Director, Partner Development

Overview

Naylor Association Solutions is seeking a highly motivated, energetic individual for a Business Development-focused Director role with demonstrated ability to help us expand our business within the Association marketplace.

This includes meeting with and developing relationships with Association leaders, evaluating for fit and signing new business agreements with association clients.

Key elements of the job include the research and monitoring of associations and industries to identify potential new association partners, as well as the aggressive pursuit of new associations and new business opportunities.

The position may be based either in a Naylor Association Solutions office (DC, Chicago, Atlanta) or remotely near the region if the individual does not reside in a city with a Naylor office.

The position requires moderate travel, as necessary and appropriate.

Responsibilities

1. Develops annual business objectives.

Prepares an annual business development plan, in conjunction with the VP of Business Development and other team members.

The plan identifies performance goals for the year, identifying prospective clients, numbers of new signatures, financial sales targets, profitability, etc.

Performance will be measured against approved plan goals.

2. Achieves new business goals.

• Pursues new associations for partnership opportunities where preliminary assessment measures indicate opportunities for profitable, quality accounts.
• Quick & Thorough Follow-Up : Ensure prompt, comprehensive follow-up on all assigned leads. Immediate action and regular updates are required to effectively move leads forward and close deals.
• Documented Activity : Consistently document all activities related to progressing existing opportunities and prospecting for new ones.

Maintain detailed and accurate records of all interactions and activities in Salesforce.com.

Consistent Total Running Pipeline : Maintain a consistent, strategically managed pipeline that ensures coverage relative to your sales targets.

A healthy pipeline is critical for meeting objectives, and your efforts should be focused on growing and managing this pipeline diligently.

Execution of Individual Pipeline Build Plan : Develop and execute an individual pipeline build plan to address any shortfalls in pipeline coverage.

This plan should be followed with discipline, regularly updated, and aligned with performance expectations.

• Clean & Accurate Pipeline Management in Salesforce.com : Maintain a clean, accurate, and up-to-date Salesforce.com pipeline, reflecting the true status of each opportunity and the progression of deals.
• Client Evaluation and Contract Negotiation : Conduct onsite visits, phone calls, and virtual meetings to evaluate prospective clients and ensure they fit Naylor's criteria for partnership.

Manage all aspects of contract negotiations, including specifications, budgets, P&L, rates, and schedules, ensuring profitability and alignment with company goals.

• Trade Show and Networking Events : Attend trade shows, conferences, and industry events to establish network opportunities, generate leads, and grow the sales pipeline.
• Financial Analysis : Prepare and manage accurate draft P&Ls for potential projects, ensuring they meet company profitability standards.

Obtain approvals from key stakeholders, including the CFO and Vice President of Account Management, and finalize proposals and contracts accordingly.

CRM Management : Ensure all customer relationship contact and sales activity information is entered and maintained accurately in Salesforce, enabling real-time visibility for the Partner Development team and company leadership.

Qualifications

• A bachelor's degree in business or related field or equivalent related work experience.
• Experience relative to this level in a business development / sales role is required. Outside sales are preferred, however Naylor inside sales experience may also be considered.
• Demonstrated success in securing and managing large-scale events in the Association space, including conferences, conventions, and trade shows is strongly preferred.
• Strategic Thinking : A strategic mindset to identify and target high-potential associations for event partnerships.
• Familiarity and experience working with associations, including how associations operate, is strongly preferred. Experience could be related to working for an association, providing, or selling services to an association, or other such roles which provide insight into the unique world of associations.
• Sound business knowledge of assigned geographic areas and / or industries preferred.
• Proven, demonstrable strong written and verbal communications skills, including the capability to work with C-level association executives as well as all other levels of association staff, as well as executives and all levels of staff within Naylor.
• Ability to write / create effective proposals.
• Possesses strong presentation skills and has experience presenting to groups large and small.
• Strong capabilities to communicate up, down and laterally within the organization. Preferred candidates will have a strong sense of the importance of effective internal communications and be able to deliver in this capacity.
• Proven track record for taking initiative, dealing with challenging situations, and pursuing initiatives and activities independently, while also having good collaboration skills and a demonstrated skills working with others in a team environment.
• Demonstrated time-management skills, the ability to prioritize work assignments, and thrive under pressure.
• Strong competency in MS Office, use of the Web and web-related tools, and an aptitude to quickly learn and comfortably use other various software systems including CRM systems, tools such as Salesforce.

com, GroupWise, and Naylor MIS.

• Ability to travel as much as 30% or more of the time, with occasional extended trips.
• Commitment to conduct oneself according to Naylor's operating values, which include operating with integrity, honesty and in a spirit of teamwork and respect.

Naylor Association Solutions is an equal opportunity employer and is committed to hiring a diverse workforce.