Associate Director, Business Development

Job Description

We are currently seeking an entrepreneurial, persuasive leader for the position of Associate Director, Business Development to join our dynamic and growing Membership team. The Director, Business Development will have the joint responsibility of growing the member base for the National Journal Group, as well as managing a team of managers and associates. He/she will meet with senior level executives at Washington, DC’s premier public policy and government affairs organizations to understand their advocacy objectives and teach how our growing service portfolio can assist in meeting their challenges. This is a consultative sales role that requires an understanding of current political and policy issues, as well as the ability to diagnose and address the needs of prospective members. The Director, Business Development will also oversee day-to-day management of the Membership development team, and will be responsible for sales operations. Qualified candidates will have a background in sales, account management, lobbying, fundraising, or communications with management experience. This position reports directly to the Executive Director, Membership Services.

Responsibilities Include:

• Generate revenue within an assigned territory of prequalified organizations
• Cultivate relationships with senior executives and heads-of-office to discuss their strategic and operational challenges, present suite of resources and persuasively sell the vision of National Journal membership
• Manage a sales pipeline of prospects in various stages of the evaluation to maximize sales cycle effectiveness
• Achieve revenue goals through monthly meeting requirements and pipeline management
• Partner collaboratively to provide market feedback that will inform future research initiatives and new product development
• Manage a team that is comprised of individuals who are responsible for identifying prospective members, scheduling onsite meetings and supporting sales cycle as well as individual contributors who are responsible for revenue growth
• Track revenue metrics and recommend strategies and tactics to be implemented across the group in order to drive growth and surpass revenue targets

Qualifications of the Ideal Candidate:

EXPERIENCE

• Bachelor’s Degree from an accredited college/University
• 5 + years of post-graduate professional experience in one of the following areas:
  • Presenting content and ideas to constituent groups
  • Managing project inception, development and execution
  • Driving sales of new business or renewing existing clients
  • Delivering a set curriculum or training materials
• 3+ years of post-graduate sales and marketing experience tied to revenue goals
• Proven record of goal or performance-based achievement in current/past positions
• Knowledge of Washington, DC industries including Associations, Lobbying, Legal, Not-for-Profit
• Alumni of the Advisory Board Company, CEB (Corporate Executive Board) or other membership-based organization encouraged to apply

SKILLS

• Consultative-based sales experience of information services, consulting or professional services
• Relationship management including establishing and maintaining credibility with senior executives
• Deliver presentations and facilitate discussions
• Strategically think through complex issues and ability to identify multiple solutions
• Demonstrate poise, grace and hospitality under pressure
• Experience managing/coaching others towards individual performance targets and providing real-time feedback
• Entrepreneurial spirit managing multiple, competing priorities
• Management experience

Across Atlantic Media, generally, the firm looks for two “pillar gifts” in its candidates. In all of us, these are more aspirational than actual, but they are central in our intentions.

1. Force of Intellect - Atlantic Media seeks a discipline and rigor of thought as manifested, often, in exceptional academic performance and, later, success in a professional environment.

2. Spirit of Generosity - Equally, Atlantic Media seeks what we term a spirit of generosity – a natural disposition towards service and selfless conduct.

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