Director, Account Growth and Success

McKinley Advisors is introducing a new position, the Director, Account Growth and Success, a pivotal role in expanding our new business development and growing our sales capabilities. Responsibilities in this position include: prospecting for new clients, nurturing a portfolio of current and former client relationships, and consistently achieving sales goals and targets. You’ll do this by continuing to build and expand relationships within the industry and sharing your expertise to attract new clients. Through subject matter expertise in the association industry, the Director will establish credibility, foster trust, and deliver solutions that resonate with client needs while growing McKinley’s reputation and revenue. In partnership with firm leaders, you will cultivate and communicate our firm’s value, lead by example, and contribute to the firm’s financial health. 

This role demands a self-motivated, results-oriented leader who actively engages a robust professional network and demonstrates a hands-on approach to outbound prospecting. Propelled by a strong sales infrastructure, you will contribute significantly to McKinley’s strategic growth, financial success, and industry leadership by leveraging your expertise and connections. Reporting to the Chief Experience Officer, you will have a significant impact on the long-term direction and success of our firm.

Who you are....

• A proven seller-doer who applies your association subject matter expertise in cultivating long-term business relationships and consulting engagements.
• A leader who persistently focuses on the firm first - over individual interests or team interests - and with a consistent orientation towards cultivating and meeting sales targets, contributing to the firm’s financial health. 
• You are a reliable and responsible contributor, known for your ability to deliver on multiple commitments simultaneously.  
• You are a strategic driver of high-value client engagements.  
• You are an effective consulting team leader. You deliver tremendous value to clients, provide clear direction to the team regarding roles and responsibilities, and navigate conversations about scope dynamics with clients.
• You are an industry leader and model for successful business development. You employ proven practices in prospecting and are constantly adapting and refining efforts to strengthen partnerships and generate greater business opportunities. 
  

What this looks like....

• You are a focused business developer and relationship manager, with a keen ability to assess client and market needs, and then translate McKinley’s value through proactive sales and successful contract closure. You actively engage your professional network showcasing McKinley’s capabilities to solve their biggest problems. You are trusted by potential clients who have not worked with McKinley in the past, bringing new clients to the firm.
• You are driven by results, consistently achieving and exceeding revenue targets. You have an extensive professional network of decision-makers in the association space and actively expand it. You excel in outbound prospecting and identifying opportunities, ensuring a steady pipeline of high-value engagements. Every day you are thinking about the next opportunity to help your clients. 
• Your calm leadership poise instills confidence in others, even when your workload is high-intensity and requires a fine balance of juggling priorities. You proactively address challenges and consistently exceed business development targets, all while building rapport and value with colleagues who support your efforts. 
  
• You are sought out by our clients to lead complex business opportunities with high-impact clients and partners. You excel at managing and guiding strategic conversations that align client needs with McKinley services. You foster long-term relationships that increase McKinley’s revenue and market presence.
• Your project consulting team is empowered to contribute to client engagements and move delivery efforts forward. You delegate tasks to ensure you are at your highest and best use on projects. Your client engagements create long-term value for clients, are run efficiently, and are delivered within the agreed-to fee.
• You are sought out for your ability to structure and execute high-level business development strategies. Your approaches to listening to clients, identifying opportunities, qualifying services that align to our capabilities, closing deals, and expanding market share are widely regarded as best-in-class.

WHAT YOU WILL DO 

Business Development (70%)

• Revenue Generation
  • Achieve $700k in revenue within your first year, with $500k from new business.
  • By year two, exceed $1.15M in sales, with 65% from new business.
• New Client Partnership
  • Leverage your established professional network to identify and qualify new opportunities.
  • Conduct proactive outreach to potential clients, showcasing McKinley’s expertise in solving industry challenges.
• Trusted Advisor Role
  • Serve as a subject matter expert during client interactions, pitches, and proposal development.
  • Build trust with potential clients unfamiliar with McKinley, establishing long-term relationships.
• Thought Leadership
  • Elevate McKinley’s presence in the industry by contributing thought leadership through speaking engagements, published content, and participation in events.

 Project Leadership (30%)

• Expert Client Engagement
  • Lead complex and high-stakes engagements, ensuring alignment with client needs and McKinley’s expertise.
  • Navigate challenges, including sensitive projects, scope adjustments, and client expectations.
• Team Leadership
  • Guide consulting teams, delegating effectively to focus on high-value contributions.
  • Empower team members, foster collaboration, and deliver efficient, high-impact projects.

 CORE COMPETENCIES

• A comprehensive understanding of and commitment to the association industry, including its critical contributions to advancing healthcare, science, education, and engineering. Demonstrated passion for supporting associations in achieving their missions and amplifying their impact.
• Effectively leverage diverse personal and professional network of decision-making contacts in the association industry aligned with McKinley’s target audience.
• Proven ability to meet or exceed sales goals through proactive prospecting, relationship building, and closing deals.
• Executive-level critical thinking, active listening and problem-solving skills to address client challenges and identify growth opportunities.
• Strong facilitation, negotiation and presentation abilities with a focus on client satisfaction and partnership growth.
• The highest standards of client service and accountability for quality assurance in deliverables.
• Ability to effectively organize and influence disparate stakeholders towards a common goal, build trusting relationships and successfully navigate cultural or political challenges.
• A people-first mindset with the ability to navigate complex interpersonal dynamics and foster a positive culture.
• Strong emotional intelligence and consistent embodiment of McKinley's core values.

 QUALIFICATIONS AND SKILLS

• Year-over-year success in business development settings that include meeting clear sales goals and objectives, inclusive of driving and meeting new sales targets. 
• Senior-level association management or equivalent non-profit consulting experience, including at least 10-15 years of success as a leader within an association or a firm providing consulting services.
• Consistent and proven success as a persuasive facilitator and presenter to executive-level and board-level groups. 
• Experience serving as a trusted advisor to executive and board-level stakeholders and decision-makers.
• At least two years of experience managing delivery or consulting teams of talented, high-performing individuals, delivering projects in a fast-paced environment with tight deadlines.
• Bachelor’s degree.
  

Additional Information

LOCATION AND WORK ENVIRONMENT

• McKinley Advisors is a fast-paced, high-energy firm with a highly collaborative and innovative culture. This job will experience high work demands under tight timelines requiring a flexible and adaptable approach to daily priorities.
• This position is primarily sedentary and there will be long periods in front of the computer, possibly standing and sitting for long periods.
• Work is conducted in a hybrid environment, with the expectation that the Director, Account Growth and Success will be based out of the Washington D.C. (DMV) or Chicago area. The role will also require coming to the Washington DC office for in-person staff anchor and retreat days.

POSITION TYPE

• Full-time, 100% FTE, Exempt

EMPLOYEE VALUE AND COMPENSATION

• Salary will include base pay and highly weighted variable compensation aligned with sales targets.
• McKinley Advisors provides an excellent and comprehensive benefits package that includes medical, dental, vision, 401k match, ancillary benefits, professional development opportunities and generous paid time off benefits.
• McKinley prides itself on being a highly collaborative and engaged workplace; we believe our people are our greatest assets and are always seeking ways to strengthen our work environment and culture.

Building a Stronger Us

We are committed to building a work environment that doesn’t just welcome diversity, equity, and inclusion, but celebrates it.

At McKinley our most important value is being human. We put people above everything else and celebrate and support the individuality of our staff.

McKinley provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

All applicants must be authorized to work in the U.S.

Salary : $500,000