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Managing Dir, Bus Development, Corp Sales & Industry Relations

Water Environment Federation
Alexandria, VA
  • Expired: over a month ago. Applications are no longer accepted.
Job Description
 

Managing Director of Business Development, Corporate Sales & Industry Relations

Join the premier organization in the water quality industry and take advantage of this outstanding opportunity to stamp your signature on WEF's strategy to reaffirm its leadership in the global water sector while helping it fulfill its mission of protecting public health and the environment.

As a valued member of the executive team, you will lead and participate in the development and implementation of organizational strategies to support WEF’s revenue goals and growth and the strengthening of industry relations across the wide array of manufacturers, consulting firms, and other businesses that support the water quality and wastewater sectors, as well as industries (such as food and beverage and agriculture) that, as heavy industrial users of water, are stakeholders in the water cycle.

You will bring energy and focus to WEF’s industry relations by: 

  • Building relationships with key industry partners and decision-makers, developing and nurturing a strong knowledge of our organizational customer base and customer needs.
  • Using industry insights to develop sales initiatives and plans that maximize revenues while supporting and generating effective results for our clients and business partners.
  • Maintaining effective relations with WEF’s Exhibitions and Advertising communities, promoting WEF as a partner and keeping abreast of industry trends and innovations.  

You will lead and ensure performance, strategy and alignment of all WEF revenue streams (exhibition sales, related partnerships/sponsorships, membership, WEF advertising products, new ventures and products) while driving accountability for improving the customer experience. All such activities will be performed  in close collaboration with other departments in order to identify, mitigate or remove organizational barriers to sales success.   

To accomplish this mission, you will lead and participate in the following:

Analyze Current State

  • Develop detailed analysis of WEF’s current sales and business development strategies, approaches, marketing integration, methodologies, product pricing, staff, training, compensation structures and goal setting.

Design Future State

  • Design, develop, present, plan and deploy recommendations that will optimize the sales team capacity to meet its revenue targets with an enhanced focus on the delivery of exceptional experiences to all customers (stakeholders).
  • Identify and build the business case for initiatives that drive new revenue streams and increase the yield on existing revenue streams in advertising, exhibit, sponsorship sales, and other WEF products.
  • Develop synergies with publication sales, conference sales, and fundraising/development campaigns.
  • Develop a business development blueprint (prospect list) that identifies prospects in the water quality and wastewater sectors and industries that are heavy users of water in their products and/or manufacturing cycles.
  • Develop KPI framework and methodology (activity metrics) for measuring team success and forecasting.

Planning + Budgeting

  • As a member of the WEF Executive Team, contribute to the development of WEF’s strategic plan and annual business plan while leading the co-development of annual business plan (sales/revenue and expenses), by revenue stream, product line and sales associate. 

Sales + Business Development

  • Ensure that the sales team  meets or exceeds sales plan goals by serving as a fully engaged and inspiring player/coach.
  • Oversee all phases of the sales cycle including fulfillment to ensure a high level of customer satisfaction.
  • Generate new sales opportunities, collaborating across WEF departments to develop and implement an organization-wide sales approach; includes the sale of existing products and the development of new products.
  • Will oversee sales of booth space, advertising  and sponsorships for WEF’s annual trade show and expo, specialty conferences, as well as for sales in WEF’s publications and other products and opportunities identified as new business opportunities.
  • Effectively negotiate and manage a variety of contracts, including sales contracts for WEFTEC, WEF’s flagship expo and conference, contracts with vendors and outside contractors, and other contracts as needed. 

Reporting

  • Instill data-driven, informed decision-making for WEF and WEF’s business partners, tracking and reporting key sales data, performance indicators, and industry benchmark.
  • Develop, monitor, forecast and report revenue and expenses throughout the year and supply updated

projections that are timely and accurate. 

Innovation

  • Stay abreast of selling methodologies, pricing strategies, commission structures, and sales tools, adjusting WEF’s strategies as needed to maximize effectiveness of revenue generation and client satisfaction. 

Qualifications & Desired Attributes

Required Qualifications

  • College degree in business administration or related field.
  • 10+ years sales experience, including at least 5 years in a managerial capacity; experience with large ($15.0 MM revenue) trade expo and conference highly desired.
  • Experience with relationship-based, consultative sales models; experience with developing and implementing new sales structures, sales agreements, and sales incentives that maximize revenue opportunities while producing needed results for clients.
  • Ability to travel up to 40% of the year.
  • Excellent communication and organizational skills. 
  • Strong people management and leadership skills.
  • Strong project management skills, including the ability to meet deadlines for multiple projects.
  • Demonstrated experience in setting and meeting budgeted sales and expense goals.
  • Ability to thrive in a fast-paced environment and make solid business decisions under pressure.

Preferred Qualifications

  • Experience in a large non-profit association or federated organization environment.
  • Experience in global business development and/or regional sales models.  
  • Change management experience.
  • Knowledge of the water cycle, water quality and wastewater sectors and related industrial users.

Core Competencies

  • Listening Skills – Relationship selling is a critical component of success for this position; the ability to listen to and connect with customers to understand their needs is essential.
  • Creativity and flexibility – Must be able to adapt to changing business needs and conditions, finding innovative solutions as customer and WEF needs change over time, finding “wins” for both the customer and WEF.
  • Analytical Acumen and Powers of Persuasion– Ability to synthesize market information to formulate effective sales strategies coupled with the ability to influence others to adopt new strategies and approaches.

This person will work primarily in an office or home-office environment using standard office equipment, but onsite duties will require longer periods of standing and/or walking.  

WEF requires all employees to be fully vaccinated against COVID-19.

WEF is an equal opportunity employer and does not discriminate in hiring or employment on the basis of race, color, religion, national origin, sex, age marital status, or physical handicap. 

Water Environment Federation

Address

Alexandria, VA
22314 USA

Industry

Business

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