This role exercises independent judgment and is responsible for both long- and short-term strategies to maximize value from assigned high-profile, high-value accounts. It ensures revenue goals are met through strategic renewal and upsell management, balancing customer needs with organizational priorities. The position combines forward-thinking, consultative account leadership with day-to-day service oversight. Success relies on strong interpersonal skills to build senior-level partnerships with customers and brokers, driving positive outcomes for all stakeholders. This position requires travel within the primary territory of Philadelphia, with occasional overnight travel as needed.
Responsibilities:
- Maintains and grows revenue base through upsells, account retention and specifically improving financial gains at renewal
- Travels within the Philadelphia region and New York City to support client relationships, with occasional overnight travel required.
- 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.
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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
• 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
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
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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