Membership Development Executive

New York, NY
911/US Enterprise Development
12-03-2018
New York, NY
Depends on Experience 
Full Time
35

About The Conference Board

Founded in 1916, The Conference Board is the member-driven think tank that delivers trusted insights for what’s ahead. Our agenda is simple: to help leaders navigate the biggest issues facing business and better serve society. We believe in innovative approaches that make you think- and act- differently. And everything we do reflects the input of our members and their real-world challenges. 

We do this by delivering business insights. We connect senior executives across industries and geographies to share ideas, and our experts create fact-based research and consensus-driven policy statements to help leaders address their most important business issues.

Because we are independent, non-partisan, and non-profit our work is trusted. If you learned it at The Conference Board you can count on it.

 

SUMMARY:                                                               

This new business sales position is an individual contributor “hunter” role that primarily focuses on selling new individual memberships to senior corporate executives.  You will be responsible for new membership sales in one of our U.S. sales territories. This role requires experience in successfully selling intangible research and/or business services to senior Fortune 1000 business executives within HR, Finance, Marketing, and Legal departments.  You will also be collaborating across many other functions/teams at The Conference Board, including lead development, marketing, finance, research, councils, conferences and centers.  You will be responsible for attaining your annual sales quota (approximately $500,000).       

 

REPORTING RELATIONSHIPS:                     

Reports to the Executive Director, U.S. Member Development   

 

PRINCIPLE DIRECT ACTIVITIES                 

Responsibilities may include, but are not limited to:

  1. Creates and executes the strategy for selling memberships to prospects within the territory to achieve sales goals.   
  2. Directly responsible, as an individual seller, for approximately $500,000 of sales in one territory among $1B+ companies and Mid-Market firms, including creating leads, conducting telephone meetings with senior executives, and facilitating all aspects of the deal to close. Positions appropriate products in conjunction with new memberships, such as councils.
  3. Conducts sales meetings with prospective The Conference Board members using our Sandler sales process.
  4. Prepares and presents professional proposals that support The Conference Board's unique value proposition to prospects.
  5. Participates in select trade shows and conferences in order to identify and develop new prospective members.
  6. Leverages referrals to identify and develop new prospects.
  7. Regularly participates in pipeline reviews and sales strategy discussions with the direct manager.  Submits sales forecasts to the direct manager , as required.
  8. Builds and presents business cases to the direct manager for approval in special circumstances involving non-standard discounts or offerings.
  9. Works closely with our Member Development and Council team to successfully onboard new members.
  10. Executes focused sales campaigns to increase appointments and advance sales opportunities.
  11. Works collaboratively with various groups across The Conference Board (i.e., marketing, councils, conferences) in order to represent the needs of prospective members and increase The Conference Board-wide revenue.
  12. Where necessary, negotiates the membership agreement in collaboration with  The Conference Board's legal department.
  13. Keeps current on The Conference Board's key products and services, to include our research and future research agendas, in order to have substantive conversations with executives about their business needs.
  14. Fully leverages Social Media to build and broaden relationships and enhance individual personal brand, as well as The Conference Board's brand.
  15. Other duties as assigned.

 

DESIRED QUALIFICATIONS                           

  • Bachelor’s degree with 7+ years’ work experience, with a minimum of 2 years in sales
  • Knowledge of corporate structures and the various executive roles which exist
  • Ability to build relationships across all levels of the organization and to collaborate across departments to achieve goals
  • An MBA or other advanced degree is a plus 
  • Knowledge and experience with Sandler is a plus
  • Experience in Social Selling (Social Media) is a plus 
  • At least 2-4 years of related business development experience
  • Experience in c-level business strategy, including HR strategy. 
  • Strong skills in business development, business communications, strategic thinking and sales strategy are a must.