The Account Manager position 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 intended to retain customers while supporting and promoting Delta Dental’s positive public image.
This position is responsible for ongoing selling to and renewal of a book of business. The role will be 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 is offered by Abōva Talent, LLC, a subsidiary of Stratacor an affiliate of Delta Dental of Minnesota.
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 the 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 the 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 an assigned book of business.
Conduct all customer, broker, and consultant meetings, e.g. planning or renewal meetings, health and wellness discussions, product and service meetings, open enrollment meetings, benefit fairs, sales meetings, etc. Attend appropriate implementation and sales meetings.
Serve as liaison manager between customers, 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 a primary resource about products to both internal and external customers in the commercial market segment.
Delegate tasks to the Account Coordinator. Assist in their training and work direction.
REQUIRED KNOWLEDGE, SKILLS, AND ABILITIES
Customer service skills
Strong written and verbal communication skills
Attention to detail
REQUIRED EDUCATION AND EXPERIENCE
Bachelor’s degree or equivalent
Three or more years of industry experience
One to two years of account administrator (or equivalent) experience
Valid Minnesota Health & Life Insurance License
REQUIRED: Demonstrated full proof of vaccination against COVID-19 prior to start date.
As an equal opportunity employer, we will make accommodations for individuals who cannot be vaccinated in accordance with applicable law.
WORK ENVIRONMENT/PHYSICAL DEMANDS
Travel Requirements: Up to 25%
Weight Lifting Requirements: Up to 20 lbs.
Reports To: Vice President or Director, 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