Director, Partner Development
Canada, Canada
Job Description
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Overview:
Naylor Association Solutions is a dynamic, industry-leading organization dedicated to building stronger associations by delivering a combination of member engagement and revenue-generating solutions. Our integrated solutions span all major functional areas, including publishing and communications, trade shows and events, software and web development solutions, e-learning solutions, and association advising services.
The Director, Partner Development has the overall responsibility of serving as Naylor\xe2\x80\x99s representative to association partners and the association project(s). This role is responsible for demonstrated growth and management of clients in the form of strategic relationships, business consultation, contract retention, revenue, and additional services. In addition, they are expected to develop new revenue-generating or engagement opportunities and cross division product integration, all while delivering outstanding client service and satisfaction. Responsibilities: Develops business objectives:
- Prepares an annual business plan, in conjunction with the senior level staff, which establishes performance goals for the year, identifying the clients which can support additional products and services, and detailing a plan for providing outstanding client service and engagement
- Tracks, analyzes, and communicates key metrics to build opportunities and experiences that create scale and meaningful value for active projects and solutions
- Frequent review of KPIs to identify trends and variances
- Interpret KPIs to develop business insights for clients and internal stakeholders
- Measure effectiveness and usage of programs, tools, and templates on a regular basis
- Provide recommendations for strategic direction of product/service enhancements and assist with improvements to enhance their value
- Develop, conduct, and deliver business reviews with relevant data points in a way that provides customers with a deeper understanding of their businesses, and clearly demonstrates Naylor\xe2\x80\x99s value and contributions
- Update and utilize relationship management tools and client support systems to keep accurate records, documentation, contracts, client contact information, and key stakeholder and decision-maker identifiers
Retains and grows profitable, quality accounts:
- Responsible for maintaining the overall profitability and revenue growth for overall portfolio
- Works to clearly understand the communications and non-dues revenue goals and objectives of each association assigned to help solve for those needs
- Reviews existing accounts for ongoing profitability and works with product, project, and sales management teams to improve performance. When appropriate, renegotiates contract terms and/or cancels contracts
- Explores new product opportunities with existing associations, where appropriate and applicable
Focuses on the client experience:
- Responsible for serving as the primary liaison and advocate for assigned clients, as well as ensuring positive and profitable experiences
- Develops, nurtures, and manages the overall relationship with assigned accounts
- Engage clients to provide information and expert advice on best practices related to product setup/deployment, marketing, promotion, revenue opportunities, market trends and business reviews
- Frequently conducts virtual meetings or onsite visits to clients to gauge customer satisfaction and determine areas for improvement and/or expansion of services to the association and/or the industry
- Manages the overall communication process and relationship with the client to control and determines the different Naylor team members who communicate with the client
Achieves new business goals:
- Pursues new associations for partnership opportunities where preliminary assessment measures indicate opportunities for profitable, quality accounts
- Prepare effective marketing packages for prospective clients. Sends out a minimum number of packages per month to new prospective clients
- Attends trade shows, conventions, conferences, etc., to establish network opportunities among associations and industry affiliates and to discover and develop appropriate business leads
- Serves as liaison between the client and Naylor\xe2\x80\x99s departments, including sales, project management, editorial, marketing, etc. Collaborates with these departments to maximize opportunities and service
- Oversees the process of project setup(s) and shares information from the client with all departments necessary to service
- Provides timely resolution for association issues related to software, projects, sales, and service
- Partners internally with team leaders to identify growth opportunities and potential threats
- A bachelor\xe2\x80\x99s degree in business, Marketing, or related field, preferred
- 5 - 7 years\xe2\x80\x99 work experience in a professional setting is required. 3 years client relationship experience are preferred
- Must be computer proficient with experience in MS Office applications. CRM system experience a plus
- Excellent written and oral communication skills, and a keen understanding of maintaining/building relationships with customers
- Demonstrated experience with P&L and annual budget responsibilities
- Demonstrated accountability in achieving personal and company goals, objectives, and deadlines both strategic and financial
- Ability to analyze and evaluate data and information to guide account strategy, communication, and business direction
- Ability to negotiate, manage, and edit contracts, proposal, and requirements documents
- Ability to create compelling, informative, and sufficient presentations for internal and external stakeholders from concept to realization
- Travel is required, approximately 30-50%, varies by portfolio
Naylor Association Solutions is an equal opportunity employer and is committed to hiring a diverse workforce.
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Job Detail
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Job IdJD2131232
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IndustryNot mentioned
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Total Positions1
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Job Type:Full Time
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Salary:Not mentioned
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Employment StatusPermanent
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Job LocationCanada, Canada
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EducationNot mentioned