Managing Director,Industry Member Development Job Arlington area,Virginia USA,Management

Managing Director, Industry Member Development

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, Industry Member Development is responsible for driving renewals across the Industry member pool and manages a team individually responsible for operations supporting the industry renewal pool. This individual is responsible for coaching individuals with a focus on serving and renewing current members while simultaneously expanding the reach of THMA by expanding existing members' portfolios.

Primary

Job Duties:

Responsible for revenue and logo retention across all Industry memberships.

Lead, coach, and develop a team of Industry Account Managers, each of whom are responsible for renewals and growth within a pool of industry membership accounts.

Develop and execute a comprehensive renewal strategy to maximize retention and expansion

Forecast renewal outcomes and maintain high accuracy in pipeline reporting

Identify and drive upsell and cross-sell opportunities within existing accounts

Set clear performance expectations, KPIs, and accountability standards for the team

Conduct regular pipeline reviews and guide deal strategy to improve win rates

Oversee relationships with senior member stakeholders and key accounts

Support or lead renewal conversations for high-value and at-risk members

Travel to and engage in select THMA Executive Forums, supporting onsite executive engagement, driving value in VIP and high risk accounts, and supporting overall membership value.

Ensure a high-quality, consistent member experience across the lifecycle

Establish proactive churn mitigation strategies and monitor account health signals

Analyze retention trends and implement improvements to reduce churn

Partner cross-functionally with content, programming, sales, and marketing teams to elevate overall industry member experience and market positioning

Leverage data and CRM tools to drive decision-making and operational efficiency

Provide strategic input on membership offerings, pricing, and long-term growth opportunities

Minimum Qualifications:

Bachelor's degree required
10+ years' experience in an Account Management or similar commercial role within a renewable B2B business
Experience directly managing a team
Knowledge of healthcare industry and trends
Demonstrated track record of driving renewals and upsell 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

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 an annual performance based bonus.

Base Salary Range

$160,000 - $175,000 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.