Vice President of Vendor Relations

American Health Care Association•Washington, DC

4d•$200,000 - $250,000

About The Position

This position improves lives by developing solutions for quality care through leading AHCA/NCAL's Vendor Relations strategy, revenue growth, and business development initiatives. The role is responsible for generating and managing over $6.3 million in annual non-dues revenue through sponsorships, exhibits, advertising, associate business memberships, affinity programs, and strategic partnerships. The Vice President of Vendor Relations oversees key vendor relationships, revenue operations, team performance, and affiliate partnerships while driving innovation and long-term growth opportunities.

Requirements

Bachelor's degree in Business, Marketing, Communications, or a related field.
Ten years’ work experience with progressive leadership in sales, business development, sponsorships, partnerships, or account management.
Demonstrated success leading revenue-generating teams and achieving ambitious growth targets.
Experience managing strategic client relationships, negotiating contracts, and overseeing budgets.
Strategic sales leadership and business development
Revenue generation and forecasting
Key account management and contract negotiation
Financial and budget management
Team leadership, coaching, and talent development
Marketing, sponsorship, and event sales
Relationship building and executive communication
Data-driven decision-making and performance management

Nice To Haves

Balancing aggressive revenue growth objectives with exceptional member value, stakeholder engagement, and long-term strategic partnership development in a highly competitive marketplace.

Responsibilities

Develop and execute strategies that deliver $6M+ in annual non-dues revenue.
Drive growth across sponsorships, exhibits, advertising, associate memberships, and affinity programs.
Identify, cultivate, and close new business opportunities while expanding existing partnerships.
Personally manage a portfolio of strategic VIP accounts, generating approximately $2M in annual revenue.
Lead and develop a high-performing sales team focused on revenue growth, customer retention, and market expansion.
Establish performance metrics, forecasting models, and sales strategies to maximize productivity and profitability.
Coach, mentor, and recruit team members to ensure continued organizational success.
Build and maintain executive-level relationships with industry suppliers, sponsors, exhibitors, and associate business members.
Lead contract negotiations and ensure delivery of contractual commitments.
Facilitate strategic meetings with prospective partners and key stakeholders.
Strengthen relationships with state affiliates to expand partnership opportunities and affinity program participation.
Oversee revenue-generating programs, including: Sponsorships ($3M+), Convention Exhibits ($1.9M+), Associate Business Memberships ($800K+), Provider Magazine Advertising ($400K+).
Identify and launch new products, sponsorship opportunities, and membership benefits to enhance partner value and increase revenue.
Develop, manage, and exceed annual revenue and expense budgets.
Oversee forecasting, invoicing, collections, and accounts receivable processes in partnership with Finance.
Ensure operational excellence across contracts, fulfillment, reporting, and vendor services.
Direct AHCA/NCAL's Affinity Programs, including partner relationships, revenue reporting, marketing strategy, and state affiliate engagement.
Lead annual contract negotiations and performance reviews to maximize program value and growth.
Provide visionary leadership for the Vendor Relations team, fostering a culture of accountability, innovation, collaboration, and customer focus.
Drive revenue growth while strengthening AHCA/NCAL's position as a premier partner for suppliers serving the long-term care industry.