Vice President, Sales - Account Services

At Delta Dental, our strategy is only as strong as the people who execute it! We are hiring individuals that are not just right for today but also for our future. We have built a foundation of high-trust by treating all people with dignity, making and keeping commitments, and consistently striving to do the right thing. Our leaders optimistically share future possibilities to inspire and motivate others toward their full potential. We expect our employees to find ways to embrace positive change, be curious and challenge the status quo, and provide solutions to unmet problems. Joining Delta Dental means joining a culture focused on fostering development, building genuine connections, recognizing each other’s strengths and sharing in successes. 
Delta Dental of California and its affiliate companies covers nearly 36 million people in 15 states, the District of Columbia, Puerto Rico and providing dental benefits through traditional fee-for-service and HMO-type dental plans in commercial, consumer and government markets. We are part of the Delta Dental Plans Association, the largest dental benefits system in the country. 
We are committed to expanding access to high quality oral health care through the largest and most stable proprietary dentist network in the nation. We achieve this goal through research, education, advocacy, and community support.  We are seeking an accomplished Vice President, Sales - Account Services to lead our Key Markets (clients with less than 3,000 employees) teams.  The position reports to the Group Vice President of Sales and Marketing and the successful candidate can be located in one of our enterprise locations but is not a requirement.  Develop, lead and execute client retention, revenue growth and selling strategies for enterprise products and services. Responsible for the strategic development and tactical execution of targeted account growth within the Key Markets segment (under 3,000 lives). Accountable for the execution of client retention strategies and book of business revenue growth through leadership and development of a team of directors and account managers.

How you will make an impact:

• Build relationships at senior management level with existing client, brokerage, and consulting firms.
• Provide exceptional customer service and account support through a team of directors and account managers.
• Provide leadership and direction across market-based operations to ensure maximum client engagement.
• Motivate and train team of account management professionals to create win/win scenarios.
• Develop and execute key strategic initiatives within a client, including quality, cost, and service metrics.
• Create value-based solutions by presenting additional or new product and service offering expansions.
• Deliver successful financial performance, in collaboration with Enterprise Sales, Marketing and Network Development leadership team through management and development of existing client relationships.
• Cultivate productive relationships with external parties such as consultants, brokers, and customers.
• Regularly report fact and data-based marketplace activity and competitive intelligence via CRM.
• Develop and implement policies and operating procedures as they apply to segment service expectations.
• Provide critical input to help prioritize new product development projects.
• In conjunction with the Marketing team, project manage and institute ad hoc and pilot projects.
• Cultivate key internal relationships to determine cross-functional execution for products and services.

What we look for:

• A Bachelor’s degree is required.
• 16+ years of experience as a broker, consultant, sales account executive or sales account manager, preferably in the benefits industry.
• 10+ years leading and coaching individuals or teams.
• Financial analytical ability including understanding of fundamental underwriting and financial concepts, including P&L.
• Consistent ability to meet and exceed rigorous goals.
• Proven ability to interact with and influence clients at all level of an organization.
• Ability to build effective relationships with internal and external constituents; as well as ability to work with all levels of management.
• Exceptional executive presentation experience and communication skills are essential.
• Skilled at creating win-win opportunities through negotiation and solution selling.
• Demonstrated ability to make tough calls and difficult organizational and business decisions including execution of those decisions.
• Must be able to travel throughout the country, as necessary.

Benefits and perks:

• 12 days starting vacation plus 12 holidays and your birthday off!
• Multiple medical insurance options: 100% paid or low cost premiums
• 100% paid dental insurance
• 100% paid vision insurance
• Onsite gym and/or gym discount and fitness incentive
• Culture of learning: substantial tuition reimbursement to improve your skills
• Career growth: we love promoting from within
• Strong commitment to work/life balance  
• Social responsibility and volunteer opportunities

Please note, Delta Dental will not sponsor applicants for work visas for this position.
#LI-AK1
At Delta Dental we:Promote accountability, integrity and collaboration: Our employees are collaborative, self-aware, and ethical. It is our expectation to do the right thing and follow through on commitments.Foster professional development: Our employees take ownership of developing themselves and others through coaching, mentoring and providing/being open to constructive feedback and identifying learning opportunities.Value customers and cultivate positive experiences: Our employees take time to build rapport with customers, while anticipating and exceeding their needs to ensure positive outcomes.  
If you think this sounds like you, let’s chat. We would love to tell you more!
To see some of the smiling faces behind Delta Dental and to learn more about what our values and culture look like in action, connect with us on social media: @lifeatddins on Facebook and Instagram, @deltadentalins on Twitter, and Delta Dental Ins. on LinkedIn.  ABOUT Delta DentalDelta Dental covers more Americans than any other dental benefits provider. Our vision is to motivate and empower every employee so we’re all inspired to take exceptional care of our customers, providers and each other. Our Enterprise Strategy focuses on pillars of Growth and Diversification, supported by the platforms of Culture and People, Process and Technology. Our employees take pride working for a purpose-driven organization and live our values of Trust, Service, Excellence and Innovation.  We are part of the Delta Dental Plans Association, a network of companies that provides dental coverage to 74 million people in the U.S. Delta Dental of California, Delta Dental of New York, Inc., Delta Dental of Pennsylvania and Delta Dental Insurance Company, together with our affiliate companies, form one of the nation’s largest dental benefits delivery systems, covering 33 million enrollees. All of our companies are members, or affiliates of members, of the Delta Dental Plans Association, a network of 39 Delta Dental companies throughout the country. Delta Dental provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, genetics, or any other classification protected by federal or state 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.
Proof of eligibility to work in the United States must be provided if selected for hire.