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Senior Sales Representative

4 months ago

Chicago, Illinois, United States American Medical Association Full time

Senior Sales Representative

IL, WI, IN, Chicagoland Area (Remote)

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.

We continuously work to embed equity in our internal practices and are committed to increasing the diversity of our staff across all levels of the organization. We intentionally work to create the right conditions to enable our employees to feel that they can be their authentic selves and fully participate in the life of the enterprise.

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 Senior Sales Representative on our Publishing team. This is a remote position reporting into our Chicago, IL office.

As a Senior Sales Representative, you will grow advertising revenue through consultative salesinitiatives within the Pharmaceutical and Devices advertising category.Identify contacts, build relationships with decision makers and influence theirperception of the value of the JAMA Network Advertising offerings across complexdigital campaigns and print advertising. Responsible for revenue with defined targets.

RESPONSIBILITIES:

Develop and close advertising opportunities at existing accounts in the Pharmaceutical and Device Category

  • Identify and pursue influential contacts in assigned segment and targeted accounts through a consultative approach advocating the business value of the JAMA Network offerings.
  • Advise clients on development of effective advertising campaigns utilizing the full product suite of digital display, print display and project work.
  • Focus on the incremental growth of JAMA products within the advertising agencies, media buyers and planners across all products represented by parent manufacturers.

Build relationships with contacts including manufacturer teams and or advertising agency to identify business needs, likely objections, and close sales revenue thru upgrades, bundle packages and areas for upsell.

  • Focus on all organizational levels of this highly valuable market and must be comfortable and knowledgeable at the highest level executive decision makers within complex customer relationship levels.
  • Develop and execute account plans to identify decision makers, close sales, and maintain relationships.
  • Build a pipeline of new business opportunities for the physician to patient focused advertising commonly associated with the strategy of the pharma category
  • Generate revenue for defined territory skills and responsible for account management, focusing on pharmaceutical
  • Develop new business and responsible for identifying growth areas
  • Develop opportunities from in-bound channels that represent opportunity for larger consultative growth
  • Maximize contact with key manufacture stakeholders to penetrate multiple channels of growth within the product phases in market strategy.

Manage the sales development, presentation and post campaign needs to support sales strategy

  • Develop relationships with internal Revenue Support teams to ensure that sales materials meet the highest standards of understanding of the portfolio
  • Collaborate internal operational support teams to make sure post-sales efforts are met, and campaigns are executed or optimized in accordance with the order confirmation
  • Work as the lead representative of the JAMA Network with customers to represent the required workflow demand in the sales cycle
  • Support financial and operations billing requirements including working alongside support to ensure that customers balance is met
  • Monitor the sales cycle and customer feedback
  • Assess which accounts and opportunities require time and effort to maximize sales results
  • Inform sales leaders of pipeline status and ensure all contacts and opportunities are properly tracked
  • Support analysis of growth opportunities and postmortems of lost deals as requested

May include other responsibilities as assigned

REQUIREMENTS:

1. Bachelor's degree required, a business-related discipline preferred

2. 7+ years of business-to-business sales or business development experience; outside sales advertising or pharmaceutical, medical or device sales preferred

3. Able to identify potential customers' stated business needs, articulate value of products and services to executives, and address common objections

4. Able to build relationships at high executive levels within expansive drug manufacturers and their agency and buying partnerships.

5. Proven ability to identify new contacts in leadership, set meetings, and identify sales opportunities

6. Proven ability to work with digital systems and CRM track and maximize all opportunities

7. 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

8. Some travel

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

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