Mgr, Key Accounts

American Academy of Pediatrics; Itasca (IL); Hybrid; USD 102,105 - 107,777; Full time

Benefits offered by this job

Hybrid work environment

Benefits package

Job summary

American Academy of Pediatrics is seeking a Manager, Key Accounts to drive licensing sales of professional and consumer content, expanding into HIT, EHR, public health, and practice networks. You will develop strategic plans, manage pricing structures, negotiate licenses, and maintain key customer relationships.

The role involves collaboration with marketing, sales, and publishing teams, use of CRM, and travel as needed.

Qualifications

• Bachelor's degree in business, marketing, or related discipline or equivalent required.
• At least three years' related experience in sales, content licensing and/or intellectual property management.
• Experience negotiating licensing agreements and managing budgets is preferred.

Responsibilities

• Identify opportunities for new business and expand licensing efforts across HIT, EHR, public health, and practice networks.
• Develop pricing strategies and negotiate license agreements.
• Maintain relationships with key EHR and HIT customers and coordinate with internal teams.

Skills

Sales

Content licensing

Negotiation

Strategic planning

CRM (Salesforce)

Microsoft Office

Communication

Team collaboration

Travel

Education

Bachelor's degree in business, marketing, or related discipline

Tools

Salesforce

SharePoint

WebEx

Teams

Job description

Title

Manager, Key Accounts

Reporting Relationship

Senior Manager, Content Licensing and Business Development

Basic Function

Develop, implement, and manage strategic plans to license American Academy of Pediatrics (AAP) professional and consumer content to meet and exceed revenue goals. Expand licensing sales to key markets including healthcare IT (HIT), public health, and practice networks.

Duties and Responsibilities

• Identify opportunities for new business and expand licensing efforts of all assigned product lines with healthcare IT (HIT), electronic health record (EHR) systems, public health, practice networks, and other channels of distribution, with a strategic focus on integrating resources within user workflow. Manage other custom licensing agreements as assigned.
• Evaluate market segmentation, value proposition development, product positioning, pricing, branding, channel, and communications strategies. Develop and execute licensing strategies within AAP requirements.
• Establish and monitor complex pricing structures based on market intelligence, in collaboration with supervisor and Senior Director, Sales and Business Development.
• Identify, draft, negotiate, and execute new license agreements including legal review. Comply with AAP protocols for license processing, administration, and renewals.
• Maintain relationships with key EHR and HIT customers and serve as resource for internal groups also working with EHR and HIT customers.
• Assist with setting sales targets and preparing forecasts, monthly variance reports, and annual budget. Prepare quarterly updates of activities for department leadership.
• Utilize CRM to track and monitor sales activities and contacts. Prepare monthly sales updates and market intelligence reports including opportunities, competition, and end-user challenges.
• Attend trade shows and conferences to represent AAP content in appropriate channels and gather market intelligence.
• Collaborate with marketing, sales, and publishing staff to develop supporting marketing materials, participate in product development decisions, and provide market feedback.
• Keep current on industry trends and best practices to advance work initiatives.
• Perform other duties as assigned.

Education

Bachelor's degree in business, marketing, or related discipline or an equivalent combination of relevant education and work experience required.

Experience

At least three years' related experience in sales, content licensing and/or intellectual property management required, including selling and negotiating licensing agreements, analyzing market opportunities, developing strategic growth plans, developing proposals for complex business models, and developing and managing budgets. Experience in medical publishing or health information technology strongly preferred.

Essential Skills

Excellent financial management, organizational, diplomacy, interpersonal, critical thinking, verbal/written communication, reporting, and presentation skills required. Strong technical acumen essential with proficiency in MS Office and internet research and the ability to learn and apply new technologies, including the use of AI; experience with Salesforce, document sharing platforms (e.g., SharePoint), and virtual meeting platforms (e.g., WebEx, Teams) strongly preferred. Must be able to manage multiple and competing priorities simultaneously, take initiative, work both independently and as part of a team, collaborate effectively with various internal and external constituents, and promote and maintain a positive and cooperative team-oriented work environment with a commitment to fostering a culture where everyone feels valued and respected. Some domestic and international travel and evening/weekend work required.

Base Pay Range: $102,105.27 - $107,777.80

Benefit Summary: AAP offers a comprehensive benefits package. Benefits can be reviewed at the AAP Benefits page.

Hybrid work environment: 40% of work time in the office per month.

Equal Opportunity Statement: The AAP is an Equal Opportunity Employer of Minorities, Females, Individuals with Disabilities, and Veterans.

Reasonable Accommodation: Individuals with a disability in need of a reasonable accommodation in connection with the job application process may contact us at 630-626-6297 or [e-mail].