Managing Director - Industry Member Development

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