Key Account Director I (Hybrid)

The American Medical Association (AMA) is the nation's largest professional Association of physicians and a non-profit organization. We are a unifying voice and powerful ally for America's physicians, the patients they care for, and the promise of a healthier nation. To be part of the AMA is to be part of our Mission to promote the art and science of medicine and the betterment of public health. 

At AMA, our mission to improve the health of the nation starts with our people. We foster an inclusive, people-first culture where every employee is empowered to perform at their best. Together, we advance meaningful change in health care and the communities we serve. 

We encourage and support professional development for our employees, and we are dedicated to social responsibility. We invite you to learn more about us and we look forward to getting to know you. 

We have an opportunity at our corporate offices in Chicago for a Key Account Director I (Hybrid) on our Health Solutions team. This is a hybrid position reporting into our Chicago, IL office, requiring 3 days a week in the office.

As a Key Director 1 (Hybrid), you will contribute to the growth, vitality, and prominence of the American Medical Association by exceeding Database Licensor (DBL) Royalty Revenue and Contribution Margin targets within assigned strategic accounts through the distribution of DBL licenses and other HSG solutions. Manage and develop relationships with key decision-makers in assigned accounts. Develop and execute a strategic account plan for each assigned account that provides the blueprint and value map for our engagement. Negotiate and oversee contracts that protect the AMA brand and tax status and ensure compliance with the DBL license models. Represent the Voice of the Customer to the AMA, serving as a central point of contact for assigned customers and promote “One AMA” initiatives to assigned customers including: the Integrated Health Model Initiative, the Physician Engagement Network, Health 2047, Diabetes Prevention Program and Steps Forward Content. Collaborate closely with non-DBL sales and account management teams, legal, finance, marketing, and product management. 

RESPONSIBILITIES:

Account Management 

• Independently develop and maintain an integrated “One AMA” Strategic Account Plan for each key account identifying customer strategies and initiatives, identification and development of new revenue opportunities
• Build and nurture relationships with senior executives and key contacts in assigned accounts/ distributors
• Identifies key customer contacts and engagement plans, and provides an overall roadmap to bring value to our customer
• Accurately forecast HS revenue to senior management
• Ensure that DBL royalty payments are provided as outlined in agreements
• Document activities, contacts, and revenue opportunities in Salesforce in a timely and accurate manner along with other reports such as expense reports
• Develop and deliver compelling business proposals and presentations. 
• Negotiate contracts with clients; ensuring that they are completed in a timely, consistent, and transparent manner that drives revenue while protecting the AMA brand and integrity
• Develop and present key account updates and quarterly business reviews to AMA senior leadership, highlighting performance trends, risks, opportunities and strategic action plans. 

Product Management 

• Ensure product management has the market information necessary to deliver best in class solutions to address market needs and trends
• Represent AMA at association meetings, tradeshows, and product fairs, and other projects as assigned 

May include other responsibilities as assigned

REQUIREMENTS:

1. Bachelor’s degree in a health-related field or business required
2. 10+ years of specialized experience of account management experience in healthcare services, content, and/ or technology.
3. Demonstrated knowledge and successful utilization of professional sales processes such as strategic selling or consultative sales practices with single and large client groups. 
4. Experience managing complex, strategic accounts and interacting with the C-suite.
5. Excellent business management skills including forecast accuracy and pipeline development 
6. Excellent communication, presentation, critical thinking skills with the ability to articulate complex concepts to senior executives
7. Self-motivated, analytical, highly organized, and detail-oriented with the ability to troubleshoot and problem solve effectively
8. Interpersonal skills and temperament to navigate across large, complex organizations with the demonstrated ability to display and thrive in a culture of excellence and accountability
9. Proficient in MS Office products and SalesForce
10. Able to work a flexible schedule with occasional travel 

The American Medical Association is located at 330 N. Wabash Avenue, Chicago, IL 60611 and is convenient to all public transportation in Chicago.  

This role is an exempt position, and the salary range for this position is $143,514.00-$193,851.00. This is the lowest to highest salary we believe we would pay for this role at the time of this posting. An employee’s pay within the salary range will be determined by a variety of factors including but not limited to business consideration and geographical location, as well as candidate qualifications, such as skills, education, and experience. Employees are also eligible to participate in an incentive plan. To learn more about the American Medical Association’s benefits offerings, The American Medical Association (AMA) is the nation's largest professional Association of physicians and a non-profit organization. We are a unifying voice and powerful ally for America's physicians, the patients they care for, and the promise of a healthier nation. To be part of the AMA is to be part of our Mission to promote the art and science of medicine and the betterment of public health. 

At AMA, our mission to improve the health of the nation starts with our people. We foster an inclusive, people-first culture where every employee is empowered to perform at their best. Together, we advance meaningful change in health care and the communities we serve. 

We encourage and support professional development for our employees, and we are dedicated to social responsibility. We invite you to learn more about us and we look forward to getting to know you. 

We have an opportunity at our corporate offices in Chicago for a Key Account Director I (Hybrid) on our Health Solutions team. This is a hybrid position reporting into our Chicago, IL office, requiring 3 days a week in the office.

As a Key Director 1 (Hybrid), you will contribute to the growth, vitality, and prominence of the American Medical Association by exceeding Database Licensor (DBL) Royalty Revenue and Contribution Margin targets within assigned strategic accounts through the distribution of DBL licenses and other HSG solutions. Manage and develop relationships with key decision-makers in assigned accounts. Develop and execute a strategic account plan for each assigned account that provides the blueprint and value map for our engagement. Negotiate and oversee contracts that protect the AMA brand and tax status and ensure compliance with the DBL license models. Represent the Voice of the Customer to the AMA, serving as a central point of contact for assigned customers and promote “One AMA” initiatives to assigned customers including: the Integrated Health Model Initiative, the Physician Engagement Network, Health 2047, Diabetes Prevention Program and Steps Forward Content. Collaborate closely with non-DBL sales and account management teams, legal, finance, marketing, and product management. 

RESPONSIBILITIES:

Account Management 

• Independently develop and maintain an integrated “One AMA” Strategic Account Plan for each key account identifying customer strategies and initiatives, identification and development of new revenue opportunities
• Build and nurture relationships with senior executives and key contacts in assigned accounts/ distributors
• Identifies key customer contacts and engagement plans, and provides an overall roadmap to bring value to our customer
• Accurately forecast HS revenue to senior management
• Ensure that DBL royalty payments are provided as outlined in agreements
• Document activities, contacts, and revenue opportunities in Salesforce in a timely and accurate manner along with other reports such as expense reports
• Develop and deliver compelling business proposals and presentations. 
• Negotiate contracts with clients; ensuring that they are completed in a timely, consistent, and transparent manner that drives revenue while protecting the AMA brand and integrity
• Develop and present key account updates and quarterly business reviews to AMA senior leadership, highlighting performance trends, risks, opportunities and strategic action plans. 

Product Management 

• Ensure product management has the market information necessary to deliver best in class solutions to address market needs and trends
• Represent AMA at association meetings, tradeshows, and product fairs, and other projects as assigned 

May include other responsibilities as assigned

REQUIREMENTS:

1. Bachelor’s degree in a health-related field or business required
2. 10+ years of specialized experience of account management experience in healthcare services, content, and/ or technology.
3. Demonstrated knowledge and successful utilization of professional sales processes such as strategic selling or consultative sales practices with single and large client groups. 
4. Experience managing complex, strategic accounts and interacting with the C-suite.
5. Excellent business management skills including forecast accuracy and pipeline development 
6. Excellent communication, presentation, critical thinking skills with the ability to articulate complex concepts to senior executives
7. Self-motivated, analytical, highly organized, and detail-oriented with the ability to troubleshoot and problem solve effectively
8. Interpersonal skills and temperament to navigate across large, complex organizations with the demonstrated ability to display and thrive in a culture of excellence and accountability
9. Proficient in MS Office products and SalesForce
10. Able to work a flexible schedule with occasional travel 

The American Medical Association is located at 330 N. Wabash Avenue, Chicago, IL 60611 and is convenient to all public transportation in Chicago.  

This role is an exempt position, and the salary range for this position is $143,514.00-$193,851.00. This is the lowest to highest salary we believe we would pay for this role at the time of this posting. An employee’s pay within the salary range will be determined by a variety of factors including but not limited to business consideration and geographical location, as well as candidate qualifications, such as skills, education, and experience. Employees are also eligible to participate in an incentive plan. To learn more about the American Medical Association’s benefits offerings, please click here: https://www.ama-assn.org/about/ama-career-opportunities/thrive-and-grow-your-career-professional-development-ama.

We are an equal opportunity employer, committed to diversity in our workforce.  All qualified applicants will receive consideration for employment.  As an EOE/AA employer, the American Medical Association will not discriminate in its employment practices due to an applicant’s race, color, religion, sex, age, national origin, sexual orientation, gender identity and veteran or disability status.

THE AMA IS COMMITTED TO IMPROVING THE HEALTH OF THE NATION.

We are an equal opportunity employer, committed to diversity in our workforce.  All qualified applicants will receive consideration for employment.  As an EOE/AA employer, the American Medical Association will not discriminate in its employment practices due to an applicant’s race, color, religion, sex, age, national origin, sexual orientation, gender identity and veteran or disability status.

THE AMA IS COMMITTED TO IMPROVING THE HEALTH OF THE NATION