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American Academy of Family Physicians Director, Strategic Engagements & Sales in Leawood, Kansas

Thank you for your interest in careers at AAFP!

The American Academy of Family Physicians and its chapters proudly represent more than 127,600 family physician, resident, and medical student members. Family physicians play a critical role in improving the health of patients, families, and communities across the United States.

The AAFP is committed to helping family physicians improve the health of Americans by advancing the specialty of family medicine, saving members time, and maximizing the value of membership . Our focus every day is to help family physicians spend more time doing what they do best: providing quality and cost-effective patient care. The AAFP delivers value to its members through each of its strategic priorities.

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Summary

Travel: Approximately 20 days travel annually

Job Description

Responsible for developing organizational sales/non-dues revenue strategy and managing commercial funding and sales operations to achieve organizational revenue targets. Establish a deep understanding of internal and external audience needs and identify opportunities for new revenue growth. This position will manage four team members from the Marketing & Strategic Engagements Division.

Specific aspects would include:

  • Develop and implement strategic plans to reach sales/non-dues revenue targets including defined KPIs across a diverse portfolio of products, channels, events, and partnership programs.

  • Lead the development and management of related operational plans, budgets, and organizational strategic plan initiatives. Coordinating with team leads when/where appropriate.

  • Lead vision with Marketing to establish a cohesive, relevant B2B story and associated tools to leverage to drive sales/non-dues revenue for division partners, products, and programs.

  • Develop and foster strategic relationships with internal stakeholders. Work with internal partners to understand their business needs and goals to evaluate, define, and recommend effective revenue generating partnerships/collaborations.

  • Stay on top of emerging industry trends, competition, and sales metrics to identify key markets and new opportunities for revenue growth that align with organizational strategic priorities.

  • Collaborate with teams to ensure we cultivate lasting relationships with commercial partners to grow loyalty.

  • Motivate and work collaboratively with strategic engagements, sales, and marketing teams and foster a culture of continuous process improvement.

  • Develop and promote weekly, monthly, and quarterly sales objectives.

  • Oversees and analyzes pipeline and lead data.

  • Draft detailed and accurate department sales reports to leverage for strategy adjustments and benchmarking.

  • Provide department financial projections for current and new engagements/sales.

  • Meet with Sales and Strategic Engagement Managers to establish expectations of performance utilizing sales plans with routine assessment of revenue performance and progress to targets to effectively achieve team and individual KPIs.

  • Foster a learning environment, providing ongoing sales specific training and timely coaching and mentorship to team members as necessary.

  • Champion utilization of Salesforce in addition to other tracking mechanisms necessary for accurate and effective customer relationship management, pipeline management, lead generation, and reporting for organization dashboards and presentations.

  • Lead strategic direction of commercial partnership events, communications, and other engagements.

  • Other duties as assigned.

REQUIREMENTS:

  • Bachelor’s degree or knowledge acquired through equivalent work experience, plus a minimum of 15+ years related work experience.

  • Healthcare experience, non-profit experience or business degree (or related field) preferred.

  • Sales experience and people management experienced required.

  • Must be proficient in Salesforce.

  • Clear and concise oral and written communication.

  • Strong leadership skills, team player with a collaborative style, excellent interpersonal skills and the ability to establish effective relationships at all levels of the organization.

  • Quick on feet relative to ideation and development of business solutions for internal and external partners.

  • Willingness to innovatively and creatively push boundaries to identify new commercial partner revenue opportunities.

  • Ability to ask meaningful questions and effectively probe to uncover/understand business needs and opportunities.

  • Effective at gathering information that is not always easily available.

  • Ability to negotiate and make decisions representing policy.

  • Heightened sense of urgency and ability to thrive in a fast-paced environment.

  • Must be able to plan, organize, and have a high level of detail orientation and follow through.

  • Ability to make presentations to a multitude of audiences and the ability to successfully influence at all levels of an organization needed.

  • Experience leading operational teams with measurable, metric driven results.

  • Fosters a spirit of teamwork and unity.

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