Vice President, Enterprise Memberships

• ‏أغسطس 2022 - - الحالي

In my role as Vice President, Enterprise Partnerships, I work to expand the impact of Health Evolution programs by growing our Provider, Payer, and Life Sciences member base across Health Evolution’s live events and Forum. Health Evolution empowers positive change in health care. We convene a curated community of influential chief executives and senior leaders from all sectors of the health care industry. We inspire leaders to embrace new ideas and lead bold change. We foster collaboration that makes our health care system more accessible and affordable, more effective and equitable, and more proactive and personalized.

Managing Director, Partner Development

• ‏فبراير 2019 - ‏يوليو 2022

Led a division of ~60 people responsible for scheduling phone calls and initial sales visits for every product EAB sells. Earned trust quickly and built crucial interdepartmental relationships. Increased initial sales visits 31% and pipeline generation 33% from 2020-2021. Accomplished increase by navigating ambiguity to assess quick wins, improve infrastructure, develop skills of Partner Development Representatives and their managers, and respond quickly to market feedback. Designed systems to forecast MQL and visit acquisition and manage leading indicators tightly. Sustained initial growth and increased monthly initial sales visits by 70% in three years. Helped improve diversity, equity, inclusion, and belongingness in the department.

Senior Director, Member Success

• ‏يوليو 2018 - ‏مارس 2019

Led team of 7 Research Strategic Leaders in who served higher education executives in United States regional public, Canadian, UK, and Community College segments. Ensured renewal and growth goals were met across the teams. Taught Strategic Leaders how to deliver extraordinary value to member executives in scalable ways. Represented member feedback internally to guide improvements in Research membership offerings. Under my leadership, the Strategic Leaders conducted over 1200 “impact interactions” with over 400 member executives across first half in Member Success. Invested in skill development of all Strategic Leaders and helped develop a sense of belonging, leading to strong retention and business outcomes.

Senior Director, Account Management

• ‏يناير 2017 - ‏يونيو 2018

Managed team of four highly performing Directors and Senior Directors who worked exclusively with our most at-risk members: members with changes in strategic priorities, leadership turnover, budget decreases, or who had expressed an intent not to renew. Team flew to members in those trying circumstances to listen and learn about the nuances to their challenges, solve problems, rebuild relationships where needed, map how we could provide the most value possible on most critical issues, and ultimately lead members to renew their Research memberships with us. Roles had strong commercial goals, which we exceeded by leading with value and following through with responsive, customized continuation options.

Senior Director, Sales and Marketing

• ‏أبريل 2016 - ‏يناير 2017

Managed two teams of salespeople concurrently across the year. Hit 150% of sales goal with one team and 200% of sales goal with other team. Used data to find and improve key inflection points for the business. Coached salespeople on negotiation principles across the pipeline with special focus on getting to need and quantifying risk for the issues potential new members were considering getting our help on. Motivated and held staff accountable to increasing visit volume and quality fourfold in a period of only three months.

Director, EAB Member Services

• ‏سبتمبر 2014 - ‏مارس 2016

Managed four Relationship Managers (RMs) whose membership pools totaled $17,000,000 and achieved 95% revenue renewal rate every quarter for one year. Trained four Save Team Associate Directors in advanced renewal strategy, persuasion, and negotiation, and then led that team to its highest member save rate (69%) at the time. Managed RM focused on Community College Executive Forum and helped increase renewal rates by ten percentage points in only six months. Consistently retained top talent and advanced careers of those reporting to me, including facilitating internal promotions.

Office of the Chairman, Membership Save Team

• ‏فبراير 2011 - ‏سبتمبر 2014

Convinced hundreds of dissatisfied and financially-strapped members to renew memberships by meeting in person, asking questions to understand nuanced problems, solving those problems, and negotiating contracts. Secured over $7,000,000 in contracts with these members—$1,000,000 during transitional phase of job alone. Management and Mentoring: Successfully managed three associates by setting clear expectations, communicating effectively, and coaching to bring out full potential. Mentored four Account Managers to teach them effective workflow management, member service, and renewal strategies.

Account Manager

• ‏مايو 2010 - ‏يناير 2012

Achieved a 99.99% membership renewal rate in 2011, the highest among Advisory Board employees at the time. Created a data-driven service prioritization system to ensure service—though effective for all members—would drive the strongest renewal rates across the pool. Developed and maintained relationships with hospital executives and other decision makers at over 150 hospitals.

Marketing Associate

• ‏ديسمبر 2008 - ‏أبريل 2010

Scheduled sales visits using customized, compelling email and phone outreach. Consistently exceeded monthly visit acquisition goals and supported business initiatives that brought in over $700,000 in revenue to Core Memberships department. Set up moments of “wow” to increase sales conversion rates, like customized binders for executive prospects with study excerpts on their top challenges.

Intern

• 2008 - 2008