VP, Partner Development

Overview

Naylor Association Solutions is seeking a highly motivated, energetic individual for a Business Development focused role with demonstrated ability to help us expand our business within the Association marketplace.

 

The VP, Partner Development serves as a leader on our Partner Development team. Their primary responsibilities are to coach, train, motivate and mentor a select number of Directors, Partner Development (DPDs).  They are also expected to contribute individual new partnership growth at a high-level. They will also be Naylor's representative to Key Association partners. The VP, Partner Development will collaborate with the CRO to plan, develop, execute, and evaluate the annual Partner Development strategy. 

 

Individual contribution will include meeting with and developing relationships with Association leaders, evaluating for fit and signing new business agreements.  Key elements of the job include the research and monitoring of associations and industries to identify optimal Association categories for aggressive partnership growth. The position should be based in a Naylor Association Solutions office (DC, Chicago) with a minimum hybrid schedule for regular time in office. The position requires moderate travel (20%+).

Responsibilities

1. Team oversight:

• • Partnering with the CRO in monitoring retention and new business targets for the DPDs to ensure that they are tracking to hit annual goals.
  • Responsible for the coaching and development of assigned DPDs that drives performance, enhances the client experience.
  • Serves as the primary contact for successfully onboarding new DPD employees.
  • In partnership with the CRO, develops and continually evolves desired behavior and key performance indicators in the department.
  • Works collaboratively across departments with Sales, Production, Marketing, Finance, Human Resources, Corporate, etc., to resolve problems and capitalize on opportunities.
  • Responsible for identifying, setting, and distributing annual job performance expectations and sales goals for DPDs.
  • Reviews and communicates sales performance reports on regular basis to DPDs.
  • Works with DPDs to ensure they are familiar with and follow all sales administration and other policies and procedures outlined in the Sales Policy Handbook.
  • Monitor calls and sales activity and provide timely and accurate reporting and feedback to DPDs and senior management including tandem sales activity.
  • Works with DPDs to ensure they are familiar with Salesforce, MIS, ADP, DOMO, new order entry, and other computer systems correctly and effectively.

2. Individual contribution:

• • Pursues new associations for partnership opportunities where preliminary assessment measures indicate opportunities for profitable, quality accounts.
  • Achieves against targets for closed partnerships.
  • Conducts onsite visits and telephone contacts to evaluate potential partners and ensures that prospective clients are a fit for Naylor using existing tools and criteria used for assessment.
  • Achieves benchmarks for in-person meetings with new Partner prospects presenting Naylor's full suite of solutions at the senior/C-suite level in the Association community.
  • Presents at the highest level of business development sophistication including proposals, decks and RFPs.
  • Conducts and manages contract negotiations to ensure gross margin profitability.
  • Prepares accurate draft P&Ls of potential projects for approval by the CFO and CRO.
  • Drafts and finalizes proposals and contracts (according to the approved P&Ls).

3. Other function and oversight include:

• • Forecast pipeline and expected performance in partnership with Revenue Operations and Leadership.
  • Responsible for portraying a positive and professional demeanor and role modeling the behavior expected of a manager within the company.
  • Ensure business activities for self and team members are conducted within the Naylor Core Operating Values and in a professional manner with the highest degree of quality.
  • Other duties may be assigned, as needed.

Qualifications

• • A bachelor's degree in business, Marketing, or related field, preferred.
  • 5 - 7 years' work experience in a professional setting is required. Three years client relationship experience are preferred.
  • Experience relative to this level in a business development/sales role is required.
  • Strategic Thinking: A strategic mindset to identify and target high-potential associations for partnerships.
  • 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.
  • Sound business knowledge of assigned geographic areas and/or industries preferred.
  • 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 and coach others to do the same.
  • 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 20% 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.

Employment Type: FULL_TIME