Senior Account Manager - Labor

This role works with independent discretion and is responsible for long‑ and short‑term strategies to deliver the most value from assigned accounts. The account manager ensures revenue goals are achieved while consultatively managing high‑profile, high‑value accounts, balancing customer needs with organizational objectives, managing renewal and upsell lifecycles, day‑to‑day service requirements, and developing senior‑level partnerships.

Please note: Candidates must currently reside in or be willing to relocate to the Bay Area or surrounding region.

Responsibilities

Maintain and grow revenue base through upsells, account retention, and improving financial gains at renewal.

Strategically and proactively manage a portfolio of high‑value and complex accounts to drive the right solutions.

Design sophisticated renewal strategies and rate recommendations based on financial analysis.

Manage a pipeline with a 3–5‑year outlook and drive revenue growth opportunities.

Apply analytical skills and independently lead deal tactics in collaboration with cross‑functional peers.

Create effective presentations and conduct impactful business reviews that demonstrate value to customers.

Act as the primary point of contact, liaising between the customer and internal teams to ensure an exceptional customer experience.

Coordinate account service and develop high‑quality partnerships with external stakeholders, especially at senior levels.

Resolve customer concerns timely and bring creative solutions to bear, including identifying opportunities to expand or enhance services/processes.

Serve as a mentor and/or peer coach, leading cross‑functional teams on select workstreams.

Qualifications

4+ years of experience with a bachelor’s degree.

Experience working with labor unions and trust funds; knowledgeable on the unique nature of labor clients and adept at establishing relationships with organized labor.

Sophisticated business math and complex analytical skills with the ability to position financial outcomes that contribute to revenue goals across the 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 overlapping projects under tight deadlines.

Ability to meet specific deliverables within an environment of tight deadlines and considerable pressure.

Capable of working independently, demonstrating resourcefulness and requiring little guidance.

Outstanding communication skills, both written and verbal, with special emphasis in formal business presentations.

Effective communication with all levels in the organization within 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.

50% travel, including overnight stays, 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 the date of hire and maintain the license through completing Continuing Education requirements within 90 days. 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.

Benefits

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.

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