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.  

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:

Reporting to the Senior Vice President of Sales, the Manager, Business Development Representatives leads, empowers and cultivates THMA’s Member Development Representative (MDR) team to reach maximum potential. You’ll partner closely with sales and marketing leadership to develop an inside sales strategy and program focused on pipeline generation and customer acquisition. This role leads a hybrid team and must be based in Arlington, VA.

Primary Job Duties:

• Partner with sales and marketing leaders to optimize lead generation and operational processes that support THMA’s growth projections.  

• Manage a team of 8-10 Member Development Representatives (MDRs) that achieves goals and significantly increases the productivity of sales efforts. 

• Identify skills and competency gaps, and coach for improvement.  

• Ensure MDRs develop effective time management skills to maximize outreach and activity time.  

• Lead initiatives that increase productivity across the inside sales team, such as messaging frameworks, scripts, and tooling.  

• Identify opportunities to improve effectiveness and efficiencies with processes, tools, product offerings, and employee development.  

• Support CRM database (Salesforce) management ensuring accuracy and usability of data.  

• Develop and deliver best in class on-boarding training program.  

• Design and deliver on-going training sessions to continually enhance team skills.  

• Provide detailed analysis and reporting on team’s performance.  

Minimum Qualifications:

• Bachelor’s Degree required  

• 4-6 years of experience in marketing or sales, preferably B2B 

• 2+ years of experience managing a team, preferably of MDRs or equivalent 

• Existing track record of proven success achieving sales targets and driving revenue growth 

• Experience making decisions based on data, proactively inspecting and managing to KPIs in a CRM system, and running a consistent, repeatable sales process 

• Ability to manage 8-10 direct reports in an ongoing capacity 

• A deep understanding of marketing, sales, and business operations 

• Previous experience in training and development, people management and/or mentoring 

• Experience managing and auditing data in a CRM (Salesforce strongly preferred) 

• Experience creating and editing customer facing email copy 

• Experience thriving in a fast-paced, ever-changing and ambiguous environment 

• Passionate for Healthcare  

Interpersonal Skills & Attributes:

• Collaborative

• Excellent people manager; able to motivate others to action

• Results and outcomes driven

• Passionate about mentoring entry-level professionals

• Excellent organizational skills & attention to detail

• Sincere; truly invested in overall team and individual team member success

• Strategic and creative problem solver

• Excellent presentation skills with the ability to influence and impact an audience

• Member-centric or customer service approach to sales and marketing

• Process oriented with the ability to drive achievement of goal

• Self-motivated, with high energy and an engaging level of enthusiasm

• Excellent written and verbal communications 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.

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.

Compensation:

Salary starting at $70,000 per year and up plus benefits.

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