Senior Director, Industry Relations - The Steely Group

The Senior Director is a strategic leader responsible for developing, maintaining, and growing partnerships with industry. This includes expanding the number of industry partners and industry segments with whom client company interacts and identifying and pursuing opportunities to grow revenue. The Senior Director maintains an in-depth understanding of industry sectors, trends, developments and/or challenges to assist in developing partnerships that are beneficial to both client company and industry partners. 

The Senior Director works collaboratively with surgeon leaders, senior management team, and departments to enhance existing and create new partnerships that support the organization’s mission and business objectives and provide member value. The Senior Director supervises Industry Relations staff and helps guide their professional development.

Responsibilities:

• Develops and pursues industry engagement strategies to achieve sustainable non-dues revenue growth.
• Serves as ambassador to leaders of pharmaceutical and medical device companies, cultivating and nurturing senior-level relationships and alliances and identifying revenue opportunities that align with company and partner objectives.
• Serves as internal subject-matter expert and voice of industry, analyzing their needs, industry trends, and the competitive landscape. Uses these insights to inform strategy and program development.
• Manages proactive and reactive communication with senior-level industry partners and the organization's surgeon leaders. Leverage surgeon leader engagement to maximize the success of industry sales strategies.
• Produces annual business development revenue goals and budgets and aligns staff and resources to meet and exceed those goals.
• Produces industry partnership proposals focused on promotion of long-term, longitudinal partnerships.
• Collaborates with Education, Meetings, Marketing  Communications, Government Relations, Finance, and Legal departments to develop and execute partnership and sales strategies.
• Coordinates with the National Database and Research teams to identify and pursue opportunities to promote access to data and quality and research programs
• Partners with the organization's Foundation to identify opportunities to collaborate on grants and other funding requests.
• Establishes and tracks key performance indicators to measure the success of industry initiatives. Creates quarterly management reports and briefs physician and staff leaders as appropriate. Regularly reviews and adjusts strategies to meet objectives.
• Continuously evaluates and optimizes operations to ensure programs are delivered on time and on budget.
• Supervises Industry Relations Manager.
• Performs other tasks as assigned.

Requirements / Qualifications:

• Bachelor’s degree in business, marketing, or related field required. Master’s degree preferred.
• 10 or more years of experience in business development, client relations, and or sales/marketing, preferably in the medical device and/or pharmaceutical industry.
• 3 years in a management role.
• An equivalent combination of education, training, and experience will also be considered.
• Excellent written, verbal, interpersonal, and presentation skills.
• Ability to draft business plans, budgets, proposals, and presentations, and lead meetings with senior industry professionals, surgeons, and senior executives.
• Capacity for innovative thinking and creativity in designing industry-sponsored programs and services that produce non-dues revenues.
• Ability to engage and influence a range of internal and external stakeholders including senior executives and physicians, establish trust, and build long-term relationships. High level of confidence and poise with a strong customer service orientation.
• Proven supervisory and leadership skills.
• Excellent judgment and problem-solving skills, including the ability to demonstrate negotiation and conflict resolution skills.
• Ability to collaborate cross-functionally to achieve goals.
• Ability to travel 4-6 times per year.
• Ability to perform work in alignment with the company's core values: Leadership, Quality, Professionalism, Innovation, Collaboration, and Diversity, Equity and Inclusion.