Description

The Director of Bus. Dvpt & Partnerships is responsible for creating and selling all SITE non-dues revenue opportunities, in alignment with SITE’s strategic objectives. The Director of Bus. Dvpt & Partnerships is responsible for leading the development, sales and execution of non-dues revenue strategies, profit margin and quality delivery, as well as the day-to-day management of the Business Development team. The Director will also identify and contract industry partnership agreements to extend SITE’s reach and benefits. The Director is a member of the Senior Leadership Team, and works closely with the CEO, Directors of Events, Marketing, Membership and Operations to achieve financial and member satisfaction goals while delivering and ensuring the highest level of service to our members. This position reports to the CEO. Compensation includes a base salary plus generous commission structure.

Requirements

Responsibilities
Creates innovative strategic and business opportunities that fully leverage SITE revenue performance linked to the sponsorship of events and strategic partnerships. 

Further develops SITE value proposition to Strategic Partners and builds long-term alliances with key supplier organizations (hotel groups, destinations, DMC consortia, trade shows, etc.), over and above transactional sales to be secured to support events.  

Ensures the packaging and sales of assets linked to the SITE portfolio (events, digital marketing, research, thought leadership, etc.). 

Creates long term strategies with key industry partners that align with the overall organization’s KPIs. Through strong relationship building skills, this role will identify global opportunities that create brand awareness and generate and secure new revenue streams. 

Specific Functions

• Oversees, negotiates and creates comprehensive and integrated strategic and business opportunities that fully leverage the organization’s assets and maximizes revenue performance.
• Leads large, complex deals from start to finish. Efficiently and effectively creates and cultivates leads that translate into new business development opportunities that align with the organization’s overall strategies.
• Develops the arc of the opportunity and seamlessly leads stakeholders along the way to reinforce repeat and increased business.
• Ability to create demand and sustain relationships for leveraging opportunities by creating a sense of mutual accountability, inspire action and follow up.
• Develops and strengthens relationships with global board members, trustees and chapter leaders.
• Reinforces the existing CRM system (www.salesforce.com) and works proactively with the Business Development Specialist on the fulfilment function to ensure optimal return on investment for sponsors and strategic partners.
• Assists with service strategy that aligns with the association’s strategy
• Facilitates initial conversations and discovery phases with supplier organizations
• Provides strategic planning options
• Promotes alignment of sponsorship opportunities with the SITE vision and mission
• Ensures that the management structure (Smithbucklin), the Business Development Specialist, and the Executive Leadership Team understand and support sponsors as a primary source of revenue, engagement, delivery and satisfaction
• Contributes to the overall strategy and direction of the organization as part of the Senior Leadership Team.
• Represents SITE at various events including but not limited to SITE events and industry events. 

Leadership

• Provides input on factors that can increase sponsor, partner, and stakeholder satisfaction.
• Ensures that all internal partners are kept up to date on Sponsorship, Strategic Partnerships and Events revenues statuses where appropriate; and to consult where needed in both directions to share ideas and enhance sponsorship experiences.
• Builds and maintains industry relationships that promote mutually beneficial business opportunities.
• Maintains communication with chapters, Executive, Board & Trustees to ensure that relationships and linkages are positively encouraged, and open communication is continued.
• Demonstrate revenue development and delivery methods, coach staff through process and act as a resource for the teams in related areas as needed; provides appropriate feedback as required.
• Collaborates with the staff and key members to:
• Create a roadmap for sustainable event improvement and growth;
• Establish short- and long-range plans and goals to achieve organization event objectives;
• Design sponsorship products
• Identify budget opportunities to increase net revenues and reduce expenses
• Contributes to the overall strategy and direction of the organization as part of the Senior Leadership Team. 

Qualifications 

The items below are representative of the knowledge, skills, abilities, and experience required or preferred. This position requires the ability to effectively establish and maintain cooperative working relationships within a diverse multicultural environment. 

Bachelor’s Degree required.  

Minimum of five years of experience in sales in the business events industry 

Demonstrated experience in designing and selling sponsorship assets 

Demonstrate problem solving skills with stakeholders, anticipate needs, determine priorities and meet deadlines. 

Exceptional organizational skills with attention to detail. 

Experience with database management; Experience with Microsoft Office Suite of tools. 

Strong interpersonal skills and commitment to high level of customer service. 

Demonstrates excellent oral and written communication skills to interact effectively with members and customers outside the organization. 

Ability to prioritize and follow through effectively. 

Ability to travel to represent SITE at professional conferences, leadership meetings, and in the normal course of membership development activities. 

Please note: This job description is not designated to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.