Director, Sales and Sponsorships at LeadingAge

This position requires weekly in-office work (3 days) in our Washington D.C. office under a hybrid working model.
 

POSITION SUMMARY  

The Director of Sales and Sponsorships is responsible for cultivating strong, mission-aligned relationships with current and prospective corporate partners. This role plays a key part in advancing corporate engagement goals by identifying new opportunities, nurturing leads, and ensuring a high-quality experience for business partners.  

The position is accountable for growing and sustaining a portfolio of accounts through thoughtful outreach, relationship development, and service excellence. Success is measured not only by meeting revenue goals, but also by building trusted, long-term partnerships that contribute to the association’s mission and visibility. Creativity, initiative, and a solutions-focused mindset are essential.  

Additionally, the role involves maintaining favorable contacts with sponsorship, advertising, and exhibiting accounts. It targets potential clients and develops relationships to acquire new accounts, staying goal- and results-oriented to meet or exceed current sales levels. A wide degree of creativity and latitude is expected.  

IN SUPPORT OF KEY ORGANIZATIONAL STRATEGY  

This position plays an integral role in generating non-dues income for the association and directly supports LeadingAge’s strategic plan. By producing revenue through corporate engagement, it contributes to the infrastructure and sustainability of the organization.

ESSENTIAL DUTIES AND RESPONSIBILITIES:
 

• In coordination with the VP, Business Development the director is responsible for strategically identifying potential new companies and explaining the value and benefits of exhibiting at LeadingAge events. The Director will partner with the Marketing team to create lead-generation strategies.
• In coordination with VP, Business Development the director will be the primary interface with exhibitors and sponsors at all LeadingAge events. They must have experience in being responsive, taking a customer-first approach, and providing white-glove service.
• Direct and manage efforts to produce successful and thriving tradeshow for the association.
• Monitor and recommend enhancements to systems, processes, tools, policies, and customer service standards for Exhibits and commercial engagement to VP Corporate Engagement; bring new, and best-in-class ideas and trends or policies to the Association practices
• Identify, contract, and direct related partner vendors in advance and on site. Negotiate and administer appropriate contracts with vendors who provide services for the exhibition and annual meeting.
• Responsible for meeting sales quotas of exhibit space, sponsorship and advertising for Annual Meeting and Leadership Summit, Virtual Events, Corporate Partnership Program and other projects that arise.
• Recognizes sales trends and adjusts sales strategies as needed in collaboration with VP of Corporate Engagement in order to achieve financial goals.
• Provide coaching and support to team members as needed
• Upgrade current members and/or recruits new companies to higher Corporate Alliance levels 
• Research and cultivate relationships with existing and potential exhibitors and sponsors.
• Maintain comprehensive sales and communication reporting 
• Maintain and grow database of current and prospective business members, exhibitors and sponsors. 
• Provide sales copy for website, monthly exhibitor newsletters, HTML’s. Update copy routinely/as needed online and in PDF sales decks. 
• Collaborate weekly with internal and external marketing partners to distribute sales campaign messages. 
• Participates in and contributes to strategic planning meetings for cross-divisional projects (with CAST, Conferences, IT, etc.) 
• Manage online floor plan tool, research and implement new tools and features to enhance exhibitor visibility, attendee interaction, and staff ease of use.
• Help generate new revenue options from digital advertising options in new floor plan management tool. 
• Established and oversees renewal process for Annual Meeting to include creating schedules, communications and tools for the sales team, as well as working with VP of Corporate Engagement to finalize floor plan and exhibitor offerings for the next year.
• Communicate efficiently and timely to sales, exhibitor and member requests. 
• Occasional travel to outside trade shows and events for the purpose of prospecting new clients and continuing cultivating current relationships.
• Models LeadingAge core values and is committed to fostering a diverse, equitable and inclusive community where all are able to meaningfully contribute and thrive.

COMPENSATION AND BENEFITS:  

The salary range for this full-time, (37.5-hour work week), exempt, D.C. based position is ($130,000-$145,000). Salary offered may vary depending on relevant factors as determined by LeadingAge, which may include, but are not limited to, background and experience, knowledge, skills and abilities, certifications and licensures, internal equity, geographic location and other organizational needs. Salaries for candidates hired outside of the DMV will have salary adjusted using Economic Research Institute’s, Geographic Tool Assessor.  

For full-time positions, we offer:  

• Unlimited Vacation after successful completion of the introductory period; 15 hours Volunteer Time; 22.5 hours of Personal Time
• Accrue 12 days of sick leave per year, to maximum of 60 days or 450 hours.
• The full health & wellness benefits package includes medical, dental, short-and-term disability and life insurance with generous employer contributions to medical, dental and vision premiums. Employer paid short-and long-term disability & AD 7 D and long-term care.
• Employer contribution to Health Savings Account (HSA)
• 11-paid federal holidays
• Opportunity to join 403(b) savings & retirement plan upon hire by making voluntary contributions. After you have successfully completeded one year of service, LeadingAge will match 3% of your own per pay period contribution. And LeadingAge will contribute an additional 4% of your semi-monthly gross salary each pay period as a basic employer contribution.

QUALIFICATIONS, KNOWLEDGE, AND SKILLS REQUIRED  

• Minimum of 5 years of experience in advertising, trade show sales, and/or phone sales, with a proven track record of meeting or exceeding high-volume sales quotas. Equivalent combinations of education and experience will be considered. Prior experience in an association setting is preferred.
• Strong interpersonal, communication, and presentation skills, with the ability to engage effectively with staff, members, and external partners at all levels.
• Demonstrated ability to conduct cold calls and follow up with new and existing business partners. Proven success in phone-based sales is required.
• Excellent attention to detail, organizational skills, and the ability to manage multiple priorities. A collaborative, team-oriented mindset is essential.
• Proficiency in Microsoft Office applications, including Word, Excel, and Access. Experience with Salesforce and Expocad is a plus.

Diversity, Equity & Inclusion Commitment:  

LeadingAge recognizes the intersectionality of ageism, racism and other forms of discrimination. We are committed to being a just, inclusive, antiracist and equitable community that values and honors the unique qualities, wisdom and lived experience of all people. We are steadfast in our commitment and will invest in opportunities to foster a diverse, equitable and inclusive community, where all are able to meaningfully contribute and thrive.  

ADA SPECIFICATIONS:  

• Ability to communicate information and ideas so others will understand. 
• Ability to travel to external meetings both locally and nationally, including periodic overnight travel. 
• Normal work requires frequent use telephone and computer (monitor, keyboard, mouse).
• Ability to be mobile at Annual Meeting; Leadership Summit Conference; and other meetings and events. 
• May be required to move about frequently in the office to access file cabinets, office equipment, attend meetings, etc.
• May require standing/sitting for prolonged periods of time during meetings and conferences.

The above statements are intended to describe the general nature and level of work being performed by the individual(s) assigned to this position. They are not intended to be an exhaustive list of all duties, responsibilities, and skills required. Management reserves the right to modify, add, or remove duties and to assign other duties as necessary.  

Applicants in need of special assistance or accommodation during the interview process or in accessing our website may contact us by sending an email to [email protected]. In your email, please include your name and preferred method of contact, and we will respond as soon as possible. 

We are an equal opportunity employer committed to attracting and maintaining a diverse work force. We seek talented, dedicated professionals who have a genuine interest in helping us fulfill our promise to: Inspire. Serve. Advocate. All qualified candidates will receive consideration for employment without regard to race, color, religion, sex, age, sexual orientation, gender identity or expression, national origin, ancestry, citizenship, genetic information, registered domestic partner status, marital status, status as a crime victim, disability, protected veteran status or any other characteristics protected by federal and District of Columbia laws.