Tax Director- Saddle Brook

A leader in Association Management has a great opportunity for a seasoned sales representative as the Senior Director of Sales. The Senior Director of Sales is responsible for the overall execution of AH's proactive business development sales strategy. The scope of responsibility includes prospecting, research, lead qualification, relationship management, full service / project / hybrid sales, engagement of other AH Executives in the sales process as needed, as well as the development of NBD sales collateral.This position is a member of AH's Business Development team and actively participates in the development of tools, programs, and initiatives to create internal (AH employees) and external brand ambassadors (referral partners) that will ultimately extend the business development sales force to maximize lead generation and client acquisition efforts. The Sr Director helps identify market trends that could impact the AH business model and utilizes this information to affect sales strategy and implementation.The Sr Director of Sales provides leadership and staff development of the NBD team. This staff member coordinates communication with MarCom leadership and ensures new business development efforts align with AH branding and market positioning.The Sr. Director of Sales reports to the VP, Marketing and Business Development and will also work closely with the MarCom and NBD departments.ESSENTIAL DUTIES AND RESPONSIBILITIESBe a role model for the company culture.Gain a thorough understanding of association management and AH's services by interacting with and learning from AH department heads, segment leaders, and staff on a regular basis.Model and help develop the department and company sales culture.Create awareness and build relationships with decision-makers of ideal client targets.Attend relevant networking events.Identify and monitor relevant industry trends.Build and develop prospect lists.Perform cold calls / emails that result in meetings set with AH subject matter experts.Lead meetings with ideal full service / project / hybrid client targets.Perform the necessary follow-up to move qualified prospects through conversion or to a no.Maintain a customer service-oriented, relationship-based approach with decision makers through active pre-proposal, proposal, and post-agreement engagement and conversations, research related to needs and background, and timely follow-up and professional communications using a variety of mediums (email, phone, in person, etc.).Provide the Project Manager with the information necessary to prepare all full service / hybrid / project proposals and manage proposal review submission processes.Maintain and expand the annual calendar of events for business development purposes by segment and service area.Support marketing campaigns by doing a timely follow-up on all qualified party interests (website visits, downloads, etc.).Use Salesforce and maintain accuracy in relevant sales records and reports.Coordinate lead generation efforts with the rest of the NBD and MarCom teams and maintain required pipeline reporting requirements.Assist in refining AH's market positioning through tracking of most sought-after services and most frequently asked questions coming from the growing prospect pool (continuous feedback loop to marketing and other areas of the company).Participate in the creation of sales and marketing collateral in response to feedback from prospects.Follow and uphold the documented corporate sales process; ensure best practices are being implemented across the board.Develop and maintain proposal content in the proposal management software (Loopio) as needed.Ensure that business development tools and templates are cataloged and up-to-date in a central repository.Look for, recommend, and implement changes to existing sales processes to increase the win ratio.Present to volunteer boards, CEO, and other decision-makers.Manage the complexity associated with a long sales cycle with multiple influencers.MEASUREMENT OF SUCCESSMeasuring Performance : Achieving annual sales and prospecting targets.Lead generation / acquisition on an annual, quarterly, monthly, and weekly basis.Lead qualification (ensure that leads meet AH's established ideal client profile and profitability goals).Number of sales calls made by month, by week.Number of calls that result in opportunities, proposals, and wins.Target NBD profitability targets.Management of AH NBD Salesforce (AH's CRM software).Overseeing all full service / hybrid and project relationships throughout the sales funnel (prospecting - close).Increasing revenue via new hybrid and project opportunities and support agreements.Department head feedback on performance (i.e., preparedness, completeness of the information provided, communication, facilitation of sales calls).QUALIFICATIONSThe ideal candidate will be an experienced sales professional with either an understanding of association management or the ability to learn quickly. They will be problem solvers who can easily connect the dots between prospect needs and AH solutions and effectively communicate that message to prospects. They will be confident and comfortable picking up the phone to outreach to warm and cold leads. They will be great at relationship building and customer service and provide timely, professional communication to both prospects and internal subject matter experts. They will also be a team player and work collaboratively to constantly improve our processes, messaging, and results.To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and / or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.EDUCATION / EXPERIENCE / REQUIRED PROFICIENCIESTen or more years of B2B sales experience is required, and association management experience is strongly preferred.Bachelor's in Business Admin / Marketing required; MS or MBA preferred.In accordance with Association Headquarters' commitment to provide and maintain a workplace that is free of known and preventable hazards to safeguard the health of employees and their families, clients, and affiliates, all employees are required to receive the COVID-19 vaccination unless a reasonable accommodation is approved (i.e., serious health risks or sincere religious beliefs). Such accommodations will be granted where they do not cause AH undue hardship or pose a direct threat to the health and safety of others.APPLICATION INSTRUCTIONSTo be considered for this position, the online application must be submitted, along with an updated resume. All applicable fields on the application are required.AH is a professional services firm that specializes in helping non-profit organizations achieve their mission, create value, and advance their causes, industries, and professions. We have four main divisions within AH - a full-service Association Management Company; a Marketing and Communications Agency (MarCom); a Meetings & Events Management Team; and a division that focuses on other custom solutions such as strategic planning, website builds, database integrations, accounting services, staff recruitment, credentialing management, public affairs and lobbying, and growing non-dues revenue.For more information, visit our website, connect with AH on social media, and follow us online.Association Headquarters is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, creed, color, national origin, nationality, ethnicity, ancestry, age, sex (including pregnancy), family status, marital / civil union status, religion, domestic partnership status, affectional or sexual orientation, gender identity and expression, atypical hereditary cellular or blood trait, genetic information, liability for military service, and mental or physical disability (including perceived disability, and AIDS and HIV status), language, national origin, political affiliation, socio-economic status, and other characteristics that make our employees unique.Benefits include, but are not limited to : Medical, Dental, and VisionVoluntary Life Insurance - Employee PaidPaid holidays and Paid Time Off (PTO) accrual401kBasic life insurance, short-term and long-term disabilityOther Benefits of Working at AH : Named Best Place to Work by Philadelphia Business Journal 9 Times - based on a survey conducted of our employees.Industry Leader - Most credentialed AMC and the first AMC to be Customer Service Certified by the Customer Service Institute of America.#J-18808-Ljbffr