Director PPD Sales & Account Management Chicago, IL (Hybrid) The American Medical Association (AMA) is the nation's largest professional Association of physicians and a non-profit organization. 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. We continuously work to embed equity in our internal practices and are committed to increasing the diversity of our staff across all levels of the organization. We intentionally work to create the right conditions to enable our employees to feel that they can be their authentic selves and fully participate in the life of the enterprise. We encourage and support professional development for our employees, and we are dedicated to social responsibility. We invite you to learn more about us and we look forward to getting to know you. We have an opportunity at our corporate offices in Chicago for a Director PPD Sales & Account Management on our Health Solution team. This is a hybrid position reporting into our Chicago, IL office, requiring 2 days a week in the office.As a Director PPD Sales & Account Management, you will contribute to the growth, vitality and prominence of the American Medical Association by exceeding Physician Professional Data (PPD) Revenue and Contribution Margin targets through the resale and direct sale of PPD licenses; as well as the direct sale of Credentialing products 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 revenue, 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: Development and Implementation of Sales and Account Management Framework
Develop and implement an Account Management framework for top customers that supports the Voice of the Customer and long-term strategic account development.
Build relationships with senior executives at key accounts and resellers to support strategic discussions, contract negotiations and opportunity development for new AMA innovations.
Collaborate with PPD Product for the roll-out of new licensing models and/or the simplification of the existing pricing approaches for either the DBL or credentialing channels in an efficient, low-friction and consistent manner.
Coordinate with PPD Product and HS Marketing in providing sales channels with ongoing compliance education and information for respective licensing models and to 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.
Establish annual performance goals and targets for the team along with monthly/quarterly pipeline and other reporting requirements.
Accurately forecast HSG revenue to senior management; analyzing key statistics to determine business growth projections and potential.
Negotiate 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.
Prepare budgets and approve expenditures.
Provide the Voice of the Market - Analyze changing market trends and client contact feedback to recommend changes to the sales process, collateral materials and product development as appropriate.
Participate with senior staff in the development of the strategic sales and marketing plan, providing input on pricing, positioning, and competitive activity.
Represent AMA at association meetings, tradeshows and industry events.
Internal Collaboration
Partner with other HS leaders to develop, implement and refine collaborative processes 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 AMA wide business units to facilitate strategic initiatives and solutions to advance and diversify the HS portfolio, including things such as,Med Ed, Improving Health Outcomes, Health Equity and others as developed and identified to drive revenue, increase adoption and increase brand awareness.
Staff Management & Development
Lead, mentor and provide management oversight for professional staff; identify opportunities for advancing staff skills and expertise.
Responsible for setting objectives, evaluating performance, and developing staff.
May include other responsibilities as assigned
REQUIREMENTS:
Bachelor’s degree in health-related field or business required.
Minimum 10+ years of successful account management/sales experience, experience in healthcare services, content and/ or technology. Experience with healthcare data and/or tools is desired.
Minimum of 5+ years sales management experience required, 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 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.
Prior people management required; demonstrated 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.
Able to work a flexible schedule with up to 25% travel.
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