Senior Account Manager Job Summary
The Senior Account Manager serves as a trusted strategic advisor and primary relationship leader for complex, large-group clients. This role is accountable for executive-level client engagement, retention, renewal strategy, utilization and performance reviews, and delivery of a consistently professional client experience. The position requires a seasoned account management professional who can confidently lead high-stakes meetings, translate data into actionable insights, negotiate effectively, and influence diverse internal and external stakeholders.
Primary Job Responsibilities
- Own and strategically manage a portfolio of complex, large-group accounts, serving as the senior point of contact and trusted advisor to client executives, benefits leaders, consultants, and brokers.
- Develop and execute account strategies that strengthen relationships, demonstrate value, support growth, and achieve retention and profitability objectives.
- Lead large-group utilization and performance review meetings, presenting trends, financial and operational results, emerging risks, and actionable recommendations with confidence and executive presence.
- Direct the end-to-end renewal process, including strategy development, internal alignment, proposal preparation, client positioning, negotiation, and successful execution of mutually sustainable terms.
- Prepare and deliver polished, audience-appropriate presentations for executive reviews, renewal meetings, finalist discussions, employee benefit meetings, and other high-visibility client engagements.
- Analyze utilization, claims, service, and financial reporting; synthesize complex information into clear insights and recommendations that support client decision-making.
- Anticipate, escalate, and resolve complex client issues by coordinating cross-functional resources, maintaining transparent communication, and ensuring timely follow-through.
- Partner with Sales, Underwriting, Operations, Finance, Legal, Marketing, and other internal teams to deliver coordinated solutions and a seamless client experience.
- Support the implementation and transition of complex and self-funded accounts, ensuring commitments, timelines, and client expectations are clearly managed.
- Maintain accurate account plans, renewal forecasts, meeting documentation, reporting, and required marketing deliverables in accordance with organizational and Delta USA standards.
- Provide leadership within Account Management by mentoring colleagues, sharing best practices, supporting special projects, and improving processes and procedures.
- Represent Delta Dental of Arkansas with sound judgment, discretion, credibility, and a consistently high standard of professionalism.
Minimum Qualifications
Will accept any suitable combination of education, training, and experience. The position requires a bachelor’s degree in business administration, marketing, or a related field; an active Arkansas Life and Health Insurance license or the ability to obtain one within the required timeframe; and a minimum of seven years of progressively responsible group account management experience, preferably within the health or dental insurance industry. Demonstrated success managing complex or large-group accounts, leading utilization, and performance reviews, negotiating renewals, and delivering executive-level presentations is required. Advanced written, verbal, analytical, relationship-management, and presentation skills are essential, along with proficiency in spreadsheets, word processing, and presentation software.
Education / Experience / Personal Requirements
- Bachelor’s degree in business administration, marketing, or a related field; equivalent relevant experience may be considered.
- Seven or more years of progressively responsible group account management experience, with demonstrated ownership of complex or large-group relationships.
- Substantial experience leading utilization, performance, and financial review meetings for executive and benefits audiences.
- Proven ability to develop renewal strategies and lead complex negotiations involving clients, consultants, brokers, and internal partners.
- Exceptional executive presence, judgment, and professionalism, with the ability to build credibility and influence at all organizational levels.
- Advanced presentation and facilitation skills, including the ability to communicate complex information clearly, confidently, and persuasively.
- Strong analytical ability and business acumen, with skill in interpreting utilization, claims, service, and financial data to develop practical recommendations.
- Demonstrated ability to manage competing priorities, sensitive matters, and high-stakes client situations with discretion and composure.
- Arkansas Life and Health Insurance license or the ability to obtain it within the required timeframe.
- Proficiency with Microsoft Office applications, including Excel, Word, PowerPoint, and Outlook.
Work Conditions - General office working conditions which may require sitting for extended periods of time.
- Travel required less than 30%.
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