Naylor Association Solutions is seeking a highly motivated, energetic individual for a Business Development 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 or remotely if the individual does not reside in a city with a Naylor office. The position requires moderate travel, as necessary and appropriate.
ESSENTIAL DUTIES & RESPONSIBILITIES are listed below, with other duties assigned as needed:
Develops annual business objectives.
Prepares an annual business development plan, in conjunction with the Sr. Director 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.
Achieves new business goals.
Pursues new associations for partnership opportunities where preliminary assessment measures indicate opportunities for profitable, quality accounts.
Prepare effective marketing packages for prospective clients. Sends out a minimum number of packages per month to new prospective clients.
Conducts onsite visits and telephone contacts to evaluate potential projects and ensures that prospective clients are a fit for Naylor using existing tools and criteria used for assessment.
Conducts and manages contract negotiations to ensure gross margin profitability. Prepares accurate draft P&Ls of potential projects for approval by the CFO, Sr. Director of BD, and the Group Publisher. Drafts and finalizes proposals and contracts (according to the approved P&Ls).
Negotiates all details of the projects, to include specifications, budgets, P&L, rates and scheduling on all event contracts.
Attends trade shows, conventions, conferences, etc., to establish network opportunities among associations and industry affiliates and to discover and develop appropriate business leads.
Ensures all necessary customer relationship contact and related weekly activity information is properly entered into the MIS & CRM systems used by the BD team and company executives.
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.
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.
Preferred candidates will have sound business knowledge of assigned geographic areas and/or industries.
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.
Internal Number: 2019-2132
About Naylor Association Solutions
Naylor Association Solutions helps 1,800+ professional and trade associations across North America drive non-dues revenue and engage members through integrated solutions for:Print & digital mediaEvent managementMarketing and researchCareer servicesAdvertising, sponsorship & exhibit salesContent strategy solutionsAssociation management softwareOnline learning solutionsAssociation management servicesCareers with Naylor offer opportunities to grow, a professional and challenging work environment, and competitive pay and benefits. We support our employees with comprehensive training, ongoing coaching, and constructive feedback. With an ever-growing portfolio of products and services, and more than 450 employees across six offices in Gainesville, FL, Atlanta, GA, McLean, VA, Hunt Valley, MD, Schaumburg, IL, and Winnipeg, Manitoba, there are abundant opportunities to be a successful member of the Naylor family.