Director / Senior Director, Revenue Operations

Arlington, VA, United States

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:

The Director / Senior Director of Revenue Operations is an integral part of the Go-to-Market and Finance team at The Health Management Academy. This role supports functional leaders including the Chief Member Officer, SVP of Sales, VP of Account Management, and VP of Marketing and reports to the VP of FP&A and Revenue Operations. The Senior Director of Revenue Operations will also collaborate frequently with end users and leaders across Member Development, Product Delivery, Member Insights Operations, Finance, People & Culture, and IT.

The Director / Senior Director of Revenue Operations understands the key business drivers of the firm and how processes and infrastructure enable their performance. This role is responsible for regular reporting and data analysis, communicating implications, discerning improvement opportunities, and anticipating cross-team impact. The Senior Director identifies opportunities for simplification of process, provides actionable data and insights, and helps build systems to enable future growth of the firm. The Senior Director prioritizes effectively and communicates proactively and consistently with multiple stakeholders. This role requires an ongoing pursuit of innovation.

Primary Job Duties: Build, coach, train, and manage a small and high performing and collaborative Revenue Operations team.

Own and manage end-to-end processing, reporting and analysis of revenue operations information through the underlying processes and systems (SalesForce, PowerBI, etc).

Perform, lead and optimize key revenue operations processes, systems, and data to ensure information from our CRM and other systems meets business needs, is timely, consistent, and reliable. Build and implement a strategic roadmap to streamline the efficiency of our rev ops reporting infrastructure.

Serve as business partner and advisor to key stakeholders in all matters related to Revenue Operations. Provide data-driven advice to an executive audience and support preparation of board materials.

In collaboration with the VP of FP&A and Revenue Operations, IT, and business stakeholders stand up an automated data analytics function. Implement self-service executive dashboards for business leaders across areas of commercial performance.

Own preparation of executive ready data packages and slide presentations for on-going sales, marketing, and renewal meetings and reviews. Serve as an objective business advisor in these meetings to enable growth for the organization.

Collaborate effectively across the organization to influence, drive, and implement change for revenue operations processes and systems.

Report on and analyze Key Performance Indicators (KPIs) for Sales, Renewals, Marketing, and other business functions as needed.

Identify themes from data and team/member feedback and draft recommendations for course correction and/or capitalization.

Build data-driven goal recommendations, seek input and feedback from and alignment with appropriate stakeholders, and publishing for firm/Board consumption.

Manage incentive plans including recommendations for criteria, creation and distribution of the plans, monitoring performance, and communicating payouts to staff, P&C, and Finance in a timely fashion.

Maintain price book and standard contract templates and monitor term performance.

Minimum Qualifications: Bachelor’s degree in business, marketing, or a related field; MBA or advanced degree is a plus.

8+ years of professional experience involving data management and analysis, systems design or maintenance, training and/or cross functional collaboration, and demonstrated change management

Strong understanding of sales processes, methodologies, and best practices.

Proficiency with key technical systems including Salesforce, Excel, and SQL. Experience with Marketo and PowerBI a plus

Excellent communication and presentation skills, with the ability to convey complex concepts in a clear and engaging manner.

Data-driven mindset, with the ability to analyze sales performance data and make data-backed decisions.

Interpersonal Skills & Attributes: Highly Analytical

Collaborative

Strategic mindset

Process oriented with the ability to drive a project to completion

Attention to detail

Ability to work independently and as a team member

Self-directed and resourceful

Excellent organizational skills

Technical and Financial aptitude

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 to talk and hear. The employee is required to be seated most of the time. The employee is required to use computer screens all of the time. Specific vision abilities required by the job include close vision, and distance vision.

Notice of Equal Opportunity Employment:

The Academy is committed to providing equal employment opportunities 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 the representation of women, people of color, veterans, and individuals with disabilities in our organization.

Compensation:

Salary starting at $125,000 per year and up plus benefits.

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