Job Description

This job works with independent discretion and is responsible for long- and short-term strategies to deliver the most value from assigned accounts. Ensures revenue goals are achieved. In a forward-thinking and consultative manner, assumes overall responsibility for managing accounts that are high-profile and high value to the organization. Strategically manages the renewal and upsell opportunity through its lifecycle with an eye on balancing the needs of the customer with that of the organization. Remains focused on the strategic management of the account portfolio, while at the same time managing day-to-day service requirements. Leans on their interpersonal skills to develop partnerships, including at senior levels, with customers and brokers that result in better outcomes for all stakeholders.

Please note: Candidates must currently reside in or be willing to relocate to the Bay Area or surrounding region, as this role requires a local presence to support client-facing responsibilities.

Responsibilities

• Maintains and grows revenue base through upsells, account retention and specifically improving financial gains at renewal
• Strategically and proactively manages portfolio of high-value and complex accounts to drive the right solutions, balancing the needs of the client and with that of the business
• Designs sophisticated renewal strategies and rate recommendations based on financial analysis with an eye on crafting solutions that are win-win-win
• Manages pipeline with a 3-5-year outlook and drive opportunities for revenue growth
• Applies analytical skills and independently lead deal tactics, based on comprehensive market knowledge, in collaboration with cross-functional peers
• Creates effective presentations and conduct impactful business reviews that ensure existing customers understand the value our products
• Acts as the primary point of contact, liaise between the customer and internal teams to ensure exceptional customer experience
• Through effective collaboration, coordinates the account service and successfully develop high-quality partnerships with external stakeholders, especially at senior levels
• Resolves customer concerns timely and brings creative solutions to bear, including identifying opportunities to expand/enhance services/processes to benefit all stakeholders
• Serves as a mentor and/or peer coach including leading cross-functional teams on select workstreams

Qualifications

• 4+ w/Bachelor's degree
• Experience working with labor unions and trust funds; Knowledgeable on the unique nature of labor clients and is adept at establishing relationships with organized labor. Proficient with ascertaining union needs and keeping membership satisfied.
• Sophisticated business math and complex analytical skills with the ability to position financial outcomes that contribute to revenue goals across 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 with simultaneously managing overlapping projects under tight deadlines
• Ability to meet specific deliverables within an environment of tight deadlines and considerable pressure
• Capable of frequently working independently, demonstrated resourcefulness and requiring little guidance
• Outstanding communication skills, both written and verbal with special emphasis in formal business presentations
• Ability to effectively communicate with others, of all levels in the organization, in a collaborative environment
• Advanced problem-solving skills with ability to work cross-functionally to resolve complex issues and generate results
• Outstanding attention to detail and strong organizational skills
• 50% travel including overnight, use of personal car and ability to sustain expenses
• Proficiency with Microsoft Office (Word, Excel, PowerPoint, Teams) and CRM (Salesforce)

Licenses
• N/A (Not Applicable). Must have or achieve required industry licensing within 90 days of date of hire and maintain license through completing Continuing Education requirements within 90 Days Required
• State life and health producer license within 90 Days Required

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 21. $80,500 - $174,300

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