Key Account Manager

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.

• 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.

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

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.
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