Senior Account Executive (Education)

American Medical Association•Chicago, IL

3d•Remote

About The Position

The American Medical Association (AMA) is a nonprofit professional association of physicians whose mission is to promote the art and science of medicine and improve public health. This remote role is part of the Marketing and Member Experience team and focuses on generating opportunities and closing sales for AMA group practice memberships. The Senior Account Executive identifies and builds relationships with decision makers, communicates the value of AMA membership, and persuades senior leaders at new accounts of the advantages of AMA member products, services, and support for group practices. The role also works with the group membership team to identify current and emerging needs among C-suite leaders and physicians. The position is remote, with some travel required. AMA’s corporate offices are located in Chicago, Illinois. This is an exempt position with a salary range of $99,410–$131,637. Employees are also eligible to participate in an incentive plan. Pay within the range depends on business considerations, geographic location, and candidate qualifications, including skills, education, and experience.

Requirements

Bachelor’s degree required; a business-related discipline is preferred.
At least 5 years of experience in business-to-business sales or business development required, preferably in the healthcare industry.
Ability to articulate the business value of products and services to C-level leaders at potential customers and identify and address common objections.
Ability to build relationships at all levels of a midsize corporation, such as a healthcare corporation.
Proven ability to identify new leadership contacts, 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.

Nice To Haves

Business-related bachelor’s degree discipline.
Business-to-business sales or business development experience in the healthcare industry.

Responsibilities

Build a pipeline of new group membership opportunities.
Identify and pursue influential contacts at group practices using a consultative approach that advocates the business value of membership.
Build relationships and engage contacts to identify objections and ensure follow-up discussions lead to decisions regarding purchase of new membership agreements.
Contact potential opportunities by email or phone to establish rapport and schedule online and onsite meetings.
Represent AMA at conferences, meetings, and industry events that provide networking and relationship-development opportunities.
Close new membership agreements aligned with value to the group practice and AMA membership policies.
Develop and deliver presentations that clearly articulate membership value in line with practice needs.
Work with PE management to execute save plans, overcome objections, close sales, and help practice leaders persuade their physicians of membership value.
Manage the sales cycle and contribute customer feedback to inform PE’s sales processes.
Inform sales leaders of pipeline status and ensure all contacts and opportunities are properly tracked in the CRM.
Support analysis of growth opportunities and postmortems of lost deals as requested.
Offer ideas for new products and product enhancements to maximize future acquisition opportunities and customer satisfaction.
Perform other responsibilities as assigned.