Director of Business Development salary $65,000 to $70,000

Winthrop Rockefeller Institute•Morrilton, AR

22d•$65,000 - $70,000•Onsite

About The Position

The Director of Business Development supports the Institute’s mission by growing earned revenue through sales planning, account acquisition, pipeline management, and relationship development for outcome-driven conferences, facilitation services, and leadership workshops. This position supervises Conference Services, collaborates with Hospitality and Guest Services, Programs, Facilitation, and Advancement, and ensures business development and sales efforts align with the guest experience, long-term revenue goals, and mission engagement. This role advances the Institute’s mission through sales and revenue growth. This is a business development, sales and revenue leadership role, not a fundraising or operational delivery role. Philanthropy, grants, and donor relations are managed separately through Advancement.

Requirements

Creative thinker and problem solver with a high level of self-direction
Intellectually curious with a positive, team-minded attitude
Excellent interpersonal, analytical, communication, and organizational skills
Proficient computer skills (Microsoft 365 Office Suite, Teams, SharePoint, etc.)
Proven success in business development, sales, or marketing
Strong consultative selling skills
Ability to manage complex pipelines and long sales cycles
Strong collaboration and cross-functional leadership
Data-driven decision-making and accountability mindset
Must be able to sit for extended periods of time (8-10 hours), daily
Must be able to stand for long periods of time (3-5 hours), as needed
Must be able to lift up to 20 lbs. as needed
Must maintain a valid driver’s license and the ability to travel on behalf of the Institute.
5+ years of progressive experience in sales, business development, hospitality sales, nonprofit earned revenue, or related account-facing revenue work

Responsibilities

Develop and execute annual and multi-year earned revenue planning for conference center bookings, retreats, facilitation services, and workshops.
Own the full business development lifecycle, including market identification, relationship cultivation, lead generation, qualification, and in person, written, and phone follow up with key accounts.
Build and manage a segmented pipeline across corporate, nonprofit, government, association, education, and mission-aligned accounts.
Collaborate to identify conference revenue targets, pipeline goals, pricing strategies, performance metrics, and monthly, quarterly, and annual revenue forecasts.
Lead sales for conferences, retreats, convenings, workshops, and facilitation services by conducting site visits, account presentations, and promoting bundled service opportunities.
Partner with conference, program, and facilitation leadership to package services into clear, market-ready offerings.
Provide supervision, coaching, and alignment for Conference Services, ensuring sales commitments are feasible and handoffs to delivery are clear.
Collaborate with Advancement (Marketing) to identify and align campaigns, CRM and account engagement data, segmentation, messaging, and lead development with sales priorities.
Maintain disciplined use of CRM systems and reporting to track pipeline health, conversion rates, lost business, campaign performance, occupancy, utilization, and account growth.
Cultivate long-term account relationships, generate repeat business and referrals, and represent the Institute externally as a mission-aligned ambassador.
Support cross-departmental collaboration with Institute departments, to support goals with conferences and convenings, programs, facilitation services, and workshops.
Maintain awareness of relevant research, trends, emerging issues, and policy connected to the Institute’s work.
Perform other duties as assigned that support the Institute’s mission and day-to-day success.