Mgr, Key Accounts

American Academy of Pediatrics•Itasca, IL

2d•Hybrid

About The Position

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. 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.

Requirements

Bachelor’s degree in business, marketing, or related discipline or an equivalent combination of relevant education and work experience required.
At least three years’ related experience in sales, content licensing and/or intellectual property management required.
Experience selling and negotiating licensing agreements.
Experience analyzing market opportunities.
Experience developing strategic growth plans.
Experience developing proposals for complex business models.
Experience developing and managing budgets.
Excellent financial management skills.
Excellent organizational skills.
Excellent diplomacy skills.
Excellent interpersonal skills.
Excellent critical thinking skills.
Excellent verbal/written communication skills.
Excellent reporting skills.
Excellent presentation skills.
Strong technical acumen essential.
Proficiency in MS Office and internet research.
Ability to learn and apply new technologies, including the use of AI.
Ability to manage multiple and competing priorities simultaneously.
Ability to take initiative.
Ability to work both independently and as part of a team.
Ability to collaborate effectively with various internal and external constituents.
Ability to promote and maintain a positive and cooperative team-oriented work environment.
Commitment to fostering a culture where everyone feels valued and respected.
Some domestic and international travel required.
Some evening/weekend work required.

Nice To Haves

Selling and negotiating licensing agreements.
Analyzing market opportunities.
Developing strategic growth plans.
Developing proposals for complex business models.
Developing and managing budgets.
Experience in medical publishing or health information technology strongly preferred.
Experience with Salesforce strongly preferred.
Experience with document sharing platforms (e.g., SharePoint) strongly preferred.
Experience with virtual meeting platforms (e.g., WebEx, Teams) strongly preferred.

Responsibilities

Develop, implement, and manage strategic plans to license AAP content to meet and exceed revenue goals.
Expand licensing sales to key markets including healthcare IT (HIT), public health, and practice networks.
Identify opportunities for new business and expand licensing efforts of assigned product lines.
Manage custom licensing agreements.
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.
Identify, draft, negotiate, and execute new license agreements.
Comply with AAP protocols for license processing, administration, and renewals.
Maintain relationships with key 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.
Attend trade shows and conferences to represent AAP content 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.