Meeting Professionals International

Compensation

Full Description

The Senior Director Business Development is responsible for implementing the global sales strategy through generation of revenue within top tier accounts. These accounts will include global hotel brands, large market DMO’s and Event Service companies. This role is responsible for the successful solicitation advertising, sponsorships, thought leadership and community assets, MPI Foundation and other revenue generating products and services as deployed. The Senior Director Business is responsible for a total account management approach. This position is also responsible for developing business relationships with potential new partners as deployed by the SVPGBD. BUSINESS MANDATE: To identify, develop and acquire top level strategic accounts (as defined by the MPI Strategic Sales Strategy) that will contribute a significant, sustained and diverse revenue stream to the organization with a profitable contribution. To represent the MPI brand in a compelling manner that will drive a positive buying experience and create long-term relationships with our key partners. To provide world-class service and ensure a flawless partner fulfillment program against sold assets and deliverables. ESSENTIAL DUTIES AND RESPONSIBILITIES: Implement the global sales strategy identifying, qualifying, and selling to new top tier partners from leads in database, other publications, web sites, and tradeshow participation. (30%) Increase total revenue from each existing customer by understanding their strategic needs and leveraging MPI products to achieve needs and deliver value. (25%) Prepare and implement a strategic account management plan to meet partner needs and individual targets which include preparing proposals, presenting solutions and negotiating advertising rates, and partnership fees and benefits, with customers. (25%) Assist in the development of innovative and customer-valued assets. (10%) Maintain account information, history of contact and sales activity details up-to-date at all times in Aptify. Investigate and coordinate resolution of customer problems and issues; and actively collects unpaid balances on past due accounts. (10%) Required travel - 40% EXPERIENCE: Seven or more years’ experience in hospitality, meeting, events, or association industry. Manager of advertising, publications, and/or sponsorship sales with a focus on strategic account management. EDUCATION: Degree in Business Administration or equivalent; or five to seven years related experience and/or training or equivalent combination of education and experience COMPETENCIES: Driving Results Business & Functional Effectiveness Stakeholder Impact creating valued learning experiences, building a vital community, providing impactful tools & technology Inter-personal Impact collaborating, communicating effectively and building relationships that impact results Strategic Leadership o Developing Others KNOWLEDGE AND SKILLS: Written communication - Writes logical and grammatically correct business correspondence. Skill in speaking with persons of various social, cultural, and educational backgrounds to sell MPI products. Presentation skills - Comfortably delivers presentations to all levels of the organization. Skill in negotiating; exchanging ideas, information, and opinions with others to formulate programs and/or arrive jointly at decisions, conclusions, or solutions. Conflict resolution skills - Negotiates and resolves conflicts among team members and cross-functional partners. Stays composed during controversy. Knowledge sharing - Proactively shares information and seeks to share learning with teams across departments and functions. CREDENTIALS, LICENSE, TRADE CERTIFICATION, PROFESSIONAL DESIGNATION: None KEY SUCCESS MEASURES: Individual sales generated from all products Conversion of proposals Number of new partners Retention of existing partners STAKEHOLDERS AND CUSTOMERS: Members and prospect members Existing and potential partners of sponsors Team MPI AMERICANS WITH DISABILITY SPECIFICATIONS: PHYSICAL DEMANDS: 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 accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use hand and arms; climb stairs’, balance; stoop, kneel, crouch or crawl; talk or hear. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus. WORK ENVIRONMENT: Work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is not exposed to weather conditions. The noise level in the work environment is usually moderate. Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.