Job DescriptionThe 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.
Responsibilities- 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.
Qualifications- 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
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About the TeamAt 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 includes: Delta Dental of California, Delta Dental Insurance Company, Delta Dental of Pennsylvania, and Delta Dental of New York
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