Senior Account Manager - Labor

Overview
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.

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
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

Equal Employment Opportunity
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.

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.

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

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