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Vice President of Sales

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!

Reporting to the SVP, Member Development, the VP, Member Development is responsible for expanding the reach of The Academy by coaching a team of Sales Directors to maximize reach in their given territories. They will leverage knowledge of the healthcare market to expand Academy membership and work with leadership teams to establish go-to-market (GTM) strategies for The Academy’s products to drive revenue goals across the Member Development team.  

 

Primary Job Duties: 

  • Accountability for annual revenue goal tied to new booked business 
  • Manage and develop a team of sales executives to achieve annual revenue goal 
  • Develop and execute strategic plan for selling memberships and solutions to both prospective and existing Academy Members 
  • Drive revenue growth through acquisition of new members; prioritizing multi-year, renewable system/org-level contracts  
  • Identify and drive opportunities to expand The Academy’s reach into new segments and territories 
  • Develop and nurture long-term relationships with CXO level contacts 
  • Leverage understanding of the priorities, challenges, and opportunities within the Health System market as well as the Healthcare Industry at large; effectively map challenges to Academy solutions  
  • Partner with The Academy’s New Product Development team to support go-to-market (GTM) efforts on select new business lines within the health care market 
  • Participate in product iteration work and feedback loops with NPD 
  • Collaborate with other internal departments to facilitate new business 
  • Report progress and sales forecasting internally to executives to inform planning 
  • Work collaboratively with executives on annual goal setting process 
  • Partner with Marketing to support Demand Generation activities for current products 
  • Facilitate a smooth hand-off of closed business to internal Account Management teams while continuing to ensure member satisfaction, renewal planning and future growth 

 

Minimum Qualifications: 

  • 9+ years of direct sales experience in a complex and consultative sales environment 
  • 3+ years of managing a sales team 
  • Deep knowledge of Health System landscape and healthcare trends 
  • Demonstrated track record of achieving revenue goals and quotas 
  • Strong track record of managing and developing sales talent 
  • Salesforce Experience 

 

Interpersonal Skills & Attributes: 

  • Collaborative  
  • Customer-focused 
  • Strategic mindset 
  • Ability to communicate persuasively with senior executives 
  • Team approach to working with others 
  • Attention to detail 
  • Ability to coach team members 
  • 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 talk and hear. Specific vision abilities required by the job include close vision, and distance vision. Ability to travel long distances including air travel. 

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

$200,000 - $225,000 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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