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Managing Director, Account Management

Arlington, VA

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.  

The Health Management Academy 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:

Membership Advisors on our Member Development team work to grow our member portfolio while providing excellent service to current Academy members. The Managing Director, Member Development is responsible for managing the overall relationship with a set of health system accounts and directly managing a team that is responsible for program renewals across a suite of products and services. 

This individual is responsible for coaching individuals with a focus on serving and renewing current members while simultaneously partnering with sales team members to grow the total contract value of the existing members’ portfolios.

 

Primary Job Duties:

  • Directly manage a strategic set of accounts in THMA’s Leading Health System membership pool
  • Build and maintain relationships with CEOs and top health system C-suite executives within assigned accounts
  • Design account plans that drive revenue growth in territory through creation and renewal of enterprise level relationships and cross-sell in existing member accounts
  • Manage a team supporting membership operations to create & execute consistent and predictable executive membership engagement  
  • Drive membership onboarding success through standard operating procedures and executive relationship strategy to drive predictable long-term success; proactively looks for ways to improve member onboarding experience
  • Participate in select bi-annual THMA Executive Forums, supporting onsite engagement with health system C-suite executives
  • Liaison to Membership program leaders to isolate at both account-level and pool-level membership experience value drivers and program enhancement opportunities
  • Manage overall member pool quality assurance and drive risk mitigation strategies
  • Responsible for total THMA member renewal pool ensuring year-over-year renewals with a focus on both revenue and logo gross and net retention
  • Drive team understanding of priorities, challenges, and opportunities within the health system and help sales and product leaders to effectively map THMA solutions.
  • Meet regularly with VP, Account Management and THMA executive leadership team to report out on renewal, membership utilization and growth metrics
  • Surface new product ideas through relationship development within the membership
  • Collaborate with internal stakeholders on productizing offerings in the Health System and Industry company markets
  • Partner with VP of Account Management to develop and expand talent of Account Management team in support of overall firm growth

 

 

Minimum Qualifications:

  • Bachelor’s degree required
  • 10+ years’ experience in a Business Development or Account management role
  • Experience directly managing a team
  • Knowledge of healthcare industry and trends
  • Demonstrated track record of driving renewals and growth opportunities

 

Interpersonal Skills & Attributes:

  • Able to drive commercial conversations
  • Collaborative
  • Able to coach, grow, and develop talent
  • Persistent
  • Customer-focused
  • Strategic problem solver
  • Metrics-driven
  • Ability to influence others at executive levels
  • Self-directed, organized, and resourceful
  • Excellent communication and client-facing 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 talk and hear. Specific vision abilities required by the job include close vision, and distance vision, and the ability to work with screens or monitors for prolonged periods of time. This position is primarily a sedentary job where the team member will be seated for the majority of the day. Ability to travel long distances including air travel. Ability to work with computer screens or monitors for prolonged periods of time.

Benefits and Compensation:

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.

This role includes a performance-based commission structure. 

Base Salary Range

$160,000 - $169,600 USD

Notice of Equal Opportunity Employment:

The 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. In addition, The Academy will provide reasonable accommodations for qualified individuals with disabilities. The Academy’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.

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