Managing Director, Exhibit and Sponsorship Sales (Business Development)
American Institute of Architects
Location: Washington, D.C.
Type: Full Time
Salary: Please include desired salary
Telecommuting is allowed.
Internal Number: AIAMDB01-2022
The American Institute of Architects (AIA):
AIA will provide you with the opportunity to advocate for the value of architecture and give architects and design professionals the resources they need to do their best work. The collective voice of architects is essential and our work drives positive change through the power of design.
Each one of us at AIA is a leader committed to demonstrating our mission and values, and designing a better future for our country and planet. Even in times of change, AIA's values remain constant:
We stand for equity and human rights
We stand for architecture that strengthens our communities
We stand for a sustainable future
We stand for protecting communities from the impacts of climate change
We stand for economic opportunity
We stand for investing in the future
We speak up, and policymakers listen
The American Institute of Architects, as part of the global community, is building a culture of equity, diversity, and inclusion within the profession of architecture to create a better built environment for all. Achieving this vision has a direct impact on the relevance of the profession of architecture and the world's prosperity, health, and future.
This is a senior sales strategy and management position leading the Business Development department and is responsible for sales leadership including exhibits, sponsorship and key corporate relationships.
This creative and dynamic role will be helping to centralize business development activities within the organization under the business development team. This includes but is not limited to exhibit, conference sponsorship, continued education subscriber sales, and year-round sponsorship and advertising opportunities.
The incumbent serves as the primary executive sponsor for business development with AIA National and has direct management responsibility with four direct reports. They will work with senior management on business development strategy and execution.
The position is also responsible for developing new products, services, and experiences that drive value for AIA clients and revenue to the association. The Managing Director supports, embodies and promotes the AIA values and behaviors through their leadership. This position reports to the Senior Vice President, Sales, Events & Exhibitions.
The successful candidate must be a strategic leader that is comfortable in a fast-paced environment.
Responsible for oversight of exhibit and sponsorship sales of the Conference on Architecture, the largest annual event in the world for the architecture community.
Maintains key relationships for AIA including oversight of corporate partnership and advertising program. This includes identification of appropriate targets, investing in marketing strategies to attract interest, and supporting the account management team in closing sales and providing service on clients.
Project management responsibilities of workstreams of major transformation projects.
Analyze and plan, with Institute staff, allocation of partnership funding and aligns it with
current AIA strategic initiatives, activities and events. Develop, operationalize and manage the AIA’s national corporate sales offerings including exhibits and partnership programs; digital advertising; affinity program (AIA Advantage) and program sponsorships - through analysis of organizational assets, market conditions and customer needs.
Develop annual sales targets for each product category and corresponding compensation packages for sales team.
Oversee and coach a sales and fulfillment team to achieve sales targets, deliver exceptional customer service, ensure client renewals, identify new revenue opportunities and drive growth.
Monitor sales performance, revenue forecasting, and success of marketing promotions - providing executive management with monthly reports.
Develop and implement CRM strategy
Lead cross-organizational team to ensure timely delivery of contracted goods/benefits to customers, re-designing workflow processes as needed to ensure high-quality service.
Gather input on market opportunities and unmet customer needs to present AIA Management Team with recommendations for new lines of business or product improvements.
Serve as an organizational leader in the development of overall revenue strategy for the Institute, ensuring brand value, product differentiation and target audience / prospect segmentation to maximize revenue potential.
Work with marketing to develop promotional campaigns including themes, messages, offers, bundling, and fulfillment.
Integrate partner programs where applicable with other AIA programs and events to build relevance of AIA among the profession and the industry overall (building products industry leaders, marketing agencies, industry associations, etc.)
Provide leadership opportunities for corporate partner contacts and affiliated organizations.
Foster relationships with marketing agencies, research firms, and technology providers that support the building products industry.
Lead the generation of research and insights into the role, habits, preferences, and pain points of architects in the selection and specification of building products and materials to support realization of design intent.
Coach and develop skills and talent within the business development and sponsorship operations
Other duties as assigned.
Internal: AIA Events Department, Marketing Department, Program Stakeholders, Membership, Components, Finance, Education, AIA Foundation
External: building products, technology companies, architectural firms and all those who support the architecture and design industry
Exhibit and sponsorship sales management experience working on a mid or large size show.
Proven experience leading development of product/program marketing plans including sales, promotion, pricing, positioning, fulfillment, and e-commerce programs. Proven success in modeling sales and revenue projections and maximizing expenditures to achieve targets. Skill in identifying business opportunities with high awareness of industry trends and the membership organization environment.
Strong strategic thinking and analytical skills. Demonstrated cross functional team leadership. Strong project management skills with proven track record of leading execution that consistently meets objectives and financial goals. Ability to multi-task / concurrently manage multiple projects and adjust accordingly to market conditions, or changes within the organization.
Proven ability to close partnerships valued over $200k.
Excellent negotiation skills.
Excellent written/oral communication skills.
Technical requirements: Basic proficiency of all Microsoft Office products, SalesForce CRM, LinkedIn and Hoovers; MapYourShow, Adobe InDesign or Photoshop a plus.
Bachelor’s Degree in Business or Marketing expected; MBA preferred. Minimum of 10 years of experience in B2B business development and/or sales. Association experience and knowledge of the AEC industry preferred.
Supervisory Requirement: Business Development Team
Willingness to travel (25%) to meet objectives.
What we offer:
We offer a comprehensive benefits package that reflects our company values and workplace culture, including:
Medical, vision and dental
Paid time off
Flexible spending accounts
Income protection (Life Insurance Coverage up to 2x salary) & disability plans at no cost.
Tuition and membership reimbursements
AIA employees have access to a variety of other programs, including:
Employee Assistance Program (EAP) for employees and their family members
SmartBenefits transportation program, featuring up to $55 monthly in public transportation as well as pretax METRO parking
Computer purchase program
Fitness club discounts
Prepaid legal services program
Identity theft protection
Location Hybrid, Washington, DC metro area
This position will periodically be required to be on-site at the AIA Headquarters in Washington, D.C.
Travel Requirements: Up to 25% travel required.
An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability, in accordance with the applicable law.