Sales Specialist, Business Development

American Academy of Family Physicians•Leawood, KS

2d•Hybrid

About The Position

When you join the American Academy of Family Physicians (AAFP), you are at the center of transforming health care. You are on the leading edge of ensuring family doctors have what they need to adapt and you are part of a legacy that has been instrumental in improving and advocating for family medicine since 1947. Make an impact that matters. Be Team AAFP. SUMMARY OF RESPONSIBILITIES: The Sales Specialist is responsible for managing a portfolio of existing business relationships while also driving top‑of‑funnel prospecting and lead generation to support the broader sales team. This role supports business development efforts across multiple products by executing targeted prospecting initiatives, qualifying inbound and outbound leads, identifying opportunities to cross‑sell and upsell within existing accounts, and closing business for defined products. The Sales Specialist vets leads and opportunities, aligns prospects to appropriate engagement channels, and delivers qualified leads to senior sales team members for further development. In parallel, the role ensures strong operational support and relationship management for an assigned portfolio of business relationships. This position works closely with internal stakeholders to align sales activities with marketing initiatives, manage customer deliverables, and ensure accurate tracking, reporting, and communication throughout the customer and contract lifecycle. The Sales Specialist reports to the Senior Manager, Business Development, Strategic Engagements. #LI-DNI

Requirements

Bachelor’s degree or knowledge acquired through equivalent work experience, plus a minimum of four years related work experience.
Ability to work independently, effectively organize work, and adjust quickly to changing priorities.
Maintain accurate and timely data entry and ability to keep detailed tracking of multiple deliverables.
Ability to manage complex customer/vendor situations and to respond promptly to external customer/vendor needs.
A professional and highly collaborative attitude is essential as is strong communication verbally and written.
Ability to manage multiple different projects at once and being able to complete existing tasks while simultaneously able to anticipate and plan future deliverables.
Required experience with a CRM software system and intermediate level knowledge using Microsoft Windows Suite including Teams.

Responsibilities

Prospecting & Lead Generation (Top-of-Funnel) Proactively drive prospecting initiatives to identify and engage new industry customers across assigned product lines.
Conduct outbound outreach to new prospects and re-engage contacts within AAFP’s existing network.
Respond to and triage all inbound inquiries, ensuring timely engagement and appropriate routing.
Lead exploratory sales calls to understand prospect business goals, assess fit, and recommend appropriate engagement channels.
Vet, qualify, and document leads, including: Closing business for assigned products Delivering qualified opportunities for other defined products to senior sales team members for further development.
Collaborate with marketing on coordinated outreach campaigns, follow-ups, and prospecting initiatives.
Portfolio & Relationship Management (Existing Business) Manage assigned affinity program relationships, serving as a primary point of contact for operational and performance-related needs.
Lead quarterly business reviews (QBRs), including preparation and presentation of performance metrics, activation summaries, and upcoming opportunities.
Track current and upcoming partner activations; coordinate timelines and deliverables with partners and internal stakeholders.
Maintain partner benefit details, ensure accurate execution of contracted benefits, and support revenue share reporting.
Support partner retention and growth through proactive communication, cross-sell and upsell identification, and issue resolution.
Partnership Growth & Strategic Support In partnership with the Senior Manager, Business Development, support growth of assigned programs in alignment with strategic objectives.
Conduct market research and contribute to prospective proposals and pitch materials.
Sales Operations & Reporting Support internal sales operations for assigned products, including: Contract tracking and coordination Invoicing support and follow-up Monitoring performance metrics against contractual terms Tracking pipeline activity and revenue Maintaining sales pace and performance reports
Leverage CRM (HubSpot) to ensure accurate documentation of sales activity, customer details, and pipelines status.
Maintain clean, accurate, and up-to-date records, reports, and documentation for the assigned portfolio of business in designated systems.
Cross-Functional Collaboration Actively participate in internal sales meetings and cross-functional program management discussions.
Other duties as assigned.