Organization and Job Summary

The National Association of Wholesaler-Distributors (NAW), the Washington, DC-based trade association representing the 35,000 company, $8.2 trillion revenue distribution industry, is seeking an experienced, innovative, and motivated sales professional to join the Corporate Relations team as a Director, Data Analytics & Corporate Development.

This sales position will primarily focus on growing NAW’s data analytics revenue, generated with our Market Prospector SaaS, by identifying, targeting and engaging executives at high-priority prospect companies. The Director will be responsible for selling NAW’s data analytics offerings, developing new analytics revenue opportunities, and supporting broader membership recruitment where there is a clear strategic fit.

This role will also play an important part in advancing NAW’s long-term data analytics and membership growth strategy, with a particular emphasis on executive-level sales, new business development, and revenue generation.

Essential Job Responsibilities

• Prospecting: Manage and grow a list of prospective analytics customers and member companies in an assigned segment. Research companies, identify points of contact and develop a strategy for successfully bringing the company into membership through direct engagement.
• Sales Meetings: Set, attend, and lead meetings with CEOs, C-Suite executives, and other senior decision-makers, with a primary focus on presenting NAW’s data analytics value proposition and membership opportunities. In-person and virtual meetings will be a core part of the job. Expect regular travel (U.S. only – no international travel).
• Serve as a trusted product expert for the Market Prospector SaaS platform, conducting compelling product demonstrations, configuring customer and user accounts, generating usage and analytics reports, developing Proof of Concept (POC) analyses that clearly demonstrate customer value, and partnering with sales and subject matter experts to identify customer needs, address technical or business challenges, and accelerate successful sales outcomes.
• Closing the Sale: Manage follow-up after each sales meeting, answer final questions, introduce NAW’s resources, and execute other activities designed to close analytics sales, membership opportunities, and renewal contracts.
• Managing Current Client Base: Maintain regular contact with current customers and members to support engagement, answer questions, introduce new analytics products and membership opportunities, and close renewal contracts.
• Building Business Intelligence: Operate in a mode of constant, iterative improvement. Develop strategies and processes for NAW to capture business intelligence, analyze that information, and use it to enhance analytics sales, membership growth strategy and tactics, and prospect engagement.
• Engaging Members: Promote a member-focused culture and support the member engagement team by leveraging relationships developed during the sales process to enhance member value and identify additional analytics opportunities.

The position is based at NAW’s headquarters office in Washington, DC, near Metro Center. NAW is currently offering a hybrid work model. Employees are required to be in the office Tuesday, Wednesday, Thursday, and upon request for mandatory meetings or events. Employees are provided the opportunity to work remotely on Monday and Friday. The hybrid work model is subject to change.

Requirements

The requirements listed below are representative of the knowledge, skills, and/or abilities required to successfully perform the job as well as the education and experience requirements.

 Knowledge, Skills and Abilities:

• Demonstrated ability to identify, manage and close prospective customers, members and sales opportunities
• Demonstrated problem solving skills, including the ability to analyze data
• Strong organizational skills with attention to detail; ability to follow schedules and meet deadlines
• Exceptional interpersonal skills, exhibits a positive attitude and a professional demeanor
• Strong written and oral communication skills; ability to articulate and demonstrate the unique value proposition that NAW’s data analytics, intelligence, and membership offerings provide to industry leaders
• Exceptional customer service skills, a focused listener
• Strong t Microsoft Office Suite skills
• Strong MS Excel, Access or other non-coding data tools
• Knowledge of basic digital marketing tools and data analytics
• Strong presentation skills
• Ability to anticipate challenges and effectively resolve conflict by identifying opportunities
• Ability to work with creativity and flexibility in a fast-paced environment
• Ability to work independently as well as collaboratively with internal and external stakeholders
• Ability to create new processes and demonstrate sound judgment

Education and Experience:

• Bachelor’s degree is required; concentration in sales or marketing operations, desirable
• 5+ years of sales experience is required; experience selling data analytics, value-added services or memberships, required

Other Qualifications:

• Understanding of or direct experience working for a trade or membership association, required
• Knowledge of the distribution and/or manufacturing industry, desirable
• Experience in selling intangible products like government relations/lobbying, desirable
• Experience using CRM tools and AI-enabled sales productivity platforms; Salesforce experience, desirable

About NAW

The National Association of Wholesaler-Distributors (NAW) is one of America’s leading trade associations, representing the $8.2 trillion wholesale distribution industry. Founded in 1946, NAW comprises national, regional, and state employers of all sizes, industry trade associations, partners, and stakeholders spanning all distribution sectors. Our industry employs more than 6 million workers throughout the United States, accounting for 1/3 of the U.S. GDP. 35,000 wholesale distribution companies operate nearly 150,000 places of business across North America, including all 50 states.

Connections working at NAW