Position Objective:

To direct all business development efforts in the primary areas of sponsorship, partnership, revenue sharing and advertising sales; overseeing and tracking all revenue sources from sponsorship of the organization and creating, implementing & directing sales and marketing strategies to reach revenue and strategic business goals.

To provide senior level counseling on the business development of the organization in-line with its mission and strategic goals and to serve as the senior relationship manager in the Society’s dealings with outside entities and corporations in daily business commerce.

To participate as a member of the Senior Leadership Team to participate in decision making regarding the day-to-day operations of the Society and give strategic input in problem solving and issue management. 

Primary Responsibilities:

 •    Provide overall supervision to sales team by establishing sales goals and providing direction in completion of projects and daily sales tasks to meet advertising sales goals. Indirectly supervise Coordinator to complete administrative tasks that ensure the efficient flow of work in and out of department. 
•    Lead the development of external industry strategic alliances and partnerships. Presents opportunities to the CEO and Senior Leadership Team to review opportunities for partner collaboration to include potential joint programming, content creation, revenue share models, etc.
•    Responsible for contract negotiation, review, documentation and closing in areas pertaining to any sponsorship, partnership, marketing alliance, in-kind exchange or revenue share arrangement with the Society. Establish and enforce guidelines pertaining to sponsorship/partnerships/alliances of Society as well as sale of intellectual property and/or licensing agreements.
•    Manage, create and control all aspects of the Corporate Partnership Program, a significant non-dues revenue generator, from initial lead generation, negotiations and closing of contract, signing on of corporate partner, fulfillment of yearly contract and renewal retention program. 
•    Develop a strategy and lead new campaigns and proactive sales efforts to promote and drive group membership sales to organizations.
•    Develop and execute a strategy to diversify and grow PRSA’s revenue streams, which may include enterprise-wide membership sales & training, thought leadership opportunities, hosted buyer programs, new awards programs, digital advertising, and content licensing. 
•    Manage International Conference (ICON) sponsorship campaign and program, the largest single sponsorship revenue generator. Responsibilities include establishment of sponsorship levels, creation of benefit packages and features, prospecting and identifying potential sponsors, negotiation of sponsorship contracts, setting of sponsorship dollar goals and management of incentive commissions and committee sponsorship team. Similarly, manage the Silver Anvil Sponsorship campaign, a large single source non-dues revenue generator.
•    Establish sales goals and forecast, monthly reporting and performance requirements (Sales vs. Budget, aging receivables, cash flow forecast, revenue trends and history). Monitor sales activity and sales staff activity against budget and forecast. Provide trends analysis on product life cycle to make a recommendation to CEO on continuance or discontinuance.
•    Works with the Membership team to develop a strategy to support annual revenue development for PRSA Chapters and Professional Interest Sections.

 Secondary Responsibilities:

• Serve as an internal link between the sponsorship business of the Society and the fundraising side of the Foundation to ensure timely hand-off of potential funding opportunities.

Education:   

• Bachelor’s Degree with formal training in the areas of sales management, marketing, strategic planning, and strategic partnerships is required. Advanced certificates in sales, negotiation and business development preferred.

Experience: 

• 8 to 10 years of sales management or strategy experience, in a senior management level business development role. Association or professional membership organization experience is a plus.

 Related Skills: 

• This position requires strong interpersonal skills to build consensus among internal and external customers.
• This position has profit and loss responsibility and therefore must have the ability to budget, forecast and understand financial reporting. The incumbent must have the ability to generate new revenue.
• The incumbent must have the ability to negotiate and close sales and deals.
• Computer skills, MS Word, Excel and PowerPoint

Other Requirements: 

• Occasional travel – 10%
• Event participation – 10%, which involves standing for long periods of time.