Account Manager

Come Smile with Us

Are you passionate about building meaningful relationships and making a difference in your community? Delta Dental of Iowa invites applications for a dynamic Account Manager to join our Sales team. In this externally facing role, you will work with contracted brokers, consultants and decision makers at large employers to build, maintain and improve business relationships with customers (51+ eligible employees) to optimize Delta Dental's market retention and position products for cross selling to existing clients. You will drive retention, growth and cross-selling of our comprehensive product portfolio, including dental, vision, legal and identity theft, life and disability. You will leverage your relationship-building skills, project management expertise, and sales acumen to strengthen our market position and support our mission of improving the health and the smiles of the people we serve. This position is located in Johnston, Iowa. Depending on qualifications, this position may be filled at a higher level.

Learn why Brennan enjoys working on the Sales team. 

Why Delta Dental of Iowa?

For your smile. For your health. For your community.

At Delta Dental of Iowa, we're more than just a dental and vision insurance company. Improving health and wellness is at the center of everything we do. As a not-for-profit, we aim to build stronger communities by investing in actions that promote and improve health. Delta Dental of Iowa invests 40% of our dollars directly back into the communities we serve.

Come see why we are passionate about "Bringing Smiles" to our customers. Our team enjoys competitive pay and benefits, an awesome "One Team" approach, and a company culture that fosters "Exceptional Quality Service" and "Leadership at All Levels." Together, we can make a difference – not only in Iowa but across the country.

Essential Functions and Principal Accountabilities: 

• Grow new sales and improve retention and growth for large group clients by developing sales strategies and tactical sales action plans targeting key markets, industries, clients, and broker partners. 
• Identify, evaluate, and implement sales channel partner relationships to assist in growing the respective business segments.
• Support channel partners throughout the sales process in all sales-oriented activities, such as marketing, advertising, education, sales promotions, and training to achieve revenue targets.
• Successfully build and manage relationships with agencies, agents, and other sales channels.
• Successfully enhance channel/broker/agent/employer relationships through professional and social networking opportunities.
• Manage both new and existing products through communication and education of key individuals within sales channels.
• Develop and maintain client profiles and document in CRM. Record and maintain client demographics, communication preferences and contact information for groups and private exchanges. Identify and record relationship strengths and vulnerabilities for these groups.
• Identify, clearly communicate, develop and implement private exchange opportunities.
• Identify client purchasing patterns (timing for service calls, renewals, etc.).
• Track industry trends and relay client specific information as appropriate for both groups. Offer industry related materials for both groups and private exchanges.
• Develop and maintain client relationships.
• Develop client service and renewal schedules based on client profiles.
• Initiate quote process for new and alternate benefits for existing groups. Coordinate distribution, development and delivery of Request for Proposal requests from consultants for large case existing clients.
• Prepare proposal for delivery to brokers and clients and respond to related inquiries regarding existing client bases.
• Deliver renewals for existing large group clients to brokers, including exhibits, reports and supporting documents. Suggest alternate benefit offering if deemed necessary based on review of renewal rates.
• Offer new product add-ons/ancillary products for both groups.
• Attend employee meetings and benefit fairs. Prepare formal presentations and present employee benefits information when necessary. 
• Initiate internal enrollment procedures for renewal business. Obtain complete documentation to insure enrollment process can be completed.
• Coordinate with clients, brokers and AE's throughout the enrollment process to insure smooth transition from the AE to account management.
• Conduct post-sale welcome calls to new clients.
• Respond to client and broker inquires. Research claims, enrollment, billing and other internal operational issues and resolve to the satisfaction of the customer.
• Perform other duties as assigned.

Requirements

1. 2-5 years of Sales, Account Management and/or Marketing experience is required, preferably in an insurance related field. 
2. Bachelor's Degree in Marketing, Business or a healthcare related field. 
3. Strong analytical, consulting and presentation skills.
4. Strong customer relations skills including excellent oral and written communications skills.
5. Knowledge of benefits, underwriting requirements, reimbursement policies and procedures, and group contracts.
6. Knowledge of automated claims processing systems and ability to interpret claims, benefits, and provider data from automated media.
7. Demonstrated project and time management skills and ability to prioritize and handle multiple assignments to completion.
8. Experience with Microsoft Office applications as well as CRM, for use in customer relationship, correspondence and project tracking.
9. Iowa Health, Accident and Life License required or obtained within 90 days of hire.
10. Up to 30% travel in Iowa required.
11. Valid driver's license required.

Delta Dental of Iowa is an Equal Opportunity Employer that does not discriminate on the basis of race, sex, national origin, religion, age, disability and any other characteristic protected by applicable law. It is also the policy of Delta Dental of Iowa to take affirmative action to employ and to advance in employment, all persons regardless of their status as individuals with disabilities or protected veterans, and to base all employment decisions only on valid job requirements.