New

Senior National Account Manager, Southern California

Delta Dental of California
$81,305 - $176,043
dental insurance, paid time off, paid holidays, tuition reimbursement, 401(k), relocation assistance, employee discount
United States, California, Los Angeles
Apr 16, 2026
JOB DESCRIPTION As a Senior National & Special Account Manager, you'll manage some of our largest and most complex accounts in a consultative and strategic manner, with overall responsibility for achieving revenue goals. You will proactively lead renewal and upsell opportunities through the full lifecycle, balancing customer needs with those of the organization. This role requires a strong focus on portfolio strategy while also ensuring day-to-day service needs are addressed effectively. Success in this position depends on building strong partnerships with customers and brokers and using your interpersonal skills to drive collaboration and better outcomes for all stakeholders. Location note: This role supports accounts in Southern California. The ideal candidate will live in the territory and be able to travel throughout. Relocation assistance is not available. RESPONSIBILITIES Maintains and grows the revenue base through upsells, account retention, and improved financial performance at renewal Strategically and proactively manages a portfolio of high-value, complex accounts to develop and advance strategic solutions while balancing the needs of the client and the business Designs sophisticated renewal strategies and rate recommendations based on financial analysis, with a focus on crafting win-win-win solutions Manages the pipeline with a 3-5-year outlook and drives opportunities for revenue growth Applies analytical skills and independently leads deal tactics based on comprehensive market knowledge, in collaboration with cross-functional peers Creates effective presentations and conducts impactful business reviews that ensure existing customers understand the value of our products Acts as the primary point of contact and liaison between the customer and internal teams to ensure an exceptional customer experience Through effective collaboration, coordinates account service and successfully develops high-quality partnerships with external stakeholders, especially at senior levels Resolves customer concerns in a timely manner and delivers thoughtful, creative solutions, including identifying opportunities to expand or enhance services and processes to benefit all stakeholders Serves as a mentor and/or peer coach, including leading cross-functional teams on select workstreams QUALIFICATIONS 4+ years of employee benefits account management experience with a bachelor's degree Strong business acumen, analytical skills and financial aptitude, with the ability to position financial outcomes that support revenue goals across an 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, with experience managing overlapping projects simultaneously under tight deadlines Ability to meet specific deliverables in an environment with tight deadlines and considerable pressure Ability to work independently, demonstrating resourcefulness and requiring minimal guidance Outstanding verbal and written communication skills, with special emphasis in formal business presentations Ability to communicate effectively with employees at all levels of 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 30% travel with use of personal car and ability to sustain expenses until reimbursed Proficiency with Microsoft Office (Word, Excel, PowerPoint, Teams) and CRM (Salesforce) Valid driver's license issued by the state of residence required. State life and health producer license required within 90 days of hire; active license preferred. Must maintain all required industry licenses through continuing education (CE). Reside in California 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. $81,305 - $176,043 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. Important Work Authorization Information Please note, Delta Dental will not sponsor applicants for work visas for this position. #LI-Remote ABOUT THE TEAM At Delta Dental, we're behind millions of smiles and counting. For over 68 years, we've served our communities by increasing access to affordable, quality care - but that commitment to care extends beyond the people we serve, to the dedicated employees who make those smiles genuine. We've come this far by building fair programs that offer opportunities for advancement, create meaningful connections and improve the lives of our employees and their families. Because we know that when we take exceptional care of each other, we can make a positive impact for all. We champion an inspirational workplace through our commitment to trust, service, excellence and innovation. Joining us means working for a company that offers stability and balance, opportunities for leadership at all levels, and a work environment focused on teamwork and camaraderie. Discover the smiling faces behind Delta Dental and experience our values and culture in action by connecting with us on social media. Follow Delta Dental Ins. on Facebook and Instagram, #LifeatDDins on Facebook and Instagram, Delta Dental Ins. on Twitter and Delta Dental Ins. on LinkedIn. If you've got an appetite for innovation and want to be a part of a team that's transforming the future of health care, join us! Since 1955, we have offered comprehensive, high-quality oral health care benefits to millions of enrollees and built the strongest network of dental providers in the country. The Delta Dental of California network includes affiliates Delta Dental Insurance Company; Delta Dental of Pennsylvania; Delta Dental of New York, Inc.; Delta Dental of the District of Columbia; Delta Dental of Delaware, Inc.; and Delta Dental of West Virginia, providing dental benefits to more than 31 million people across 15 states, the District of Columbia, Puerto Rico and the Virgin Islands. The company and its affiliates are part of Delta Dental Plans Association (DDPA), a not-for-profit national association based in Oak Brook, Illinois. Through our national network of Delta Dental companies, we offer dental coverage in all 50 states, Puerto Rico and other U.S. territories. We offer vision coverage through DeltaVision in 15 states and the District of Columbia. Collectively, we deliver benefits to more Americans than any other dental insurance company. Delta Dental Ins. is an equal opportunity employer and is committed to providing a professional work environment free from discrimination and harassment. Individuals seeking employment at Delta Dental are considered without regard to race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, actual or perceived physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, citizenship status, or any other legally protected category. Delta Dental is committed to providing equal employment opportunities to all employees and applicants for employment. Accordingly, we have adopted and maintain an Equal Employment Opportunity Policy, Harassment-Free Work Environment Policy, and Respectful Workplace policies and will not tolerate violations of these policies. Unfortunately, our Delta Dental Enterprise is unable to hire individuals residing in Alaska, North Dakota, Nebraska, Hawaii, Oklahoma, Vermont, Maine, West Virginia, New Hampshire, Wyoming, Puerto Rico, District of Columbia (Washington D.C.) or other US Territories at this time. Proof of eligibility to work in the United States must be provided if selected for hire. Delta Dental includes: Delta Dental of California, Delta Dental Insurance Company, Delta Dental of Pennsylvania, and Delta Dental of New York If You Are A Current Employee Click Here* To Apply