Manager, Business Development & Industry Engagement bei International Foundation of Employee Benefit Plans

Description

Summary:

This role is an experienced, high-caliber sales professional with a proven track record of new business development results. This individual will be assigned specific events and/or products for which they will be responsible for selling exhibit booths, sponsorship and/or multiple advertising opportunities to industry partners of the International Foundation, the Wellness Alliance, and/or the ISCEBS. 

Operating under a “sales only” service agreement to IFEBP Services, LLC (“the LLC”), this business development professional will conduct sales activities on behalf of the LLC. This arrangement requires strong attention to detail, excellent written and verbal communication skills, and exceptional collaboration and partnership skills to effectively work with the administrative, operational, and logistical team within IFEBP Services, LLC business. 

Essential Duties and Responsibilities:
This Position Description is not designed 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. 

• In partnership with management, establishes exhibits, sponsorship, and advertising opportunities, benefits packages, pricing, budgets, and annual sales targets for each assigned event/product. 
•    -- Strong focus on driving advertising acquisition, activation, and retention/expansion strategies for member magazines, newsletters, the Service Provider Directory and other digital opportunities.
• Responsible for the creation, development, execution, and maintenance of sales collateral and/or marketing materials to be provided to prospective exhibitors, advertisers, and/or sponsors. 
•    -- Collateral includes without limit: sales-based websites or webpages, brochures, email, direct mail, and “sell sheets” for assigned programs, products, and packages. 
•    -- Partner with the marketing and graphics team to generate, enhance, or launch marketing and sales collateral and campaigns.
• Demonstrates detailed knowledge and understanding of all product offerings in addition to exhibit, sponsorship, and advertising opportunities to accurately and effectively present these to prospects.
• To attain revenue goals, develops and implements comprehensive and compelling sales and marketing plans which include using passive sales/marketing methods (e.g.: direct mail, email, social media, etc.) and active sales/marketing methods (e.g.: cold calling, social media, onsite visits, responding to website inquiries, etc.).
•    -- Researches and identifies potential prospects and new entrants to the industry, analyzing their alignment with organizational goals, target audience, and events.
•    -- Cultivates and maintains strong relationships with existing and potential exhibitors, sponsors, and advertisers.
•    -- Creates and presents compelling and sometimes customized proposals that highlight the benefits for event and industry partners, including up-selling and/or cross-selling.
•    -- Responsible for pre-contract information requests, follow-up.
•    -- Lead retention, up-selling and/or cross-selling of assigned contacts and partners.
•    -- Negotiates sales terms within organizational and event parameters; however, does not complete contracts or issue invoices.
•       ---- Once the sale is made, hands off the agreements/contracts to members of the LLC team to manage processing, fulfillment, event registrations, on-site logistics and recognition, and other logistical coordination. The LLC staff becomes the primary point of contact for the exhibitor, advertiser, or sponsor through the event date/fulfillment commitment. 
•    -- Works collaboratively with the LLC team to ensure smooth transfer, successful fulfillment processes and execution of agreements.
• Responsible for own CRM system data entry and data maintenance as it relates to prospect contact information, lead generation, sales funnel tracking, and sales conversion tracking. Maintain historical records of past sales prospects and contacts. 
• Maintains a thorough knowledge of the Foundation’s and the Wellness Alliance’s educational programs, services, product lines, market behavior, and industry trends to anticipate changing customer needs and proactively manage relationships. The priority will initially be mastering knowledge of the assigned programs and product lines.
• Develops and provides regular performance reports and forecasts and maintains accountability for sales goal achievement, including but not limited to respective key metrics and/or budget achievement. Evaluates ROI of lead generation and sales efforts. 
• As assigned, represents the International Foundation and Wellness Alliance at relevant industry conferences, trade shows, and networking events to expand your network and promote exhibit, sponsorship, and advertising opportunities. 
• As appropriate, provides input to the meeting management team regarding exhibit floor layout, on-site sponsorship recognition (to maximize revenue opportunities), and traffic building initiatives and value-adds. Maintains knowledge of conference timelines and sponsorship deadlines.
• Collaborates with management, the LLC, and the education team on new exhibits, sponsorship, and advertising opportunities based on customer feedback, event parameters, and evolving industry practices, competitive offerings and market conditions. 
• While the LLC (specifically: Exhibits and Meeting Management) will be responsible for the logistical planning, client services, and implementation/execution of the exhibit floors, this position will often be assigned to “open” the Exhibit Floor to thank sales clients and secure booth renewals.
•    -- May be assigned to work Exhibit Floors, as appropriate, for specific events. 
•    -- May be assigned to assist meeting management team members on site visits or may be invited to attend exhibit floor planning meetings. 
• Must professionally, productively and effectively collaborate and communicate with all departments of the International Foundation and its affiliate organizations.

Supervisory Responsibilities:
No formal supervisory responsibilities. Incumbent may train/mentor more junior staff members.

Requirements

Required Education/ Experience:
The International Foundation will always consider candidates with an equivalent combination of education and relevant experience.

• A bachelor's degree plus at least 3+ years successful outside sales experience (that includes cold-calling), or equivalent combination of experience and education. 
• Prior sales experience in tradeshow, exhibit halls, or advertising/sponsorships is required.
• Wellness industry knowledge preferred.

Minimum Qualifications/Skills: 

• Proven track record of success developing new business to drive revenue within established parameters and guidelines. 
• Prior experience generating new, relevant lead sources and converting for new business results is critical to success in role.
• Excellent interpersonal, verbal, and written communication skills.
• Demonstrated ability to develop sales collateral.
• Strong attention to detail and an ability to explain (written and verbal) complex topics in easy-to-understand way. 
• Ability to effectively handle rapidly changing priorities in a fast-paced environment.
• Must be able to work independently, effectively managing time and priorities. Must also be able to work in a collaborative team environment.
• Must be proficient in using CRM platforms. Microsoft Dynamics preferred but will train candidates with alternate CRM platform experience.
• Must be proficient in Microsoft Office Suite of programs (Outlook, Word, Excel, PowerPoint). Smartsheet experience a plus.

Travel Requirements: 

The individual will be required to travel both domestically and internationally 20-30% of the time based on annual calendars. Generally, this will be 5-7 trips per year, each lasting approximately 3-8 consecutive days. For longer trips, the incumbent regularly works on each of the consecutive days, including during nights and weekends. Up to fifteen (15) additional paid days off work are offered per year for travel-related work conducted on weekend days.

Work Environment:
This position is expected to work from our corporate headquarters office in Brookfield, WI, Monday through Friday of each week. This is an office environment with typical conditions, including lighting, noise, seating and equipment. Following a successful training period (and pending each individual's ability to effectively work from an appropriately equipped home office, per the terms of the Hybrid Work Policy) incumbents may permitted to work remotely on Mondays and Fridays, as business needs allow, in up-to a 60/40 (onsite/remote) hybrid schedule. The Foundation reserves the right to modify the current hybrid schedule at any time as business needs dictate.

Physical Demands:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties and responsibilities of this position, the employee is required to sit or stand for extended periods of time. The employee will occasionally be required to walk, climb, stoop, kneel, crouch or crawl, reach above shoulders, and move from place to place. While attending offsite events, the individual will need to be able to work for longer-than-normal periods of time (upwards of 10-12 hours per day) over consecutive days, which may result in up-to 12 consecutive workdays of varying length. The incumbent will regularly stand and walk for long distances and/or extended periods of time. The incumbent is regularly required to talk and listen and frequently required to sit and use hands for tasks requiring dexterity and/or grasping and holding. Specific vision requirements for this position include close vision, distance vision, color vision, peripheral vision and the ability to adjust focus.

Additionally, when preparing for business trips, events and meetings, the employee may be required to unpack and assemble materials and equipment. Individual may need to lift and maneuver crates and suitcases weighing 30-50 lbs. ; and occasionally up-to 100lbs in a team-lift capacity. When attending trips, events and meetings, the incumbent will be expected to walk long distances and may be expected to stand for extended periods of time. 

The above statements reflect the general details necessary to describe the principal functions of the occupation described and shall not be construed as a detailed description of all the work that may be inherent in the occupation.

COMPENSATION, PERKS & BENEFITS:

COMP: The annual salary range for this role is $55,000-$70,000

Our incredible benefits package includes a comprehensive and affordable medical plan (which includes Teledoc), vision plan, dental plan, FSA (medical and dependent care), Employee Assistance Program (EAP), long term disability, short term disability, ample PTO (vacation, sick, holidays) and more! Our retirement plan includes a defined benefit (pension) plan AND a non-elective company 401(k) contribution AND a 401(k) matching contribution. 

Unique organizational perks include free Milwaukee County Zoo passes, an on-site fitness center with yoga, stretch, and strength training classes, mindfulness sessions, a bocce league, game nights, and even a cribbage club to name a few!

ABOUT US:

The International Foundation of Employee Benefit Plans is North America’s largest membership organization for those who work with employee benefit plans. The Foundation’s employees make a HUGE impact on the livelihoods of millions of workers across the U.S. and Canada because of the work we do in providing education and research to the benefits community. Employees enjoy an outstanding benefits package, unique employee perks, creative and caring co-workers—all within a family-friendly workplace. Speaking of workplaces, the Foundation is tucked into a 15-acre wooded slice of nature in the heart of Brookfield. We’re small enough for you to have ongoing, meaningful impact on the organization but big enough to make international news. Visit us at www.ifebp.org or connect with us on the socials.

PRE-EMPLOYMENT CONTINGENCIES

All at-will offers of employment issued by the International Foundation are contingent upon a successful completion of: background check, employment history verification, education verification (as applicable by position), credit check (as applicable by position), motor vehicle records (MVR) check (as applicable by position), 3-5 professional references, and completion of the Federal I-9 and E-Verify process to demonstrate eligibility to work for the IFEBP. 

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