Remote

Key Account Manager

Delta Dental of California
$250,000/$500,000 collision damage liability insurance policy (vehicle allowance provided).
dental insurance, paid time off, paid holidays, tuition reimbursement, 401(k), employee discount
United States
Jan 25, 2025
JOB DESCRIPTION The Key Account Manager operates in a consultative capacity, overseeing a portfolio of key accounts to ensure revenue goals are met and sustained. This role proactively manages renewals and upsell opportunities, balancing customer needs with business objectives. With a focus on both strategic account management and day-to-day service excellence, the Key Account Manager builds strong partnerships with customers and brokers to drive positive outcomes for all stakeholders. RESPONSIBILITIES Account Growth and Retention: Maintain and expand the revenue base within assigned accounts in Upstate New York - Greater Albany area, focusing on upsells, renewals, and financial optimization. Strategic Account Management: Proactively develop and execute strategies that align customer goals with business objectives to drive mutually beneficial solutions. Financial and Renewal Strategy: Analyze financial data to develop renewal strategies and rate recommendations, ensuring sustainable growth and retention. Pipeline Development: Manage a 2+ year sales pipeline, identifying and capitalizing on revenue growth opportunities. Consultative Sales and Negotiation: Utilize advanced business acumen to guide pricing, contract negotiations, and overall deal structuring in collaboration with cross-functional teams. Client Engagement and Presentations: Develop and deliver compelling business reviews and presentations that highlight product value and drive customer engagement. Customer Advocacy and Relationship Building: Serve as the primary point of contact, fostering strong relationships with customers and brokers to enhance service quality and satisfaction. Service Coordination and Problem Solving: Collaborate cross-functionally to resolve customer concerns, optimize service delivery, and implement enhancements that benefit all stakeholders. QUALIFICATIONS Education & Experience: 2+ years of account management experience with a bachelor's degree preferred; equivalent experience may be considered in lieu of a degree. Experience in healthcare or benefits account management. Skills & Expertise: Strong financial acumen with advanced business math and analytical skills. Proven consultative selling and negotiation expertise with the ability to influence decision-makers. Exceptional time management skills with the ability to manage multiple priorities under tight deadlines. Strong ability to work independently with resourcefulness and minimal oversight. Excellent written, verbal, and presentation skills, with a strong ability to communicate across all levels of an organization. High attention to detail and outstanding organizational skills. Advanced problem-solving skills with a collaborative, results-driven approach. Technical Proficiency: Proficiency in Microsoft Office (Word, Excel, PowerPoint, Teams) and CRM systems (Salesforce preferred). Travel Requirements & Licensure Travel: Up to 50% travel, including overnight stays within the assigned territory. Candidates must use a personal vehicle and have the ability to cover travel expenses until reimbursed. Driver's License & Insurance: Must have a valid driver's license and be able to pass a motor vehicle record check. Required to maintain a $250,000/$500,000 collision damage liability insurance policy (vehicle allowance provided). Licensing Requirements: Active New York State life and health producer license (or ability to obtain within 90 days of hire). Must maintain licensure through ongoing continuing education requirements. 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 19. $63,700 - $133,500 ADDITIONAL INFORMATION Behind the smile! We are dedicated to safeguarding the health and financial stability of our employees and their loved ones. This commitment extends beyond the workplace to foster personal growth and holistic wellbeing. Our life-changing rewards package includes: 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 Qualified applicants with arrest or conviction records will be considered for employment in accordance with all applicable federal, state, and local laws, including, but not limited to, fair chance and anti-discrimination ordinances. At Delta Dental, we maintain a strict stance on theft, fraud, and violent crimes. For positions involving driving, we enforce heightened standards regarding driving records. Each individual criminal background check is evaluated on its merits, taking into account the time elapsed since the conviction, evidence of personal development and rehabilitation, and any potential risk posed to our business operations, employees, customers, or vendors. Important Work Authorization Information Please note, Delta Dental will not sponsor applicants for work visas for this position. #LI-Remote ABOUT THE TEAM At 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 equitable 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 is an equal opportunity employer. We are committed to building and maintaining a diverse and inclusive workplace for all employees. Applicants will not be discriminated against because of race, color, religion, creed, national origin, ancestry, citizenship status, sex (including pregnancy), sexual orientation, gender or identity expression, age, disability, marital status, medical status, veteran status or any other status protected under federal, state, or local law. In addition to federal law requirements, Delta Dental complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. Unfortunately, our Delta Dental Enterprise is unable to hire individuals residing in Alaska, North Dakota, Nebraska, Hawaii, Oklahoma, Vermont, Maine, West Virginia, New Hampshire, Wyoming, Puerto Rico, District of Columbia (Washington D.C.) or other US Territories at this time. Proof of eligibility to work in the United States must be provided if selected for hire. Delta Dental includes: Delta Dental of California, Delta Dental Insurance Company, Delta Dental of Pennsylvania, and Delta Dental of New York If You Are A Current Employee Click Here* To Apply