Senior Account Executive (Industry Relationships)

American Medical Association•Chicago, IL

11d•$99,410 - $131,637•Hybrid

About The Position

The American Medical Association (AMA) is seeking a Senior Account Executive (Industry Relationships) for its Marketing and Member Experience Sales team. This is a hybrid position based in Chicago, IL, requiring three days a week in the office. The role involves generating opportunities and closing sales for the AMA’s sponsorship, advertising, and other marketing solutions by identifying, prospecting, and building relationships with decision-makers across healthcare-associated industries. The primary responsibility is to grow industry partnerships that connect organizations with the AMA's audiences through various channels like events, educational programs, and content. The role will also support sales for program registration to drive overall program growth and attendance.

Requirements

Bachelor’s degree required; business-related discipline preferred
5 + years’ experience in business-to-business sales or business development required; healthcare industry sales experience preferred
Experience in people management preferred
Able to articulate business value of products and services to C-level leaders at potential customers and identify and address common objections
Demonstrated ability to establish and maintain relationships with stakeholders at at all levels within healthcare organizations
Proven ability to identify new contacts in leadership, set meetings, and identify sales opportunities
Proven integrity when representing the organization to potential clients, accurately representing client needs to sales leadership and clearly articulating features and terms to client contacts
Some travel required

Responsibilities

Build and maintain a robust pipeline of new sponsorship, advertising, and marketing partnership opportunities.
Identify, prospect, and pursue decision makers and influential contacts across healthcare-associated industries using a consultative sales approach.
Develop and maintain relationships with prospective partners to understand business goals, marketing objectives, target audiences, and potential barriers to purchase.
Conduct outreach through email, phone, LinkedIn, and other channels to establish rapport, qualify opportunities, and schedule virtual and in-person meetings.
Follow up consistently on inbound and outbound leads to move opportunities through the sales funnel.
Represent the AMA at conferences, meetings, and industry events that provide networking, prospecting, and relationship-building opportunities.
Monitor market activity and competitor offerings to identify new partnership opportunities and emerging industry needs.
Close new sponsorship, advertising, and marketing partnership agreements aligned with client goals and AMA policies.
Develop and deliver compelling presentations and proposals that clearly articulate the value of AMA audiences, platforms, events, and engagement opportunities.
Build customized partnership solutions that align client objectives with AMA offerings across virtual, in-person, and integrated marketing channels.
Negotiate terms, address objections, and guide prospects through the decision-making and contracting process.
Support sales efforts related to program registrations, as needed, to help achieve attendance and revenue goals.
Partner with internal stakeholders to ensure sold programs are feasible, well-positioned, and aligned with organizational goals.
Manage post-sale partner relationships, including outreach for renewals and communication related to customer objections or dissatisfaction.
Manage the full sales cycle from prospecting through close and ongoing relationship management, ensuring timely follow-up and strong client communication throughout the process.
Maintain accurate and up-to-date records of contacts, activities, pipeline status, forecasts, and opportunities in the CRM.
Provide regular updates to sales and business leaders regarding pipeline health, sales activity, and revenue opportunities.
Collect and share market feedback, client insights, and lost-deal learnings to help inform product development, packaging, positioning, and pricing strategies.
Identify trends and recommend new offerings, enhancements, or go-to-market improvements to maximize revenue growth and customer satisfaction.
Coordinate with the Operations team on post-sale fulfillment while maintaining responsibility for ongoing partner relationship management.
Lead, mentor, and provide management oversight for staff.
Responsible for setting objectives, evaluating employee performance, and fostering a collaborative team environment.
Responsible for developing staff knowledge and skills to support career development.
May include other responsibilities as assigned.