Industry Relations & Business Development Manager

About this role

Position Summary
The International Society on Thrombosis and Haemostasis (ISTH) is seeking an experienced, results-driven industry relations and business development professional to lead the Society's commercial partnership portfolio, with the Annual Congress as its anchor asset.
The Manager, Industry Relations & Business Development, serves as ISTH's primary commercial relationship owner for pharmaceutical, biotechnology, diagnostics, medical devices, and other healthcare industry partners. This position is responsible for generating sponsorship, exhibition, and broader non-dues revenue through strategic business development, senior-level relationship management, account growth, and new partner acquisition. While the Annual Congress represents the largest single revenue opportunity, the role is accountable for a year-round industry relationship portfolio that spans the Congress, ISTH educational and highlight courses, the ISTH Academy and digital education channels, research and quality initiatives, and multi-year strategic partnership agreements.
Working collaboratively with the Executive Director & CEO, the Director of Meetings, the Manager, Exhibition & Sponsorship Operations, Marketing & Communications, Finance, Education, Research, and external vendors, the Manager, Industry Relations & Business Development is responsible for achieving annual revenue goals while providing an exceptional partner experience from initial outreach through contract execution and transition to fulfillment.
The ISTH Annual Congress is one of the world's leading scientific meetings in thrombosis and hemostasis, attracting more than 6,000 physicians, researchers, scientists, allied health professionals, and industry representatives from more than 100 countries each year.
Critically, this position operates at the interface between commercial partnership and scientific independence. ISTH's credibility rests on the strict separation of industry support from scientific program content, faculty selection, and guideline development. The successful candidate will be expected to grow revenue while rigorously protecting that separation and upholding the Society's obligations under applicable global industry codes and accredited education standards.
Responsibilities:
Revenue Generation & Business Development

Manage, execute and collaborate with leadership to develop the annual industry revenue strategy across the Society's full partnership portfolio, with the Annual Congress as the anchor property.

Achieve or exceed annual revenue goals for sponsorship, exhibition, and other approved non-dues industry revenue streams, as set with the Executive Director & CEO and approved through the Society's budget process.

Prospect, cultivate, solicit, negotiate, and secure new corporate sponsors and exhibitors.

Lead the complete sales cycle from prospecting through contract execution.

Ensure a smooth transition of sponsor commitments to the Manager, Exhibition & Sponsorship Operations for fulfillment and onsite execution.

Create and manage customized sponsorship and partnership proposals that align partner objectives with ISTH's mission, scientific priorities, and organizational offerings, while collaborating with leadership on strategic opportunities.

Negotiate sponsorship agreements, exhibit contracts, and commercial terms.

Lead sponsor renewals and grow existing accounts by identifying opportunities to increase investment and long-term engagement.

Maintain an active sales pipeline and accurate revenue forecasts.

Identify innovative sponsorship products and revenue-generating opportunities based on market trends and customer feedback.

Represent ISTH professionally during sponsor meetings, networking events, industry conferences, and site visits.

Design and sell multi-year and enterprise-level partnership agreements that move the Society beyond transactional, single-Congress sponsorship toward durable strategic alliances.

Oversee the administration of the Society's tiered strategic partnership program, recommending enhancements to partnership benefits, recognition standards, and pricing models to improve partner engagement and value.

Identify and cultivate industry revenue opportunities outside the Congress, including educational courses, ISTH Academy and digital learning, research and registry initiatives, awards and fellowships, and journal-adjacent opportunities, in coordination with the responsible department leads.

Industry Relationship Management

Serve as the primary relationship manager and single point of accountability for pharmaceutical, biotechnology, diagnostics, medical device, and healthcare industry partners across all Society touchpoints.

Develop and maintain trusted relationships with key decision-makers across commercial, marketing, medical affairs, scientific affairs, and corporate partnership teams.

Conduct regular meetings with sponsors and exhibitors throughout the sales cycle.

Provide consultative solutions that maximize value for both industry partners and ISTH.

Deliver exceptional customer service while fostering long-term partnerships and sponsor retention.

Maintain a documented account plan for each major industry partner, including relationship map, historical investment, renewal risk, and growth strategy; brief the Executive Director/CEO and Society leadership in advance of senior-level partner engagements.

Support the establishment and ongoing management of an ISTH Industry Advisory Forum or equivalent structured mechanism for two-way dialogue with industry partners, in coordination with the Executive Director/CEO and Council.

Coordinate industry-facing communication so that partners receive consistent, coherent outreach from ISTH rather than duplicative requests from multiple departments.

Strategic Business Development

Identify emerging market opportunities and recommend new sponsorship offerings.

Monitor trends within the scientific meeting, association, and healthcare…