Mgr, Key Accounts

About the role

The Senior Manager, Content Licensing and Business Development is responsible for developing, implementing, and managing strategic plans to license American Academy of Pediatrics (AAP) professional and consumer content to meet and exceed revenue goals. This role focuses on expanding licensing sales to key markets including healthcare IT (HIT), public health, and practice networks.

Responsibilities

• 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.
• Aid in 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, including selling and negotiating licensing agreements, analyzing market opportunities, developing strategic growth plans, developing proposals for complex business models, and developing and managing budgets.
• Experience in medical publishing or health information technology strongly preferred.

Essential Skills

• Excellent financial management, organizational, diplomacy, interpersonal, critical thinking, verbal/written communication, reporting, and presentation skills required.
• Strong technical acumen essential with proficiency in MS Office and internet research and the ability to learn and apply new technologies, including the use of AI; experience with Salesforce, document sharing platforms (e.g., SharePoint), and virtual meeting platforms (e.g., WebEx, Teams) strongly preferred.
• Must be able to manage multiple and competing priorities simultaneously, take initiative, work both independently and as part of a team, collaborate effectively with various internal and external constituents, and promote and maintain a positive and cooperative team-oriented work environment with a commitment to fostering a culture where everyone feels valued and respected.

Benefits

Click to see all benefits offered: http://aap.org/BenefitsAtAAP

Pay

A reasonable estimate of the current base pay range for this position is $102,105.27 - $107,777.80.

Schedule

Hiring at the maximum of the range would not be typical. The AAP offers a hybrid work environment of 40% of work time in the office per month.

Contact Information

To learn more about the organization, see a full job description, and/or apply for the position, please visit https://www.aap.org/employment. The AAP offers an excellent work environment, competitive salary, and a comprehensive benefits package. As a reaffirmation to our employee-focused culture, since 2005 the AAP has been named one of the 101 Best and Brightest Companies to Work for in the Chicagoland area. Additionally, we are an Equal Opportunity Employer of Minorities, Females, Individuals with Disabilities, and Veterans that values the strength diversity brings to our workplace.

Reasonable Accommodation

Individuals with a disability in need of a reasonable accommodation in connection with the job application process may contact us at 630-626-6297 or reasonableaccommodation@aap.org. Please note, only those inquiries concerning a request for reasonable accommodation will receive a response.