|Job Title:||Director, Strategic Development|
|Reports To:||Senior Vice President, Strategic Development|
SUMMARY: The Director, Strategic Development is responsible for driving growth through new member acquisition by conducting prospect research and expanding the NAM membership base through sales of major Fortune 1000 companies around the country from a variety of manufacturing industry sectors.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.
- Leverage deep industry and public policy knowledge to identify high potential emerging business and growth opportunities for new members.
- Target CEO’s and c-level executives for personal one-on-one sales meetings by conducting research, analyzing financial information and key policy issues of concern and designing an appropriate approach strategy for each individual prospective member.
- Clearly articulate the NAM value proposition effectively to an executive audience verbally and in writing.
- Identify prospect connections with NAM Board of Directors and enlarge prospect base.
- Leverage director and member leadership to assist with the sales process, and follow up accordingly.
- Partner with Directors of Member and Board Relations to coordinate and conduct sales presentations that close prospect sales and develop retention strategy during the first year of membership for new members.
- Maintain sales records and pipelines reports and handle presentations to and all correspondence with assigned prospects.
EXAMPLES OF DECISION MAKING:
On your own authority: Negotiate dues, develop prospect strategies, and work with NAM leadership to initiate involvement and contact by NAM Board of Directors.
Which require the support of associates: Design best approach to close sales with Senior Vice President, Strategic Development.
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
- A minimum of 5 years experience in intangible selling or fundraising, or new business development.
- Experience in a combination of roles including external, public relations, advocacy or fundraising, roles working inside government (e.g. Administration / Congress), corporate government relations, a trade association, or the strategy practice of a major consulting firm is highly desirable.
- Bachelor's degree, preferably in business, finance, marketing and/or political science;
- Persistent ability to make things happen; ability to set and maintain priorities and overcome obstacles.
- Extensive understanding of the policy process and knowledge of legislative and regulatory issues with which the NAM is concerned including tax, energy, human resources, international trade, and infrastructure, regulatory and transportation policy.
- Comfortable working independently and in collaborative manner in a cross-functional environment.
- Excellent communication skills, including written, verbal, and presentation skills.
- Goal-oriented - demonstrated success in setting and achieving goals.
- Ability to effectively plan and manage successful stakeholder cultivation or fundraising programs.
- Ability to work effectively with CEOs, including the "Fortune 500," and senior management.
- Strong interpersonal and organizational skills, sound judgment.
- Computer proficiency.
- Ability to handle pressure in a deadline driven environment