Director, Account Management, Member Services

 

Recently named by Forbes as one of the 2005 Best Small Companies, by Washingtonian Magazine as one of Washington, DC's "Best Places to Work," and The Vault as one of the top 50 Management and Strategy consulting firms, The Advisory Board Company (NASDAQ: ABCO) is a leading health care professional services firm providing best practices insight and implementation and technology solution services. Serving over 2,500 of the country's preeminent hospitals, health care systems, pharmaceutical companies and insurers, The Advisory Board provides executive education, strategic planning, decision facilitation, and process redesign and improvement services through its membership programs, Academy training sessions, and H*Works implementation services.  A continually expanding business portfolio provides employees with significant opportunities for career development at an accelerated pace, while an employee-focused internal environment places emphasis on service ethic, spirit of generosity, team engagement, and continuous learning.

 

The Position:

The Director will assume a lead role in managing member relationships, operations and revenue. In this entrepreneurial role, this person will be responsible for overseeing membership accounts, for ?unlocking? the value of the Advisory Board?s core clinical and operational research programs and services to existing members and devising revenue strategy to meet defined quarterly and annual renewal goals.

Primary responsibilities include:

? Providing in depth and prescriptive advice to members of how to best leverage and maximize Advisory Board research and services

? Provide insights from member interactions to inform program direction, focus and evolution

? Lead high touch/challenging renewal situations toward positive renewal resolution

? Contribute to revenue and pricing strategies of Membership contracts

? Strategize and manage a team of Account Managers to reach defined program renewal goals

? Diagnose problem/"save team level" renewals and employ creative solutions to turnaround renewal likelihood

Characteristics of the ideal candidate:

? Entrepreneurial drive-track record of initiative, personal responsibility, and ownership of work to meet monthly, quarterly and annual revenue goals

? Comfort with operating amidst ambiguity

? Strong interpersonal skills and ability to build lasting client relationships

? Strong analytics and real time judgment

? Maturity, poise, grace under pressure

? High energy, positive attitude and team orientation in all interactions

? Excellent presentation and negotiation skills, able to create and deliver convincing arguments

? Experience in health care industry and/or strong interest in learning health care Willingness to travel up to 40-50%