Mgr, Key Accounts

American Academy of Pediatrics; Itasca (IL); Hybrid; USD 102,000 - 108,000; Full time

Benefits offered by this job

Hybrid work environment

Comprehensive benefits package

Equal opportunity employer

Job summary

American Academy of Pediatrics is seeking a Manager, Key Accounts to develop, implement, and manage strategic plans to license content to health IT (HIT), electronic health record (EHR) systems, public health, and practice networks, with a focus on revenue growth.

This role negotiates licensing agreements, sets pricing strategies, maintains key customer relationships, and collaborates with marketing, publishing, and sales teams. Hybrid work with 40% in-office.

Qualifications

• Bachelor's degree in business, marketing, or related discipline or equivalent experience.
• Three+ years in sales, licensing, or IP management with licensing negotiations.
• Experience in medical publishing or health IT is preferred.

Responsibilities

• Identify opportunities to expand licensing with HIT, EHR systems, public health, and networks.
• Evaluate market segments, pricing, branding, and channels; develop licensing strategies.
• Draft, negotiate, and execute new license agreements with internal and external stakeholders.
• Maintain relationships with key EHR and HIT customers; support internal teams.

Skills

Sales strategy

Licensing agreements

CRM (Salesforce)

Market intelligence

Budget management

Interpersonal skills

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

1. 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.
2. Evaluate market segmentation, value proposition development, product positioning, pricing, branding, channel, and communications strategies. Develop and execute licensing strategies within AAP requirements.
3. Establish and monitor complex pricing structures based on market intelligence, in collaboration with supervisor and Senior Director, Sales and Business Development.
4. Identify, draft, negotiate, and execute new license agreements including legal review. Comply with AAP protocols for license processing, administration, and renewals.
5. Maintain relationships with key EHR and HIT customers and serve as resource for internal groups also working with EHR and HIT customers.
6. Assist with setting sales targets and preparing forecasts, monthly variance reports, and annual budget. Prepare quarterly updates of activities for department leadership.
7. 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.
8. Attend trade shows and conferences to represent AAP content in appropriate channels and gather market intelligence.
9. Collaborate with marketing, sales, and publishing staff to develop supporting marketing materials, participate in product development decisions, and provide market feedback.
10. Keep current on industry trends and best practices to advance work initiatives.
11. 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.

A reasonable estimate of the current base pay range for this position is $102,105.27 - $107,777.80. Compensation decisions take into account a wide range of factors, including but not limited to relevant experience, skills, certifications, geographic location, business needs, and organizational policies. In addition to those factors, we believe in the importance of pay equity and consider internal equity of our current team members as a part of any final offer. Hiring at the maximum of the range would not be typical.

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

The AAP offers an excellent work environment, competitive salary, and a comprehensive benefits package. As a reaffirmation to our employee-focused culture, since 2005 the AAP has been named one of the 101 Best and Brightest Companies to Work for in the Chicagoland area. Additionally, we are an Equal Opportunity Employer of Minorities, Females, Individuals with Disabilities, and Veterans that values the strength diversity brings to our workplace.

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]. Please note, only those inquiries concerning a request for reasonable accommodation will receive a response.