consultative role focuses on managing a portfolio to meet revenue goals, renewals, and upsell opportunities while balancing customer and organizational needs.

The position emphasizes strategic account management, strong relationships with customers and brokers, and collaboration with internal teams to drive retention and better outcomes. Travel up to 30% is expected.

Qualifications

• 2+ years of experience in employee benefits.
• Bachelor's degree.
• Advanced business math and analytical skills.
• Excellent consultative selling and negotiation skills.
• Ability to travel up to 30%.
• Proficiency with Microsoft Office and Salesforce.
• Must possess a valid driver's license and pass MVR check.
• Life and health producer license required within 90 days of hire.

Responsibilities

• Maintains and grows the revenue base through upselling, retention, and renewal.
• Strategically manages accounts to drive right solutions balancing client and business needs.
• Creates renewal strategies and rate recommendations with win-win outcomes.
• Manages the pipeline with a 2+ year outlook and drives revenue growth.
• Leads deal strategy with cross-functional collaboration.
• Delivers business reviews to help customers understand product value.
• Primary contact with customers and internal teams for exceptional service.
• Develops high-quality partnerships with external stakeholders.

Skills

Consultative selling

Negotiation

Financial analysis

Communication

Cross-functional collaboration

Time management

Education

Bachelor's degree

Life and health producer license

Tools

Salesforce

Microsoft Office

Job description

The Key Account Manager works in a consultative manner and assumes overall responsibility for managing accounts to ensure revenue goals are achieved. This role proactively manages renewal and upsell opportunities throughout their lifecycle while balancing the needs of the customer with those of the organization. The position remains focused on the strategic management of the account portfolio while also managing day-to-day service requirements. Success in this role depends on building strong relationships with customers and brokers to drive alignment, retention, and improved outcomes for all stakeholders.

We are hiring for multiple Key Account Manager positions across the United States.

• Maintains and grows the revenue base through upselling, account retention, and improved financial outcomes at renewal.
• Strategically and proactively manages accounts to drive the right solutions, balancing the needs of the client and those of the business.
• Creates renewal strategies and rate recommendations based on financial analysis, with an eye toward crafting solutions that are win-win-win.
• Manages the pipeline with a 2+ year outlook and drives opportunities for revenue growth.
• Applies analytical skills and leads deal strategy based on comprehensive market knowledge in collaboration with cross-functional peers.
• Creates effective presentations and conducts impactful business reviews that help existing customers understand the value of our products.
• Acts as the primary point of contact and liaises with customers and internal teams to ensure an exceptional customer experience.
• Through effective collaboration, coordinates account service and successfully develops high-quality partnerships with external stakeholders.
• Resolves customer concerns in a timely manner and brings creative solutions, including identifying opportunities to expand or enhance services and processes to benefit all stakeholders.
• Performs other duties as assigned.

• 2+ years of experience in employee benefits and a bachelor's degree.
• Advanced business math and 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.
• Strong time management skills and experience managing overlapping projects under tight deadlines.
• Ability to meet specific deliverables in an environment of tight deadlines and considerable pressure.
• Ability to work independently and resourcefully with minimal oversight.
• Excellent written and verbal communication skills, with particular strength in formal business presentations.
• Ability to effectively communicate with all levels of the organization in a collaborative environment.
• Advanced problem-solving skills with the ability to work cross-functionally to resolve issues and generate results.
• Outstanding attention to detail and strong organizational skills.
• Ability to travel up to 30%, including overnight travel; use a personal vehicle; and cover related expenses until reimbursed.
• Proficiency with Microsoft Office (Word, Excel, PowerPoint, and Teams) and CRM software (Salesforce).
• 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 state life and health producer license is required within 90 days of hire.

Base Pay Information

Pay Grade 19. $64,357 - $134,845

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.

Your 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.