Strategic National Account Manager - Southern California

Do you excel at guiding complex, high-profile accounts toward sustained success through insight, strategy, and strong relationships? We’re looking for a National Accounts Manager who thrives in a consultative role—someone who can combine deep analytics, strategic storytelling, and trusted partnerships to deliver exceptional outcomes.

 

In this role, you’ll serve as both strategist and advocate, shaping renewal and growth plans that align with client goals while advancing our business objectives. You’ll be a trusted partner to executives, brokers, and stakeholders, translating complex data into clear, compelling narratives that inspire decisions and drive results.

We offer a competitive base salary, excellent benefits, bi-weekly auto and remote allowances, and participation in our sales bonus program.

Location Note: This book of business is primarily based in California, with some accounts in Nevada and Utah. Applicants in California, Arizona, or Utah will be considered, with a preference for Southern California. Relocation assistance is not available.

• Strategic Revenue Growth: Identify and execute growth opportunities through consultative upselling and retention strategies that balance financial performance with client value.
• Portfolio Leadership: Proactively manage a portfolio of large, complex national accounts, developing tailored strategies to strengthen relationships and optimize outcomes.
• Renewal Storytelling: Craft renewal strategies and rate recommendations backed by robust financial analysis, presenting them in clear, persuasive narratives that resonate with decision makers.
• Long-Term Pipeline Development: Forecast and plan revenue growth opportunities over a 3–5-year horizon, anticipating client needs and market shifts.
• Analytical Expertise: Apply deep market insights to shape deal strategies, collaborating cross-functionally to develop innovative solutions.
• Relationship Building: Cultivate meaningful, trust-based partnerships with clients and brokers, positioning yourself as a long-term strategic advisor.
• Customer Advocacy: Serve as the primary point of contact, championing client needs while aligning them with organizational goals.

• 2+ years of account management experience in employee benefits (broker or health insurance) with a bachelor’s degree (or equivalent experience).
• Proven ability to interpret and leverage complex financial and analytical data to influence outcomes.
• Strong consultative selling, negotiation, and executive communication skills.
• Track record of managing multiple high-value, complex accounts under tight deadlines.
• Skilled in developing and delivering compelling business presentations and proposals.
• Ability to work independently while collaborating effectively across teams.
• Advanced problem-solving and organizational skills, with exceptional attention to detail.
• Proficiency in Microsoft Office and CRM tools (Salesforce preferred).
• National account management experience with 3,000+ lives highly preferred.
• Willingness to travel up to 35%, including overnight stays.

• Ability to cover eligible business expenses for up to 30 days, with reimbursement provided

  Licenses:

• Active CA State life and health producer license or ability to obtain this license within 90 days of employment is required; must maintain license through completing continuing education requirements
• Valid driver's license and the ability to successfully complete a motor vehicle record check. The person in this role will need to purchase and maintain a $250,000/$500,000 collision damage liability insurance policy. 

 

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  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.
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