Position: Sr Account Manager
Location: Remote
Compensation: Competitive Base Salary + Commission
Client:
“Mission driven, great benefits and room for growth!”
AORN is a non-profit membership association based in Denver, Colorado that represents the interests of more than 160,000 perioperative nurses by providing nursing education, standards, and clinical practice resources—including the peer-reviewed, monthly publication AORN Journal—to enable optimal outcomes for patients undergoing operative and other invasive procedures. AORN’s 42,000 registered nurse members manage, teach, and practice perioperative nursing, are enrolled in nursing education, or are engaged in perioperative research. We define and advance best nursing practices for surgical patients by researching and distributing scientifically based recommendations.
Why consider AORN as the next place for your career as our Sr Account Manager? Because we’re innovative and all about quality and collaboration – we’re continually seeking to enhance our offerings to allow us to better tailor to the needs of our nurse members while expanding our market position and growing revenue across our business and sales divisions. Within AORN, the Senior Account Manager is a part of the Outpatient Surgery Division.
The Outpatient Surgery Division is a marketplace for ambulatory surgical decision-makers to connect. The magazine, website and related programs and products facilitate the exchange of ideas, advice, experiences and up-to-date information and ambulatory surgery news. It delivers relevant, timely information and practical advice from healthcare experts, professional advisors, industry leaders and others.
Our mission is to define, support, and advocate for patient and staff safety through exemplary practice for each phase of perioperative nursing care using evidence-based guidelines, continuing education, and clinical practice resources. We collaborate with professional and regulatory organizations, industry leaders, and other health care partners who support our mission. Our culture is one of openness, teamwork, risk taking and being at the cutting edge of our field and we only look for employees who hold these same traits.
Values mean more to AORN than just bullets on a page. They drive our daily decisions and impact how we work as an organization:
- Diversity, Equity & Inclusiveness: honoring the contributions of all
- Innovation: rewarding creativity, risk taking, leading edge
- Communication: respecting collaborative, open and honest
- Quality: ensuring reliability, timeliness, and
- Achievement: supporting growth and
ABOUT THE ROLE:
Remotely based anywhere in the US and reporting to the Director of Sales, the Sr Account Manager is responsible for initiating, growing, and maintaining sales for the Outpatient Surgery Division including 1.) print and digital ad space, inserts, companion programs, custom eblasts, article reprints and digital use licenses, information products (Sales Assistant and New Surgical Construction Bulletin), 2). Outpatient Surgery Connect, and 3). the OR Excellence Conference (exhibits, sponsorships, meeting blocks).
- Manages relationships with assigned accounts (named account structure; not geographical) exclusively for the benefit of Outpatient Surgery Division and for providing consultative service and support to those accounts across the range of products and services we offer. Position gains and maintains awareness of customer needs, their products and services, and the competitive situation for those products and services.
- Position shares market intelligence upstream internally.
More about what you’ll get to do as the Sr Account Manager:
Customer Sales Lifecycle management:
- Develops a comprehensive sales approach, providing the client with information on all appropriate advertising opportunities available and serves as a resource for client questions regarding placement in a variety of potential advertising Responsible for contract negotiation, execution and maintenance, including pre and post implementation. Daily phone and email contact with prospects, clients and advertising agencies. Seasonal travel for face-to-face meetings, conferences and exhibits (majority of the sales process is remote; not face to face).
- Discovery/Consultation/Strategic Advisor to clients through:
- Assists customers in annual planning/budgeting process by providing custom editorial calendars identifying the content most relevant to that customer’s products/services.
- Identifies customer’s timing for annual ad budgeting and planning and strives to achieve highest possible number of blanket
- Reports notable customer experience, including both success stories and complaints, through Director.
- Provides timely, courteous, and professional customer service/advocacy for existing advertisers, agencies, medical device companies, and industry
- Market Research/Competitive Market Awareness:
- Develops a comprehensive understanding of market factors such as competitors, demographics, service line growth and the strategic direction of the
- Formally requests information from customers on market trends, developments, news, and perspectives during annual process to gather market intelligence in support of editorial planning. Also feeds back this same market intelligence through Director as it is discovered in the everyday course of serving
- Conducts market analysis and determines individual sales
- Must stay up to date on Outpatient Surgery products as well as the operations and needs of current and potential
Collaboration:
- Supports editorial group, when requested, by identifying companies and contacts with products/services in a category that is to be the subject of an upcoming
- Assists in directing the activities of Junior Sales Representatives; provides mentorship, clear objectives and support as
Sales Operations, Pipeline & CRM Management:
- Participates in monthly “Salescaster” group meetings to review and discuss
- Prepares for monthly Salescaster” meeting by identifying potential advertisers and forecasting sales by rating the probability they will advertise and recording in “Salescaster”
- Receives list of assigned articles ahead of each “Salescaster” meeting and records suggestions of relevant product/service categories for each of these assignments in “Salescaster”
- Provides the Director with monthly sales statistics for dashboard reporting, as
- Uses appropriate computer programs for research, information and data tracking, sales reporting, and maintenance of client accounts
- Meets and exceeds monthly/quarterly/annual sales
- Other duties as
Other:
- Position maintains the highest standards of ethical conduct including treating all information shared by customers or knowledge proceeding from interaction with customers as strictly confidential and not to be shared outside OSD (e.g. we never reveal that a customer will be advertising with us in an effort to persuade another customer they should also advertise). Position supports and creates an effective team serving in a lead role for the Sales Representatives and mentoring and onboarding new team members
- Bachelor’s degree in business, marketing or related field. Four or more years of closely related sales experience may substitute for the
- Minimum 5 years of previous print and/or online advertising sales
PREFERRED QUALIFICATIONS
- Experience in publications, publishing, and/or surgery/healthcare
- Strong business acumen and proven track record of meeting and exceeding business/sales/operational
- Prior supervisory/management of direct reports experience and/or sales training
KNOWLEDGE, SKILLS AND ABILITIES
- Strong oral and written communication
- Sales as a service mentality, excellent customer service
- Excellent interpersonal skills and ability to work effectively with others both inside and outside of the
- Highly skilled in relationship
- Comfortable working within tight deadlines and exceeding sales
- Ability to self-manage and stay on top of deadlines and
- Highly developed organizational and planning
- Adaptability and flexibility; ability to think on your
- Strong initiative, creativity, intellectual curiosity and achievement
- Tech savvy and ability to utilize technology (customer databases, project management software, etc.) daily.
- Ability to demonstrate and hold others accountable for organizational values of communication, quality, innovation and
Why it’s great to work here:
- Competitive salary, for this role our salary range is $90,000 – $95,000 plus an annual target incentive of $30,000.
- Health insurance package options that include a HDHP plan and one PPO plan options for you and your
- Dental and vision
- Flexible Spending Accounts (FSA) and Healthcare Savings Account (HSA)
- Employer-paid short- and long-term disability, accidental death and dismemberment, and life insurance
- Voluntary Life Insurance options including critical illness and accident
- 401(k) plan with immediate
- Paid time off and 10 paid holidays per
- Paid sick
The duties of this position may change from time to time. The Company reserve the right to add or delete duties and responsibilities at the discretion of the Company or its managers. This job description is intended to describe the general level of work being performed. It is not intended to be all-inclusive.
Aorn is proud to be Equal Opportunity Employers of Minorities, Women, Protected Veterans, and individuals with Disabilities and do not discriminate based on gender identity or sexual orientation.
ABOUT T SQUARED
T Squared provides organizations with high caliber sales, marketing and general management professionals on a national retained search, interim staffing and pipeline management basis. The firm was founded in 2009 with headquarters in Denver, CO. For more information, visit www.tsquaredgroup.com.