Job Information
The Health Management Academy Executive Director, Sales in Arlington, Virginia
About The Health Management Academy:
The Health Management Academy (THMA) brings together health system leaders and innovators to collectively address the industry’s biggest challenges and opportunities. By assisting executives in cultivating peer networks, understanding key strategic trends, establishing pragmatic partnerships, and developing next-generation leaders, our members are better positioned to lead industry transformation.
THMA offers a dynamic atmosphere with significant opportunities for employees. If you are interested in contributing to a member-centric, creative, and collaborative workforce while deeply influencing top leaders and institutions in healthcare, THMA could be the right place for you!
Position Summary:
Reporting to the Senior Vice President, Member Development (Sales), the Executive Director, Member Development, is responsible for expanding the reach of THMA by growing our member base in the healthcare industry market by managing a team of Sales professionals.
Primary Job Duties:
Coach and develop a team of Sales professionals to achieve revenue goals
Engage in member and prospect interactions with team members to assist with closing business
Develop and execute strategic plan for selling healthcare industry memberships and solutions to both prospective and existing THMA members
Manage account-based strategic account planning to ensure maximum adoption of programs and membership
Drive revenue growth through acquisition of new members; prioritizing multi-year system/org-level contacts
Support consultative one-on-one and small group virtual and/or onsite meetings to educate prospective members on our services
Develop and nurture long-term relationships with CXO audiences
Act as a strategic selling resource for direct reports
Leverage understanding of the priorities, challenges, and opportunities within the Healthcare industry at large; effectively map challenges to THMA solutions
Ensure attainment of new business bookings targets and pacing goals and ensure accurate forecasting of active pipeline units
Effectively communicate the state of the business to Executive Leadership Team and product management on a bi-weekly basis, including projections as well as broader market themes and staff engagement
Maximize revenue performance across the suite of THMA offerings by working with Educational Services and Member Insights teams on capacity, urgency, and deliverables
Manage and negotiate favorable contract terms and agreements
Work collaboratively with Marketing and Inside Sales teams to ensure effective sales activity generation
Collaborate with other internal departments to facilitate new business
Facilitate a smooth hand-off of closed business to internal Account Management teams while continuing to advise and support on member satisfaction, renewal planning, and future growth
Minimum Qualifications:
8+ years of direct sales experience in a high-volume, consultative sales environment
5+ years of experience managing a team of revenue quota carrying sales professionals
Deep knowledge of Healthcare industry landscape and trends
Demonstrated track record of achieving and exceeding revenue goals and/or quotas
Salesforce fluency
Interpersonal Skills & Attributes:
Ability to coach toward development and goals
Collaborative
Customer-centered mindset
Strategic mindset
Ability to communicate persuasively with senior executives
Team approach to working with others
Attention to detail
Ability to work independently and as a team member
Self-directed and resourceful
Excellent communication and client-facing skills
Excellent organizational skills
Physical Demands:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is required to talk and hear. Specific vision abilities required by the job include close vision and distance vision. Ability to travel long distances, including air travel, up to 50% of the time.
Notice of Equal Opportunity Employment:
The Health Management Academy is committed to providing equal employment opportunity to all persons regardless of age, color, national origin, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state, or local law. THMA will provide reasonable accommodations for qualified individuals with disabilities. THMA’s goal is for our people to reflect the communities in which we live and serve and to ensure representation of women, people of color, veterans and individuals with disabilities in our organization.
Compensation and Benefits:
Starting salary from $170,000-200,000 per year plus performance-based incentives.
THMA offers a comprehensive slate of benefits including health insurance, dental insurance, vision insurance, 401(k) matching, cell phone and commuter reimbursements, generous paid time off, and paid parental leave. We also offer non-monetary benefits designed to support team members fully including learning and development programs, coaching for working parents and caregivers, free therapy and professional coaching sessions, one-on-one financial coaching, and free legal support services.
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