Director, New Business Development

New York, NY
911/US Enterprise Development
01-04-2019
New York, NY
Depends on Experience  Annual
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.

 

POSITION SUMMARY:        

This new business sales position is an individual contributor “hunter” role that primarily focuses on selling to new enterprise and functional level corporate executives.  You will be responsible for all new membership sales in one of our U.S. sales territories. This senior sales role requires experience in successfully selling intangible research and/or business services to senior Fortune 1000 business executives (including CHROs, CFOs, GCs and CEOs, among other C-level positions).  You will also be collaborating across many other functions/teams at The Conference Board, including lead development, marketing, finance, research, councils, conferences and centers.  

 

REPORTING RELATIONSHIPS:                     

Reports to the Senior Director, Membership Development.   

 

PRINCIPLE DIRECT ACTIVITIES                 

Responsibilities may include, but are not limited to:

  • Creates and executes the strategy for selling enterprise memberships primarily to Enterprise prospects, as well as select Mid-Market prospects, within the territory to achieve quarterly and annual sales goals.   
  • Directly responsible, as an individual seller for sales, among $1B+ companies, including creating leads, conducting virtual and in-person meetings with senior executives, and facilitating all aspects of the deal to close. Positions appropriate products/services, such as councils and research, in conjunction with new corporate memberships.
  • Conducts sales meetings with prospective TCB members and develops new opportunities using our Sandler sales process.
  • Prepares and presents professional proposals that support TCB’s unique value proposition to prospects.
  • Participates in select trade shows and conferences in order to identify and develop new prospective members.
  • Leverages referrals to identify and develop new prospects.
  • Regularly participates in pipeline reviews and sales strategy discussions with your manager.  Submits sales forecasts to your manager, as required.
  • Travels (when required) to member prospect meetings.
  • Builds and presents business cases to your manager for approval in special circumstances involving non-standard discounts or offerings.
  • Works closely with our Member Engagement team to successfully onboard new members.
  • Executes focused sales campaigns to increase appointments and advance sales opportunities.
  • Works collaboratively with various groups across TCB (i.e., marketing, councils, conferences) in order to represent the needs of your prospective members and increase TCB-wide revenue.
  • Where necessary, negotiates the membership agreement in collaboration with  TCB’s legal department.
  • Stays knowledgeable and current on TCB’s wide array of products and services, to include our research and future research agendas, in order to have substantive conversations with executives about their business needs.
  • Fully leverages Social Media to build and broaden relationships and enhance your personal brand, as well as TCB’s brand.
  • Other duties as assigned.

 

DESIRED QUALIFICATIONS                           

  • A Bachelor’s Degree, preferably in a business field                                                                                       
  • An MBA or other advanced degree is a plus                                                                                         
  • Knowledge and experience with Sandler sales training is a plus
  • Experience in Social Selling (Social Media) is a plus
  • At least 5-8 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.