Assistant Vice President of Business Development

Description

We have a hybrid work arrangement.

EOE: race/color/religion/sex/sexual orientation/gender identity/national origin/disability/vet

ABOUT US:

Tennessee Hospital Association (THA) is a not-for-profit membership organization that advocates for hospitals, health systems, and other healthcare entities, as well as the patients they serve. The Association also offers education and resources for its members and raises public awareness about hospitals and healthcare issues at both the state and national levels.

As a wholly owned for-profit subsidiary of THA, THA Innovative Solutions aims to provide member hospitals with programs and partnerships that deliver significant clinical, financial, and operational benefits. To achieve this, THA Innovative Solutions collaborates with leading industry companies and based on member feedback and industry trends, works to equip Tennessee hospitals with innovative solutions that tackle their most pressing challenges.

JOB SUMMARY:

Under the direction of the Senior Vice President (SVP) of THA Innovative Solutions, this role is responsible for overseeing key business relationships, driving partner growth to meet annual business objectives, developing and managing assigned member relations, and support new business development efforts.

ESSENTIAL FUNCTIONS OF THE JOB: 

All Areas

1. The ability to adapt to a changing work environment and meet challenges presented throughout the day.

2. Must be available in the office during regular office hours unless a hybrid work arrangement is in place or job responsibilities require otherwise.

3. Must be available for out-of-town travel, including overnight, up to 50% of the time, being able to drive an automobile and maintain a valid driver’s license.

Partner Business Development and Member Relations

Under the direction of the SVP of THA Innovative Solutions, this role is primarily responsible for cultivating member relations within THA Innovative Solutions, creating a welcoming and collaborative environment as opportunities arise. Although other THA Innovative Solutions team members will also engage with THA members, this position holds a more direct and focused responsibility in that area. This will be accomplished by: 

1. Engaging THA members through a consultative sales approach, developing a compelling business case that encourages members to meet with THA Innovative Solutions partners. 

2. Making onsite visits at hospitals, health care system corporate offices and other locations, as appropriate, to inform members of the opportunities within THA Innovative Solutions and support THA Innovative Solutions and its vendors in securing contracts for services.

3. Developing and maintaining effective relationships with key individuals in all assigned hospitals and health systems. This includes C-Suite members, other key senior management, department directors and appropriate corporate office personnel.

4. Assessing the needs of THA members to determine the appropriate vendor partner solution(s).

5. Facilitating group discussions among C-Suite, senior and middle management to foster engagement with THA Innovative Solutions partners.

6. Serving as the liaison between the hospital member and THA Innovative Solutions Vendor Partner. 

7. Effectively managing and communicating with key leadership members to offer and evaluate opportunities.

8. Working with key THA Innovative Solutions’ business partners to influence member receptivity, as appropriate.

9. Working with key THA Innovative Solutions staff to ensure that all areas where relationships are needed are appropriately addressed/given attention.

10. Cultivating close relationships with THA’s affiliate groups (i.e., TSHRRA, THEA), local health care professional groups (i.e., Nashville Health Care Council, Leadership Health Care Council, HFMA, local ACHE chapters, etc.) by attending meetings (in-person and/or virtual) and actively engaging in networking opportunities within the health care community. 

Partner Management

1.  Builds, establishes and maintains strong relationships with THA Innovative Solutions partners, consistently monitoring and evaluating both hospital customer and partner satisfaction. 

2.  Collaborates with each partner to develop annual goals and initiatives and provides oversight to ensure successful execution of mutually agreed-upon plans (i.e., member/partner meetings, THA sponsored events/meetings, etc.). 

             a. Facilitates an annual strategic kick-off meeting and Executive Business Review (EBR) with each partner.

3.  Participates in ongoing communication with vendor partners by planning and conducing the delivery of Executive Business Reviews, including mid-year evaluations of partnership performance against agreed-upon business plans and metrics. 

4.  Participates in all partner cadence calls and provides feedback to partners and THA Innovative Solutions team as it relates to business development efforts. 

5.  Coordinates with the Director of Marketing to align all marketing and promotional efforts with partner objectives and annual initiatives.

6.  Supports the SVP in onboarding new THA Innovative Solutions partners, helping to ensure smooth and effective integration into existing processes, communications, and strategic initiatives.

Leadership / Management

1.  Collaborates with THA Innovative Solutions SVP and team to identify key targets and opportunities, set strategic goals, and drive business growth initiatives that strengthen member relationships and generate revenue for THA

2.  Contributes to the strategic planning efforts of THA Innovative Solutions by: 

           a. Engaging in strategic thinking to help shape long-term direction and organizational goals.

3.  Updates and presents business development efforts at THA Innovative Solutions Board of Directors’ Meetings.

4.  Collaborates with internal THA staff and Affiliate Groups to explore opportunities where THA Innovative Solutions can contribute by providing educational content or subject matter expertise for meetings and events.

DIMENSIONS:

Dollar value: ~2 million 

ORGANIZATIONAL STRUCTURE: (Positions reporting directly to this position)

None

GUIDANCE & DIRECTION: (Policies, precedents or procedures that guide this work)

1. THA Innovative Solutions strategic plan delineates departmental goals.

2. The THA Innovative Solutions Board of Directors approves goals and objectives and reviews/approves vendor partnerships and program development.

3. The THA Innovative Solutions Senior Vice President provides direction in keeping with established goals, objectives, and policies.

Requirements

EDUCATIONAL AND EXPERIENCE REQUIREMENTS NEEDED TO PERFORM THE DUTIES OF THE JOB:

Bachelor’s degree required. Master’s degree is a plus.

A minimum of 15 years of experience in the healthcare industry is required, with direct experience working in a hospital setting. 

Skills Required to Perform the Duties of the Job

1. Healthcare Industry Expertise: Strong knowledge and understanding of the healthcare industry—particularly hospitals—and awareness of emerging trends to anticipate member needs and evaluate potential products and services. 
2. Strategic Thinking: Capable of aligning member needs with vendor capabilities, prioritizing opportunities that drive mutual value and sustainable growth.
3. Market Analysis & Strategic Evaluation: Ability to assess and identify target markets that deliver the greatest value to member hospitals and THA. Must demonstrate forward-thinking in vendor selection to ensure offerings meet evolving value expectations.
4. Relationship Development: Proven ability to build and maintain strong relationships with hospital executives (C-suite), as well as mid- and senior-level managers, to support business development and program adoption.
5. Effective Communication & Presentation Skills: Skilled in delivering clear, compelling presentations to both individuals and groups, adapting communication style to various audiences.
6. Sales & Marketing Acumen: Proficient in presenting programs and vendors to hospitals in a persuasive and strategic manner, with a strong ability to position offerings for maximum appeal.
7. Comprehensive Business Knowledge – Well-rounded understanding of core business functions including business development, finance, accounting, management, sales, and marketing.
8. Concept-to-Execution Skills – Ability to translate ideas into fully implemented operational strategies and initiatives.
9. Interpersonal Skills – Comfortable interacting with a wide range of individuals, including in social or professional settings with minimal prior familiarity.
10. Operational Oversight – Strong ability to manage day-to-day operations of key business ventures, ensuring alignment with strategic goals and partner expectations.
11. Self-Motivation – A self-starter who demonstrates initiative and follow-through without the need for constant supervision.
12. Independent Work Capability – Ability to work effectively without direct oversight, maintaining high standards of productivity and accountability.
13. Direction-to-Execution Ability – Skilled at translating broad direction into actionable, results-driven work.
14. Technical Proficiency – Familiarity with standard office software applications including Microsoft Outlook, Word, Excel, PowerPoint, and related tools.