Job Title: Director, Strategic Development
Location: Chicago, IL/Washington, D.C.
Division: Strategic Development
Reports To: Senior Vice President, Strategic Development
FLSA Status: Exempt
Prepared Date: January 2013
SUMMARY: Conduct prospect research and expand the NAM membership base through sales
of major companies around the country. Partner with regional managers to achieve sales and
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may
Research existing prospects; analyze financial information; identify key issues of concern to
individual prospects; identify director connections and enlarge prospect base.
Make appointments to see prospects and members. Leverage director and member leadership to
assist with the sales process, and follow up accordingly. Partner with regional managers to coordinate
and conduct sales presentations that close prospect sales, and develop retention strategy during the
first year of membership.
Maintain sales records and handle presentations to and all correspondence with assigned prospects.
EXAMPLES OF DECISION MAKING:
On your own authority: Negotiate dues, develop prospect strategies with regional managers,
and handle director involvement and contact.
Which require the support of associates: Design best approach to close sales with senior vice president
and regional managers.
SUPERVISORY RESPONSIBILITIES (includes the number of employees supervised and
the nature of the supervision):
Total employees supervised: There is no direct supervisory responsibility, however the incumbent
works with a shared research manager and an assistant.
DEGREE OF SUPERVISION RECEIVED:
Minimal direct supervision is required. Immediate supervisor is kept apprised via frequent
communications and meetings.
TYPE OF CONTACTS: (includes with whom and purpose of contact)
Internal: Headquarters, Policy, External Affairs, and Member Services Departments,
issue input, sales tools.
External: Prospect contacts.
QUALIFICATIONS To perform this job successfully, an individual must be able to perform
each essential duty satisfactorily. The requirements listed below are representative of the
knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable
individuals with disabilities to perform the essential functions.
EDUCATION and/or EXPERIENCE
Bachelor's degree, preferably in business, finance, marketing and/or political science; a working knowledge of all major
issues with which the NAM is concerned; a minimum of five years experience in intangible selling
or fundraising, or similar relevant experience; ability to work effectively with CEOs, including the
"Fortune 500," and senior management. Strong interpersonal, communications and organizational
skills, sound judgment. Computer proficiency.
PHYSICAL DEMANDS The physical demands described here are representative of those
that must be met by an employee to successfully perform the essential functions of this job.
Reasonable accommodations may be made to enable individuals with disabilities to perform the
While performing the duties of this job, the employee is regularly required to sit, to use a
computer keyboard and a telephone. The employee frequently is required to talk or hear.
The employee is occasionally required to stand and walk. The employee must occasionally
lift and/or move up to 25 pounds. The employee must be able to travel regularly
(about 30% of the time).