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Director, Sales and Account Management more...
Location:Chicago, IL
Company:American Medical Association
First posted:February 12, 2020
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Director, Sales and Account Management
Chicago, IL

The American Medical Association (AMA), a nonprofit, is the nation's largest professional Association of physicians. We are a unifying voice and powerful ally for America's physicians, the patients they care for, and the promise of a healthier nation.  To be part of the AMA is to be part of our Mission to promote the art and science of medicine and the betterment of public health.

As an employer, we are dedicated to many efforts, including employee learning and development, social responsibility, diversity and inclusion and wellness. 

Our well-defined culture has strongly impacted the prosperity of our organization.  Our foundational values of Respect, Integrity, Innovation, Impact, Collaboration, Agility and Trust are at the core of our efforts and continue to shape the success of the AMA.

We have an opportunity at our corporate offices in Chicago for a Director, Sales and Account Management on our Health Solutions team. As a part of the team, you will contribute to the growth, vitality and prominence of the American Medical Association by exceeding CPT Royalty Revenue and Contribution Margin targets through the distribution of CPT licenses to the healthcare industry.  Lead and coordinate the Account Management and Sales roles in a collaborative process in accordance with the strategic and tactical goals of Health Solutions (HS).  Establish annual licensing, product and revenue and targets and goals.  Collaborate with Sales Operations to implement, analyze and report performance metrics. Develop and/or implement account management and training programs for staff. Communicate and evangelize non-HSG "One AMA" initiatives to customers, prospects and influencers in the healthcare industry.

Responsibilities:

1)  Develop, implement and manage a comprehensive Sales and Account Management framework to support the HS distributor and customer base.  This includes client management, executive relationship management, account planning, support of strategic initiatives and tactics to support increased customer satisfaction and revenue growth. 

This includes:

  • Developing and implementing an Account Management framework for top customers that supports the Voice of the Customer and long-term strategic account development.
  •  Building relationships with senior executives at key accounts and distributors to support strategic discussions, contract negotiations and opportunity development for new AMA innovations. 
  • Continued development and implementation of the X-sell program resulting in increased revenue and account expansion.
  • Responsible for the roll-out of the new licensing models to identified markets with large or complex distributors in an efficient, low-friction manner, and consistent manner. 
  • Establishing annual performance goals and targets for the team along with monthly/quarterly pipeline and other reporting requirements. 
    Accurately forecasting HSG revenue to senior management.
  • Negotiating complex contracts with clients; ensuring that they are completed in a timely, consistent and transparent manner that drives revenue while protecting the AMA brand, tax status and integrity.
  • Analyzing key statistics to determine business growth projections and potential.
  • Preparing budgets and approving expenditures.
  • Working with HS Product Management and Marketing to develop and deliver strategies, tools and related collateral materials in order to communicate the value, benefits and return on investment of AMA offered solutions consistent with AMA's vision and values. 
  • Providing the Voice of the Market - Analyzing changing market trends and client contact feedback to recommend changes to the sales process, collateral materials and product development as appropriate. 
  • Participating with senior staff in the development of the strategic sales and marketing plan, providing input on pricing, positioning, and competitive activity.
  • Partner with other HS leaders to develop, implement and refine collaborative models to support the current and new healthcare target markets that result in successful and timely licensing.   Partner with the HS Product Management, Marketing and Operations teams to ensure effective and efficient internal communications.  
  • Collaboration with non-HS business units to facilitate strategic initiatives and solutions to advance and diversify the HS portfolio, including things such as Integrated Health Module Initiatives, X-sell solutions, E/M roll-out, Improving Health Outcomes and others as developed and identified to drive revenue, increase adoption and increase brand awareness, providing the entry point for the AMA into Heath IT vendor.
  • Select, train, develop, manage, appraise, and reward account management talent.

Other Functions/Responsibilities:

Represent AMA at association meetings, tradeshows and industry events and other projects as assigned.

REQUIREMENTS:

  •  Bachelor's degree in health-related field or business required.
  •  Ten or more years of account management/ sales experience, experience in healthcare services, content and/ or technology.  Experience with CPT content and/or coding and reimbursement tools is desired.
  •  Five or more years of successful account management and/ or sales or management experience.
  •  5 years supervisory experience preferred, demonstrated experience in setting and tracking goals, and managing staff to achieve them.
  •  Demonstrated knowledge and successful utilization of professional sales processes such as strategic selling or consultative sales practices with single and large client groups. 
  •  Experience managing complex, strategic accounts and interacting with the C-suite of EHR distributors, health systems and health plans.
  • Solid working knowledge of budgeting, sales, business development, and strategic planning.
  •  Excellent business management skills including forecast accuracy, pipeline development, quantitative/qualitative campaign analysis experience and expense management
  • Experience and demonstrated quantitative success in developing and leading a successful consultative, collaborative, results oriented account management team.
  • Exceptional communication, presentation, critical thinking skills with the ability to clearly articulate complex concepts to senior executives.
  • Self-motivated, analytical, highly organized and detail oriented.
  • Demonstrated ability to display and inspire a culture of excellence and accountability with your peers and your team.
  •  Demonstrated ability to troubleshoot and problem solve effectively.
  • Able to work a flexible schedule with up to 25% travel.

The AMA offers competitive salaries, including an incentive plan; excellent benefits and progressive technology.  Our office is a business casual environment and we respect work-life balance.  The American Medical Association is located at 330 N. Wabash Avenue, Chicago, IL 60611 and is convenient to all public transportation in Chicago.  

We are an equal opportunity employer, committed to diversity in our workforce.  All qualified applicants will receive consideration for employment.  As an EOE/AA employer, the American Medical Association will not discriminate in its employment practices due to an applicant's race, color, religion, sex, age, national origin, sexual orientation, gender identity and veteran or disability status.

THE AMA IS COMMITTED TO IMPROVING THE HEALTH OF THE NATION

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