Company Information
Delta Dental of Minnesota is proud to be the largest regional provider of dental benefits, serving over 7,000 Minnesota and North Dakota-based purchasing groups and 4.5 million members nationwide. We aim to provide a work environment that engages each individual while encouraging growth and professional development. We are proud to be named a Top Workplace employer for several years and take pride in our team members for building this reputation.
General Summary The Account Manager is responsible for the successful retention of a book of business ranging from $8 M to over $100 M. Effectiveness in broker/consultant/group relationships, renewal strategy, and problem resolution directly impacts Delta Dental of Minnesota’s retention levels and bottom line. Renewal of existing client’s contracts is critical to Delta Dental’s success. This role is also intended to retain customers while supporting and promoting positive public image for Delta Dental.
The Account Manager is responsible for on-going selling to and renewal of a book of business. The role is also responsible for deeply understanding a customer’s needs, helping customers get the most of the existing products they have purchased and increasing revenue by introducing new products or services.
This position will be with Stratacor, an affiliate of Delta Dental of Minnesota.
Essential Functions
Develop and build relationships with assigned accounts and brokers/consultants.
Develop, implement and monitor appropriate renewal strategies, sales objectives and action plans and lead contract/pricing negotiation. Present renewals to key decision makers at customer level and/or broker/consultant. Recommend and facilitate plan design and product changes for existing groups which requires a thorough understanding of Delta Dental products, contracts, funding and underwriting strategies and network.
Acquire and maintain product, contract, network and underwriting strategy expertise in order to serve as primary resource to both internal and external customers, in order to recommend and facilitate plan design.
Conduct sales discussions with clients for Account Manager led sales opportunities. Call on prior client win-back sales opportunities. Facilitate information gathering, rate setting, and formal RFP response for sales or renewal opportunities.
Manage all sales and renewal activity, financial reporting and follow-up in our CRM system (Salesforce) for assigned block of business.
Conduct all customer, broker and consultant meetings, e.g. planning or renewal meetings, health and wellness discussion, product and service meetings, open enrollment meetings, benefit fairs, and sales meetings, etc. Attend appropriate implementation and sales meetings.
Serve as liaison manager between customer, brokers, consultants and internal departments within Delta Dental and third party vendors, as needed, to resolve issues to meet customer needs.
Acquire and maintain product expertise in order to serve as primary resource about products to both internal and external customers in the commercial market segment.
Delegate tasks to Account Coordinator. Assist in their training and work direction.
This job Description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the team member. Duties, responsibilities and activities may change or be assigned at any time with or without notice.
Knowledge, Skills, and Abilities
Demonstrate professionalism by maintaining a positive and respectful attitude in all interactions
Provide excellent customer service; ability to understand and meet customer needs
Excellent written and verbal communication; including active listening, clear articulation, and professional correspondence
Strong public speaking; a solid understanding of the topic presented, excellent delivery of information, ability to adapt to different audiences
Strong analytical aptitude; ability to gather, interpret and use data to make informed decisions
Excellent decision-making skills; demonstrate critical thinking, evaluate information, identify assumptions, and draw logical conclusions
Strong problem‑solving skills; ability to identify, analyze, and resolve issues effectively and creatively
Ability to effectively negotiate
Excellent organizational skills; ability to maintain a structured and efficient work environment/workspace and manage information effectively
Excellent time‑management skills; ability to prioritize tasks, meet deadlines, and manage workload efficiently
Attention to detail; ability to follow procedures and guidelines, identify errors, maintain accuracy and demonstrate thoroughness
Self‑motivated; proactively taking initiative, identify opportunities and take action to achieve goals
Strong listening skills; ability to demonstrate active listening, comprehension, display empathy, and ability to respond thoughtfully
Proficient in Microsoft Office programs (e.g. Word, Excel, PowerPoint)
Education and Experience
Bachelor’s degree or equivalent
Minimum of three (3) years of industry experience
One (1) to two (2) years as an account administrator, or related work experience
Valid Minnesota Health & Life Insurance License; or willing to obtain within 30 days of hire
Preferred
Salesforce or other CRM software experience
Work Environment / Physical Demands
Travel Requirements: Up to 25%
Weight Lifting Requirements: Up to 20 lbs
Sedentary Work: Ability to sit at a desk while working on a computer for extended periods of time
Relationships
Reports To: Manager of Account Management
Directly Manages: None
Internal Relationships: All departments within Delta Dental of Minnesota as well as other Delta Dental plans and affiliates
External Relationships: Assigned groups, brokers, and consultants
Benefits & Compensation Benefits for this position include medical, dental, vision, and life insurance; disability coverage, flexible spending plans, a 401(k) plan, Paid Time Off (PTO), Holidays and days of remembrance. Visit https://www.deltadentalmn.org/employee-benefit-packages for more information.
The starting salary range for this position is $74,000 to $92,500. Salary offers will typically be made in the listed range. The Company takes into consideration a candidate’s education, training, and experience, as well as the position’s work location, expected quality and quantity of work, required travel (if any), external market and internal value, including merit process and internal pay alignment when determining the salary for potential new team members. In compliance with state and federal regulations, a potential new team member’s salary history will not be used in compensation decisions.
AFFIRMATIVE ACTION PLAN / EQUAL EMPLOYMENT OPPORTUNITY (AAP/EEO) STATEMENT Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60‑1.35(c)
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General Summary The Account Manager is responsible for the successful retention of a book of business ranging from $8 M to over $100 M. Effectiveness in broker/consultant/group relationships, renewal strategy, and problem resolution directly impacts Delta Dental of Minnesota’s retention levels and bottom line. Renewal of existing client’s contracts is critical to Delta Dental’s success. This role is also intended to retain customers while supporting and promoting positive public image for Delta Dental.
The Account Manager is responsible for on-going selling to and renewal of a book of business. The role is also responsible for deeply understanding a customer’s needs, helping customers get the most of the existing products they have purchased and increasing revenue by introducing new products or services.
This position will be with Stratacor, an affiliate of Delta Dental of Minnesota.
Essential Functions
Develop and build relationships with assigned accounts and brokers/consultants.
Develop, implement and monitor appropriate renewal strategies, sales objectives and action plans and lead contract/pricing negotiation. Present renewals to key decision makers at customer level and/or broker/consultant. Recommend and facilitate plan design and product changes for existing groups which requires a thorough understanding of Delta Dental products, contracts, funding and underwriting strategies and network.
Acquire and maintain product, contract, network and underwriting strategy expertise in order to serve as primary resource to both internal and external customers, in order to recommend and facilitate plan design.
Conduct sales discussions with clients for Account Manager led sales opportunities. Call on prior client win-back sales opportunities. Facilitate information gathering, rate setting, and formal RFP response for sales or renewal opportunities.
Manage all sales and renewal activity, financial reporting and follow-up in our CRM system (Salesforce) for assigned block of business.
Conduct all customer, broker and consultant meetings, e.g. planning or renewal meetings, health and wellness discussion, product and service meetings, open enrollment meetings, benefit fairs, and sales meetings, etc. Attend appropriate implementation and sales meetings.
Serve as liaison manager between customer, brokers, consultants and internal departments within Delta Dental and third party vendors, as needed, to resolve issues to meet customer needs.
Acquire and maintain product expertise in order to serve as primary resource about products to both internal and external customers in the commercial market segment.
Delegate tasks to Account Coordinator. Assist in their training and work direction.
This job Description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the team member. Duties, responsibilities and activities may change or be assigned at any time with or without notice.
Knowledge, Skills, and Abilities
Demonstrate professionalism by maintaining a positive and respectful attitude in all interactions
Provide excellent customer service; ability to understand and meet customer needs
Excellent written and verbal communication; including active listening, clear articulation, and professional correspondence
Strong public speaking; a solid understanding of the topic presented, excellent delivery of information, ability to adapt to different audiences
Strong analytical aptitude; ability to gather, interpret and use data to make informed decisions
Excellent decision-making skills; demonstrate critical thinking, evaluate information, identify assumptions, and draw logical conclusions
Strong problem‑solving skills; ability to identify, analyze, and resolve issues effectively and creatively
Ability to effectively negotiate
Excellent organizational skills; ability to maintain a structured and efficient work environment/workspace and manage information effectively
Excellent time‑management skills; ability to prioritize tasks, meet deadlines, and manage workload efficiently
Attention to detail; ability to follow procedures and guidelines, identify errors, maintain accuracy and demonstrate thoroughness
Self‑motivated; proactively taking initiative, identify opportunities and take action to achieve goals
Strong listening skills; ability to demonstrate active listening, comprehension, display empathy, and ability to respond thoughtfully
Proficient in Microsoft Office programs (e.g. Word, Excel, PowerPoint)
Education and Experience
Bachelor’s degree or equivalent
Minimum of three (3) years of industry experience
One (1) to two (2) years as an account administrator, or related work experience
Valid Minnesota Health & Life Insurance License; or willing to obtain within 30 days of hire
Preferred
Salesforce or other CRM software experience
Work Environment / Physical Demands
Travel Requirements: Up to 25%
Weight Lifting Requirements: Up to 20 lbs
Sedentary Work: Ability to sit at a desk while working on a computer for extended periods of time
Relationships
Reports To: Manager of Account Management
Directly Manages: None
Internal Relationships: All departments within Delta Dental of Minnesota as well as other Delta Dental plans and affiliates
External Relationships: Assigned groups, brokers, and consultants
Benefits & Compensation Benefits for this position include medical, dental, vision, and life insurance; disability coverage, flexible spending plans, a 401(k) plan, Paid Time Off (PTO), Holidays and days of remembrance. Visit https://www.deltadentalmn.org/employee-benefit-packages for more information.
The starting salary range for this position is $74,000 to $92,500. Salary offers will typically be made in the listed range. The Company takes into consideration a candidate’s education, training, and experience, as well as the position’s work location, expected quality and quantity of work, required travel (if any), external market and internal value, including merit process and internal pay alignment when determining the salary for potential new team members. In compliance with state and federal regulations, a potential new team member’s salary history will not be used in compensation decisions.
AFFIRMATIVE ACTION PLAN / EQUAL EMPLOYMENT OPPORTUNITY (AAP/EEO) STATEMENT Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60‑1.35(c)
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