Director, Business Development - Discounts & Strategic Partners

Associated General Contractors of America•Arlington, VA

About The Position

Scope of Responsibilities Leads AGC’s non-dues revenue (NDR) strategy for AGC Strategic and Discount programs by defining, developing, negotiating, and managing high-value partnerships, drives organizational revenue growth, strengthens long-term partner relationships, ensures legal and financial compliance, and advances AGC’s strategic objectives through program innovation, operational improvements, and cross-departmental leadership. Primary Duties and Responsibilities: Strategic Revenue Growth & Program Leadership Lead AGC’s enterprise-wide NDR with Strategic and Discount Partner initiatives, overseeing multimillion-dollar revenue streams across, multiple years. Develop and execute long-term revenue strategies that expand AGC’s partner portfolio, increase program maturity, and deliver sustained year-over-year growth. Identify, negotiate, and close new high-value partnerships, including member discount programs and new Strategic partner agreements. Analyze market conditions, revenue trends, and partner performance to guide strategic decision-making and annual planning. Strengthen partner relationships through consistent communication, renewal strategy, and value-focused engagement. Oversee program reporting, revenue forecasting, and internal coordination with Legal, Accounting, and senior leadership. Member Discount Program Strategy & Management Manage AGC’s national Member Discount Program portfolio, including partner recruitment, contracting, marketing strategy, and performance measurement. Lead partner marketing campaigns to drive member participation and discount utilization across the association. Oversee reporting on member savings, usage trends, and discount program financial impact. Additional Revenue Leadership Lead strategy and budget management across Sponsored Surveys, WebEds, Award Programs, and Tech Demo Days. Align budget planning, pricing, and revenue tracking across Business Development and Accounting team. Develop bundle strategies, revenue models, and new offerings to drive year-over-year growth. Secondary Duties Serve as staff liaison to the Service & Supply Committee Support AGC’s advertising-related NDR activities (e.g., Wyman). Perform additional job-related responsibilities as required to support AGC’s mission and revenue goals

Requirements

Education: Bachelor’s degree in business administration, marketing, finance, or a related field required; advanced degree (MBA or similar) preferred.
Experience: Minimum of 5 years of progressive experience in business development, partnership management, or strategic revenue generation, ideally within an association, membership organization, or B2B environment.
Leadership: Demonstrated success leading cross-functional teams and managing multimillion-dollar revenue streams, with a track record of driving year-over-year growth.
Negotiation & Relationship Management: Proven ability to identify, negotiate, and close high-value partnerships, with a focus on discount programs and strategic agreements, while maintaining strong partner relationships.
Analytical Skills: Strong analytical and financial acumen, with experience in market analysis, revenue forecasting, and performance measurement.
Communication: Excellent written and verbal communication skills, with the ability to engage senior leadership at AGC and at partner organizations
Compliance & Process Improvement: Familiarity with legal, financial, and compliance requirements for partnership agreements; experience implementing operational improvements and program innovations.
Technical Proficiency: Proficient in CRM systems, Microsoft Office Suite, and program reporting tools.
Other: Ability to manage multiple projects and deadlines, adapt to changing priorities, and serve as a staff liaison to committees or working groups.

Nice To Haves

Fonteva/Salesforce experience a plus.

Responsibilities

Lead AGC’s enterprise-wide NDR with Strategic and Discount Partner initiatives, overseeing multimillion-dollar revenue streams across, multiple years.
Develop and execute long-term revenue strategies that expand AGC’s partner portfolio, increase program maturity, and deliver sustained year-over-year growth.
Identify, negotiate, and close new high-value partnerships, including member discount programs and new Strategic partner agreements.
Analyze market conditions, revenue trends, and partner performance to guide strategic decision-making and annual planning.
Strengthen partner relationships through consistent communication, renewal strategy, and value-focused engagement.
Oversee program reporting, revenue forecasting, and internal coordination with Legal, Accounting, and senior leadership.
Manage AGC’s national Member Discount Program portfolio, including partner recruitment, contracting, marketing strategy, and performance measurement.
Lead partner marketing campaigns to drive member participation and discount utilization across the association.
Oversee reporting on member savings, usage trends, and discount program financial impact.
Lead strategy and budget management across Sponsored Surveys, WebEds, Award Programs, and Tech Demo Days.
Align budget planning, pricing, and revenue tracking across Business Development and Accounting team.
Develop bundle strategies, revenue models, and new offerings to drive year-over-year growth.
Serve as staff liaison to the Service & Supply Committee
Support AGC’s advertising-related NDR activities (e.g., Wyman).
Perform additional job-related responsibilities as required to support AGC’s mission and revenue goals