Jan 13, 2020

Sales: Manager Site Licensing

  • American Academy of Pediatrics
  • Itasca, IL, USA
Full-Time Publishing - Printing Sales

Job Description

The American Academy of Pediatrics (AAP), the nation’s leading advocacy organization for children’s healthcare, is seeking a customer-focused sales professional with experience selling digital resources. This position will manage the development and execution of institutional licensing sales strategies and tactics for AAP content in assigned regional territory to maximize revenue and to meet and exceed annual budget projections. In addition, this person will act as the primary liaison with contracted sales and subscription agents, plus create a sales network to develop and manage relationships with institutional customers to maximize revenue growth. This position will work at our beautiful new building in Itasca, IL.

Some duties include:
1. Manage the ongoing development of sales strategies for the licensing of AAP content and execute tactics to ensure the implementation of these strategies.
2. Negotiate site licenses with institutional customers, including library and hospital consortia with multiple locations. Manage and execute renewal and new acquisition strategies for these licenses.
3. Perform ongoing analysis of subscription and licensing customers to maximize market penetration and revenue. Identify, pursue, and negotiate new licensing opportunities.
4. Act as primary AAP liaison with subscription agents in assigned territory for institutional site licensing, including renewals and new acquisitions.
5. Develop institutional pricing models for AAP content and participate in annual institutional licensing pricing review.
6. Prepare annual budget recommendations for assigned products and territories in consultation with supervisor and Director, Sales. Assist with preparing sales forecasts, and monthly variance report updates.
7. Provide regular review of licensing guidelines to ensure that they meet customer and AAP needs and maximize market penetration and revenue.
8. Conduct sales calls for key consortia and multi-site customers. Attend major library meetings to provide customer education and conduct sales and promotions.
9. Collaborate with marketing staff in the development of institutional marketing strategies, targeted marketing campaigns and coordinated marketing materials for exhibits and sales agents worldwide.
10. Utilize CRM to track sales activities and contacts and the internet to conduct sales analysis to identify gaps in distribution and growth opportunities. Oversee the maintenance of licensing contracts and records.

Qualifications Needed:
1. Bachelor’s degree in business, marketing, or related discipline required, or an equivalent combination of relevant education and work experience.
2. Three to five years related experience in sales and/or licensing of digital content required, preferably in medical publishing. Experience cultivating and managing solid business relationships and negotiating pricing is essential.
3. Excellent organizational, interpersonal, and written/oral communication skills are essential. Proficiency with MS Office, CRM (eg, SalesForce), and internet sales prospecting required. Must be able to manage multiple priorities simultaneously, work both independently and as part of a team, and collaborate effectively with various internal and external constituents. Some weekend work and domestic and international travel required.

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 regarding the job application process may call 630-626-6297. Please note, only those inquiries concerning a request for reasonable accommodation will receive a response.


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