Manager, Business Development
1 day ago
Alexandria
Job DescriptionPOSITION INFORMATION Job Title: Business Development Manager Reports To: VP Events, Education & Foundation Department: Events & Education Classification: Exempt Status: Full-Time STANDARDS In the performance of their respective tasks and duties, all employees are expected to conform to the standards of conduct and performance as outlined in the Employee Handbook. PURPOSE The Business Development Manager is responsible for the strategy, sales, and execution of the Alliance’s exhibitor, sponsor/supporter, and advertising opportunities across a portfolio of events and educational programming. This role will drive non-dues revenue by cultivating new business partnerships and deepening existing relationships with industry stakeholders through promotion and support of the Business Partner Enhanced Membership Program, in collaboration with the Membership Team. The Manager will develop and meet annual revenue goals, lead the creation of sponsor/supporter and exhibitor offerings, and work cross-functionally to support business development expectations. SUPERVISORY RESPONSIBILITY Direct Reports: Business Development Specialist. ESSENTIAL JOB DUTIES Although other duties may be assigned, the Business Development Manager duties include the following. • Develop and implement an annual supporter/sponsor, exhibit, and advertising sales strategy aligned with the association’s strategic goals and initiatives., • Collaborate with Membership team to implement Business Partner Enhanced Membership Program., • Establish and meet or exceed annual budget and growth targets for supporter/sponsor, exhibit and advertising revenue., • Monitor and improve retention and satisfaction, ensuring renewal and consistent year-over-year growth., • Identify market trends, new revenue opportunities, and areas for expansion across events, digital platforms, education programs, and other Alliance initiatives., • Cultivate and manage relationships with supporters/sponsors, exhibitors and advertisers in collaboration with the Membership and Marketing & Communications teams., • Make recommendations for pricing packages that align partner goals with organizational opportunities., • Lead contract negotiations and ensure timely execution of supporter/sponsor, exhibitor and advertiser agreements., • Collaborate with the Events, Education, and Foundation team to develop compelling supporter/sponsor, exhibitor, and advertising opportunities across live and virtual events, webinars, and other education offerings., • Work closely with the Membership and Marketing teams to identify cross-promotional opportunities and ensure a consistent business partner member experience., • Partner with the Communications team to support advertising deliverables across digital, print, and on-site materials., • Oversee the implementation and fulfillment of all supporter/sponsor, exhibitor, and advertiser benefits, ensuring high satisfaction and renewal potential., • Manage the supporter/sponsor, exhibitor and advertiser database and CRM records to track interactions, pipeline, and monthly reporting., • Supervise direct report(s), providing guidance, mentorship, and performance management ensuring effective execution of day-to-day sales, fulfillment, and reporting tasks., • Develop and share annual and pre/post-event reports, ROI analysis, and year-over-year performance dashboards., • Research emerging exhibit related trends, makes recommendations to maximize trade shows, and markets to new potential vendors, • Collaboration with Marketing & Communications Department in the development and communication of materials and collateral in support of strategy and tactical execution, • Travel to events as required., • Participation in member Committees, Councils, Workgroups as needed., • Builds and maintains strong relationships with external vendors, overseeing contracts and service delivery., • Establish SOPS with finance to ensure accurate invoice, payment tracking, and reporting. SECONDARY JOB DUTIES Performs other related duties as assigned. The omission of specific duties does not preclude the manager/supervisor from assigning duties that are logically related to the position. DECISION MAKING AUTHORITY The Business Development Manager holds decision-making authority to develop and maintain relationships with sponsors/supporters, exhibitors, and advertisers, negotiate and close standard agreements within established pricing and contract guidelines, customize package offerings within pre-approved parameters to meet partner needs, make decisions regarding ad placement, sponsor recognition, and exhibit logistics in alignment with organizational policies and event objectives. Decisions requiring deviations from pricing policies, major contract modifications, or strategic shifts are escalated to senior leadership for review and approval. QUALIFICATIONS To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. • Bachelor’s degree in business, marketing, communications, or a related field., • 5+ years of experience in sponsorship/supporter and exhibit sales, or other business development role, preferably in an association or event-driven environment., • Proven track record of meeting or exceeding revenue targets., • Experience collaborating across departments., • Proven management experience., • Ability to communicate, present and influence decision-makers. Demonstrable ability to drive the sales process from plan to close., • Proven ability to lead and support organizational change initiatives, ensuring smooth transitions and alignment with strategic goals., • Demonstrates sound judgment, discretion, and integrity in handling sensitive and confidential matters., • Excellent interpersonal and communication skills, with the ability to build trust, influence stakeholders, and collaborate effectively across all levels of the organization., • Strong strategic thinking and analytical problem-solving capabilities, with a proactive approach to identifying and addressing challenges., • Highly organized and detail-oriented, with the ability to manage multiple priorities, meet deadlines, and work independently with minimal supervision., • Strong computer and internet skills including experience using Microsoft Office and other products (including Forms, SharePoint, Teams, and Planner), DocuSign, Adobe, Zoom, Association Management Systems (reMembers/Impexium preferred), and Conference Management Systems including exhibit/supporter/sponsor sales and management and conference website development (eShow preferred)., • Must be reliable and trustworthy., • Ability to work from the assigned office two (2) days a week on a regular basis, and/or as requested by the VP Events, Education & Foundation or Chief Operating Officer. ENVIRONMENTAL CONDITIONS The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. • Moderate noise (i.e. business office with computers, phones, printers, and foot traffic)., • Ability to work in a confined office space/area., • Ability to sit and/or stand at a computer desk for an extended period., • Ability to work extended hours during peak times., • Ability to travel up to 20% of the time, mostly by air and for extended periods of time. PHYSICAL CONDITIONS The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. PHYSICAL DEMANDS: • While performing the duties of this job the employee is regularly required to stand, sit; talk, hear, use hands and fingers, and perform repetitive motions to operate a computer and telephone keyboard., • Reach, stoop, or kneel, to adjust computer and/or telephone equipment., • Specific vision abilities required by this job include close vision requirements due to computer work., • Hearing abilities required due to use of telephone., • Light to moderate lifting is possible up to twenty (20) pounds., • Regular, predictable attendance is required; as business demands dictate. EEOC & AA The Alliance is proud to be an Equal Employment Opportunity employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. If you need assistance or accommodation due to a disability, please reach out to HR PI277575872