Account Manager - Large Group (Sales)

Join our team as an Account Manager - Large Group!  We're looking for a dynamic professional to foster and expand relationships with clients and brokers, ensuring optimal client experiences and retention.  If you have a strong background in health benefits, exceptional communication skills, and a knack for strategic thinking, apply now and help us drive growth and success at Delta Dental of Missouri.

Position Summary:

The primary responsibility of the Account Manager is to foster relationships with existing clients and brokers to ensure profitability and retention.  This role is also responsible for expanding relationships with existing clients and brokers to increase revenue through specific efforts to add vision and other related benefits.  The Account Manager's role has duality: serving as a trusted advisor to clients and brokers through an expertise on industry trends and best practices to ensure the optimal client experience while ensuring Delta Dental of Missouri achieves its profitability and retention as well as the addition of complementary lines of business, such as vision.

The Account Manager is also responsible for managing the new group implementation and renewal processes.  

Responsibilities:

1. Fosters relationships with existing clients and brokers to ensure optimal client experiences and client retention.  This work may include but is not limited to:

• Executing strategies to build relationship with clients and brokers;

• Periodic meetings with clients to review account results and formulate recommendations for future needs;

• Educating clients and brokers on best practices in processes, services and offerings to ensure a positive client experience;

• Responding to client inquiries on rates, benefit plan design, general information and strategic recommendations;

• Directing clients and brokers to the appropriate departments to ensure the most effective and efficient resolution of questions and issues;

• Coordinating and collaborating with other departments to resolve complex issues on behalf of the client;

• Researching and identifying the appropriate resources and process for optimal resolution of client and broker needs;

• Supports open enrollment processes with clients by providing support and materials to clients.

2. Expands relationships with brokers and existing clients to increase revenue opportunities. This work may include but is not limited to:

• Presenting benefit options to maximize client dental plans and support client goals;

• Exploring opportunities with existing clients to leverage other product offerings;

• Leveraging relationships with clients and brokers to gain referrals to new accounts.

3. Manage new group implementation process in collaboration with other departments to ensure a positive client experience.  This work may include but is not limited to:

• Reviewing client contracts with sales representative to understand design plans, service requirements and other parameters to address during the client onboarding process;

• Communicating processes, best practices and timelines for effective client onboarding processes;

• Facilitating meetings with clients to ensure timely completion of all stages of the onboarding process;

• Monitoring timelines and deliverables to ensure timely completion of all onboarding processes;

• Collaborating with internal departments to identify solutions and best practices to address contract requirements;

• Updating clients on timelines, questions or solutions throughout the onboarding process.

4. Serves as trusted advisor to the sales team, clients and brokers on industry trends and best practices.  This work includes but is not limited to:

• Researching and communicating industry trends and key metrics to maximize benefit plans and financial outcomes for clients;

• Understanding internal processes and timelines to set expectations and recommend best practices;

• Influencing clients and brokers based on subject matter expertise of the industry, plans and internal processes;

• Asking key questions to understand client outcomes needed and providing recommendations that convey expertise in best practices;

• Communicating guidelines, policies and processes in a manner that builds trust in the company's relationship with the client;

• Supporting the sales team with strategic insight and subject matter expertise on best practices, process constraints, service offerings and other options throughout the RFP process.

5. Manages the renewal process for the assigned book of business. This work may include but is not limited to:

• Serving as the primary point of contact with clients and brokers throughout the renewal process;

• Analyzing client results, plan options and service offerings in preparation of the renewal process;

• Collaborating with the Account Management Operations team to gather data needed for the renewal process;

• Reviewing renewal options and plans with the client or broker;

• Highlighting benefits, areas of competitive advantage and client values of offerings;

• Addressing questions or concerns to ensure acceptance of account renewals.

• Formally proposing and advocating for the addition of vision and other complementary employee benefits as DDMO expands its product offerings. 

Qualifications:

• Minimum of 7 years experience in the health benefits arena, preferably in account management;

• College degree or relevant work experience;

• Current Missouri health insurance license;

• Strong understanding of finance, underwriting and rating of group insurance products;

• Understanding of dental terminology and procedures preferred;

• Advanced problem-solving and decision-making abilities;

• Exceptional verbal and written communication skills.

Competencies:

• Accountability

• Coachability

• Communication

• Critical thinking

• Prioritization

• Relations with others

• Service orientation

• Trusted advisor

Environment:

General office working conditions may require sitting and/or driving for extended periods of time.  This position currently functions as a hybrid role working from both the St. Louis office and home office environments.  Any home office setting must be conducive to all guidelines outlined by the organization.  This role is required to regularly attend in-person meetings, the frequency and location of which is determined by management based on departmental or organizational needs.  Occasional overnight travel may be required for client and industry meetings, conferences, as well as other Delta company meetings. 

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Specific vision abilities required by this job include the ability to adjust focus.  While performing the duties of this job, the employee is regularly required to sit, talk and hear.  The employee is frequently required to use hands and arms to handle, feel, reach and operate a computer.

Disclaimer:

This job description is designed to provide a general overview of the requirements of the job and does not entail a comprehensive listing of all activities, duties or responsibilities that will be required.  The organization reserves the right to modify this job description at any time; including assigning or reassigning job duties or deleting this position at any time.

See job description