ASAE helps associations, and the professionals who lead, manage, and work in them, transform society through the power of collaboration. We are looking for someone to join our team as the Vice President, Enterprise Sales. Candidates must be able to work in a diverse, inclusive, and collaborative environment where colleagues are engaged, respect and support each other, hold themselves accountable, and celebrate their work.
The Vice President will implement a multi-year strategy to expand, energize and optimize margin performance of the ASAE enterprise-wide sales portfolio. This role will lead the customer facing sales team to achieve revenue and net margin goals related to key areas including the alliance partner program, advertising and sponsored content, exhibits, digital products, and sponsorships.
With an omni-channel focus, this role will leverage ASAE market position to strengthen and modernize current programs, digital products and revenue streams while building new, diverse opportunities to respond to increasing partner expectations and meet market needs. This position will collaborate with key departments internally to deliver current and emerging revenue assets that are attractive and relevant to association decision makers and industry partners.
As leader of the customer-facing sales function, the Vice President will lead a team that represents ASAE positively and proactively to build long-term relationships and deliver a consistent buying experience—whether with multi-year partners or single event or product customers.
Essential Functions Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Key Responsibilities
Revitalize and strengthen ASAE’s Alliance Partnership Program to include assets and benefits across the ASAE portfolio
Develop strategy for lowering ASAE expenses through in-kind partnerships.
Expand product portfolio to include opportunities for medium investors and non-hospitality partners
Energize and manage ASAE sales team members to take a data-driven sales approach to meet/exceed annual/quarterly goals, build revenue pipeline
Grow the consultative sales muscles for ASAE team members
Leverage internal expertise in marketing, learning and publishing to execute partner agreements, drive partner retention and satisfaction, meet market needs
Modernize sales related activities, target accounts, pipeline reporting and budgeting by implementing appropriate CRM strategies and technology tools
Lead the development of graphic-rich, modern sales tools including proposals, prospectus and media kits
Define and achieve success in an omni-channel environment
Evaluate the competitive landscape to ensure optimum pricing and positioning
Develop and oversee systems and processes for managing partner benefit fulfillment
Major Duties & Responsibilities
Set sales goals and develop incentive compensation plan to ensure team can successfully meet or exceed revenue targets
Oversee, mentor, and manage the team’s attainment of expected revenue and margin expectations while maintaining an individual sales goal including, but not limited to, advertising, sponsorship, thought leadership, community assets and, ASAE Foundation assets
Manage and direct sales team members to manage annual/quarterly goals, revenue pipeline, sales travel budget and individual performance and development plans.
Execute partner agreements, drive partner retention and high partner satisfaction levels through collaboration with fulfillment team
Represent ASAE at industry events, conferences and on key account sales calls to present revenue channel and product opportunities.
Required Education and Experience
Bachelor’s Degree in Business Administration or equivalent combination of education, training and experience
Proven track record for leveraging digital sales strategy and growth opportunities
Data-driven sales approach to pipeline development and margin management
Seven or more years’ experience in association industry-- hospitality, meeting, events or
Five to Seven years’ experience as a regional sales director for a DMO, worldwide hotel, or media group, with focus on strategic revenue generation from DMO’s, hotels and event venues.
Supervisory Responsibility This position does have supervisory responsibilities.
Work Authorization/Security Clearance (if applicable) Must be eligible to work in the United States
Our organizational members are trade associations and individual membership societies that represent almost every sector of the economy and countless professions. Our 42,000 individual members—association professionals and industry partners—lead, manage, and work in or partner with organizations in more than a dozen association management disciplines, from executive management to finance to technology. Together, they represent 7,300 organizations and create a vibrant community that makes the world smarter, safer, and better every day.
With support of the ASAE Foundation, a separate nonprofit entity, ASAE is the premier source of learning, knowledge, and future-oriented research for the association and nonprofit profession and provides resources, education, ideas, and advocacy to enhance the power and performance of the association and nonprofit community.
ASAE Business Services, Inc. (ABSI), ASAE’s wholly-owned subsidiary, provides business solutions to the association community that help associations grow and prosper, save time and money, and simplify the business of running an association.
