Key Account Manager

Delta Dental; United States; Remote; 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

Wellbeing program with financial perks

Generous paid time off and holidays

Tuition reimbursement and career/lead

Job summary

Delta Dental is seeking a strategic Key Account Manager in the United States (Remote) to own revenue growth across an account portfolio. You will manage renewals, upsell opportunities, and longer-term planning while balancing customer needs with organizational goals.

You will build strong relationships with customers and brokers to drive retention and improved outcomes, lead renewal strategies, and collaborate with internal teams to deliver optimal solutions and exceptional service.

Qualifications

• 2+ years of experience in employee benefits.
• Bachelor’s degree.
• Advanced business math and analytical skills.
• Ability to position financial outcomes that contribute to revenue goals.
• Excellent written and verbal communication with strong presentations.

Responsibilities

• Maintains and grows the revenue base through upselling, account retention, and renewal.
• Strategically and proactively manages accounts to drive solutions balancing client and business needs.
• Creates renewal strategies and rate recommendations based on financial analysis.
• Manages the pipeline with a 2+ year outlook and drives opportunities for revenue growth.
• Leads deal strategy based on market knowledge with cross-functional peers.
• Creates presentations and conducts business reviews to demonstrate value of products.
• Acts as primary point of contact with customers and internal teams to ensure exceptional customer experience.
• Coordinates account service and develops partnerships with external stakeholders.
• Resolves customer concerns with timely, creative solutions and opportunities to expand services.
• Performs other duties as assigned.

Skills

Consultative selling

Negotiation

Relationship building

Time management

Communication

Education

Bachelor’s degree

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.

Job Schedule: Full time. Location: United States (Remote).

Responsibilities

• 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.

Qualifications

• 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

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 19. $64,357 - $134,845

Additional Information

• 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.

About the Team

At Delta Dental, we’re behind millions of smiles and counting. For over 68 years, we’ve served our communities by increasing access to affordable, quality care – but that commitment to care extends beyond the people we serve, to the dedicated employees who make those smiles genuine. We've come this far by building fair programs that offer opportunities for advancement, create meaningful connections and improve the lives of our employees and their families. Because we know that when we take exceptional care of each other, we can make a positive impact for all.

We champion an inspirational workplace through our commitment to trust, service, excellence and innovation. Joining us means working for a company that offers stability and balance, opportunities for leadership at all levels, and a work environment focused on teamwork and camaraderie.

Discover the smiling faces behind Delta Dental and experience our values and culture in action by connecting with us on social media. Follow Delta Dental Ins. on Facebook and Instagram, #LifeatDDins on Facebook and Instagram, Delta Dental Ins. on Twitter and Delta Dental Ins. on LinkedIn. If you’ve got an appetite for innovation and want to be a part of a team that’s transforming the future of health care, join us!

Since 1955, we have offered comprehensive, high-quality oral health care benefits to millions of enrollees and built the strongest network of dental providers in the country. The Delta Dental of California network includes affiliates Delta Dental Insurance Company; Delta Dental of Pennsylvania; Delta Dental of New York, Inc.; Delta Dental of the District of Columbia; Delta Dental of Delaware, Inc.; and Delta Dental of West Virginia, providing dental benefits to more than 31 million people across 15 states, the District of Columbia, Puerto Rico and the Virgin Islands.

The company and its affiliates are part of Delta Dental Plans Association (DDPA), a not-for-profit national association based in Oak Brook, Illinois. Through our national network of Delta Dental companies, we offer dental coverage in all 50 states, Puerto Rico and other U.S. territories. We offer vision coverage through DeltaVision in 15 states and the District of Columbia. Collectively, we deliver benefits to more Americans than any other dental insurance company.

Delta Dental Ins. is an equal opportunity employer and is committed to providing a professional work environment free from discrimination and harassment. Individuals seeking employment at Delta Dental are considered without regard to race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, actual or perceived physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, citizenship status, or any other legally protected category. Delta Dental is committed to providing equal employment opportunities to all employees and applicants for employment. Accordingly, we have adopted and maintain an Equal Employment Opportunity Policy, Harassment-Free Work Environment Policy, and Respectful Workplace policies and will not tolerate violations of these policies.

Unfortunately, our Delta Dental Enterprise is unable to hire individuals residing in Alaska, North Dakota, Nebraska, Hawaii, Oklahoma, Vermont, Maine, West Virginia, New Hampshire, Wyoming, Puerto Rico, District of Columbia (Washington D.C.) or other US Territories at this time.

Proof of eligibility to work in the United States must be provided if selected for hire.

Delta Dental includes: Delta Dental of California, Delta Dental Insurance Company, Delta Dental of Pennsylvania, and Delta Dental of New York