Title: ISTH Director of Industry Relations and Business Development Reports to: ISTH Executive Director Internal Staff Supervision: ISTH Sponsorship and Exhibition Manager (50%) and strong cross- collaboration with all ISTH departments Leadership Liaison and Support to: ISTH Executive Committee and Council, Meetings Local Organizing Committees as needed External Partner Liaison Support: ISTH industry partners
The International Society on Thrombosis and Haemostasis (ISTH), a dynamic global medical/scientific professional society in the field of bleeding and clotting disorders. As we expand our work and impact, we are seeking a talented professional to develop and manage the Society’s strategic and operational industry relations to maximize our partnerships and impact in the global thrombosis and haemostasis fields.
This role is an exciting opportunity with a mission-driven organization in an international work environment and offers the opportunity to play a key strategic role in the growth and development of the Society. The successful candidate must embody ISTH’s core values, have strong cultural sensitivity, be polished and professional in demeanor, possess a diplomatic personality and solid business acumen, have international work experience, and a proven track record in building successful collaborations with industry partners (primarily pharmaceutical, biotech and device companies) in the medical/scientific arena. The responsibilities include serving as a primary partner and advisor for the Society’s industry partners and being responsible for strategic interactions and relationship management. It also includes identifying and executing ongoing and newly funded partnership opportunities and initiatives that positively impact the international thrombosis and hemostasis fields and ISTH.
Further details about the Society, along with our efforts and focus, can be found at the end of this job announcement.
The ISTH Director of Industry Relations and Business Development is a new position at the Society and will be a key member of the ISTH Executive Management Team. The position is responsible for the identification, conceptualization, planning and execution of strategies to enhance ISTH’s ability to identify, develop and successfully implement meaningful and best-in class long-term funded partnership opportunities with the Society’s industry partners (primarily pharmaceutical, biotech and device companies). Additionally, the position will focus on connecting initiatives with return-on-objective (ROO) and return-on-investment (ROI) for all stakeholders, thereby contributing to the ISTH’s mission, culture and positive impact on the thrombosis and hemostasis fields.
The responsibilities include the conceptualization, development and strategic execution of exhibition and sponsorship revenue strategies of ISTH’s congresses and events as well as the successful funding of ISTH initiatives through commercial support (where permissible), educational grants, and/or other sources. The ideal candidate will possess a strong technical understanding around development and funding of medical/scientific initiatives (including a deep understanding of pharma/medical device regulations, CME compliances, etc.), strong business planning skills, excellent relationship building skills in a global context, and the ability to work on cross-functional teams.
Strategic Planning and Implementation
Create and execute on an overall industry partnership/collaboration/engagement strategy in alignment with ISTH’s mission, culture, and organizational and respective program objectives to create a strong ROI/ROO for all stakeholders involved
Evaluate, define and effectively communicate ISTH’s value propositions to various segments of industry partners and develop new approaches/ services/ value to increase engagement with and financial and non-financial support of ISTH programs and initiative
In conjunction with fellow ISTH Department Directors, conceptualize initiatives that address issues in impactful ways, collaboratively develop solution-oriented business and implementation plans and budgets to ensure achievement of strategic and financial objectives
Constantly monitor and understand the rapidly shifting business and regulatory environment ISTH industry partners operate in
Identify best-practices and analyze trends in existing and new markets. Stay abreast of competitor activity to ensure the ISTH remains a leader in its approach and impact
Set and deliver on annual revenue and fundraising targets and related budgets, in close collaboration with ISTH Department Directors, to support all ISTH programs through sponsorship sales and fundraising activities delivering impact and helping to ensure the financial sustainability of the Society
Increase revenue from sponsorships, medical educational grants and other income sources; assist in the development of new products and services that align with the mission of the Society and meet identified market needs/opportunities
In close collaboration with the ISTH Director of Meetings, develop the exhibition and sponsorship/fundraising strategy for each congress and other ISTH live programs/activities as well as; identify new revenue-producing sponsorship opportunities that consider the needs of the Society, its members/participants and the industry partners, based on latest trends and informed by ever changing compliance rules and regulations
With the ISTH Director of Meetings, identify and implement systems, services and solutions that support the exhibition and sponsorship fulfillment and related processes and identify, select and ultimately manage/maximize relationships with (global and local) vendors and partners
Work with other ISTH departments to help define, refine and promote overall ISTH products/service offerings particularly in the context of maximizing their impact and financial and non-financial support from industry
Prepare and manage annual operational plans that support the revenue generation goals and develop grant and promotional revenue projections and priorities
Identify and pursue other business opportunities such as, but not limited to, licensing sales of ISTH products and services and/or other services/solutions the Society may provide to relevant stakeholders
Ensure that sponsorship and exhibit contracts are executed as per their scope and comply with and are executed according to applicable ISTH guidelines and all legal requirements
External Partner Leadership and Cultivation
Act as the primary senior staff liaison for strategic industry relations and business development activities
Conceptualize, plan and execute, together with ISTH volunteer leaders and key staff members regular strategic meetings/engagements with industry partners to strengthen mutual understanding and identify areas for collaboration and support for the benefit of the global thrombosis and hemostasis fields
Develop and oversee the maintenance and growth of industry partner contact lists (CRM); analyze trends and make improvements to attract new partners and improve current exhibitor and sponsor ROO/ROI
Develop and oversee best-in-class overall sponsorship and/or exhibition communication plans and sales and service processes with clear guidelines that are in alignment with global and respective local rules and regulations
Further develop and expand the Society’s priority point (loyalty) system that rewards companies for their loyalty and support to create greater incentives and rewards for companies to support Society programs beyond the congress
Work collaboratively with ISTH Department Directors to align opportunities with program objectives, internal priorities and capabilities for successful implementation, ensuring realistic and the most professional and timely implementation of any projects and agreements
Assist in other strategic Society projects as determined by the Executive Director
Perform other duties as assigned
Skills, Abilities, and Knowledge Required:
Embody ISTH’s internal core values of fun and recognition, collaboration, trust, communication, respect and progress
Ability to create a clear vision and plan to develop and improve industry relationships, internally and externally
Ability to identify opportunities, work in the best interest of the organization and focus on solutions
A high degree of autonomy, integrity, initiative and professionalism. Strive for excellence and a proven ability to produce results within tight deadlines and under pressure
Keen ability to listen, build relationships, partner and deliver best-in-class internal and external customer service
A professional demeanor with the ability to communicate and collaborate respectfully and in a culturally sensitive way with high-level professionals, including volunteer leadership, members, industry professionals and stakeholders from around the world
Champion the development and implementation of strategies, objectives, work plans, resources and budgets, take ownership and responsibility for decisions and follow through on commitments
Manage performance and resources. Set and communicate clear goals and expectations for board members, managers, and other team members as well as vendors/partners; create an environment for successful outcomes, follow progress against goals; provide regular feedback; address performance issues promptly; foster learning and development; provide public recognition of staff accomplishments. Develop, monitor and take responsibility for staffing plans, budgets and other resources
Problem solve; make complex decisions; practice hands-on management; ability to synthesize ideas into actionable items
Proficiency in global trends in medical-scientific associations as well as related to the pharmaceutical and diagnostic industries, terminology and common procedures/rules/regulations of the association, medical-scientific education, exhibition and conference industry in an international setting
Strong multicultural sensitivity and ability to adapt relationship building, communications, negotiations and other activities to different scientific/medical and geographic and/or cultural audiences
Excellent written and verbal communication and professional presentation skills; ability to interact with very senior stakeholders (English native/native-equivalent speaker preferred)
Bi- or multi-lingual is a significant plus
Ability and willingness to regularly travel domestically and internationally—up to 25% of the time
Experience and Minimum Requirements:
Master’s degree in business and/or healthcare related fields required
Minimum of 10 years of senior professional experience in business development roles and excellent relationship building skills within a global medical-scientific/pharma non-profit and/or industry environment
Demonstrated experience and success in building strategic relationships, account management and revenue/sales generation
Proficient knowledge of relevant databases, CRM systems, project management software and/or other association management systems (AMS) that aid in the success of the role
This position is mainly sedentary
The position requires the ability to lift and carry up to 30 lbs. of materials.
Weekend and after-hour work may be required as dictated by the event schedule.
Travel (primarily internationally) required is up to 20% of work schedule.
Preferred employment location is at ISTH Headquarters, but ISTH may consider remote employment based on skills, experience, and North American or European location of the applicant
Full-time, exempt position (40 hours/week) or on contract basis.
ISTH offers competitive salaries based on the experience and skills of employees. Additionally, ISTH provides a comprehensive benefits package that includes medical, dental, vision, 403b match, ancillary benefits, access to Flexible Spending Accounts, and generous leave benefits. For internal equity and best-in-class practices, this is not a commission or incentives-based position.
Please apply uploading your resume, cover letter and salary requirements using the link below. Only competitive candidates will be contacted and invited to participate in the selection process. No phone calls please.
About the Society:
The International Society on Thrombosis and Haemostasis (ISTH) is a global not-for-profit membership organization advancing the understanding, prevention, diagnosis and treatment of thrombotic and bleeding disorders. The Society is dedicated to transformative scientific discoveries and clinical practices, the development of young professionals and the education of physicians, scientists and allied health professionals wherever they may live. At the ISTH, we initiate and promote education and outreach initiatives, research activities, scientific meetings, peer-reviewed publications, expert committees and the development of standards allowing a common language and approach to basic and clinical science all over the world. The ISTH also operates the World Thrombosis Day (WTD) (worldthrombosisday.org) campaign, a movement that focuses attention on the often overlooked and misunderstood condition of thrombosis. With thousands of educational events in countries around the world, WTD and its partners place a global spotlight on thrombosis as an urgent and growing health problem. Our Society currently serves 5,000 members in 94 countries and is based in Carrboro, North Carolina, near the University of North Carolina-Chapel Hill campus.
ISTH’s global annual congresses bring together an average of 8,000 physicians and scientists, as well as on average 80 exhibitors and sponsors from around the world, making it the largest and scientifically foremost meeting in the field of thrombosis and hemostasis.
Internal Number: ISTH
About International Society on Thrombosis and Haemostasis
The mission of the International Society on Thrombosis and Haemostasis (ISTH) is to advance the understanding, prevention, diagnosis and treatment of thrombotic and bleeding disorders.
We are dedicated to transformative scientific discoveries and clinical practices, the development of young professionals and the education of physicians, scientists and allied health professionals wherever they may live.
At the ISTH, we initiate and promote education and outreach initiatives, research activities, scientific meetings, peer-reviewed publications, expert committees and the development of standards allowing a common language and approach to basic and clinical science all over the world.
We have over 3,800 members in more than 93 countries.