Manager, Membership Development

The National Association of Manufacturers (NAM) • Washington, DC

22d • $74,000 - $78,000

About The Position

The National Association of Manufacturers (NAM) is the largest manufacturing association in the United States, representing manufacturers in every industrial sector and in all 50 states. The mission of the NAM is to be the voice for all manufacturing in the United States.
Position Overview:
The Manager, Membership Development is a key member of the membership development sales team and is responsible for engaging with senior-level executives at small and mid-sized manufacturing companies to recruit them to membership in order to meet an annual revenue goal. Position leverages the current advocacy, legal, workforce and operations initiatives and a keen understanding of current political issues and industry intelligence to recruit prospective manufacturers into membership through a proven consultative evaluation journey.

Requirements

• Bachelor’s degree; or equivalent work experience
• 3-5 years of experience in sales or account management with multi-decision maker deals
• Prior experience in for-profit membership, research program, advisory and/or professional services
• Effective and influential presentation skills
• Ability to work a flexible schedule during high-volume work periods
• Excited to work effectively as a team member focused on team goals
• Motivated by work in a high expectation, rapid-response and deadline-driven environment

Nice To Haves

• Familiarity with the Challenger Sale methodology in previous roles is a plus
• Background or strong interest in politics and business policy issues is highly desirable
• Prior political fundraising experience a plus

Responsibilities

• Serve as a trusted advisor to senior-level executives of mid-cap manufacturing companies in order to recruit their companies to membership
• Manage the entire prospect journey from qualifying through close and onboarding new members
• Strategically manage territory of assigned prospective member companies through advanced segmentation, qualification and prioritization
• Develop and qualify leads to create new membership opportunities with pure prospects
• Research prospective manufacturers business line, key executives and sector challenges to develop a holistic sales strategy that leverages the NAM staff expertise.
• Performs network analysis of NAM board leadership and industry-leading members to identify relationship connections to top prospects.
• Initiates the development and execution of multi-phased email marketing campaigns to schedule first interactions with C-level contacts.
• Performs initial phone pitch with prospective members and creates a follow-up plan that demonstrates the value proposition of membership.
• Articulates knowledge of policy issues, program differentiators, industry segments and how they are impacted by current events.
• Lead the process of closing accounts and know when to leverage Vice President, Membership and NAM Leadership.
• Manages the follow-up evaluation through deep-dive furthering calls on specific NAM policy issues, member-only services and/or specific programs.
• Manage pipeline to meet or exceed monthly and quarterly pacing targets to achieve new member revenue goal.
• Coordinate a smooth transition into membership working with the assigned Account Manager.
• Identify and foster leads to other NAM revenue programs in parallel to NAM membership evaluation.
• Leverage Salesforce to manage pipeline and day-to-day activities.

Benefits

• We recognize and reward our staff with competitive pay and annual performance-based bonus programs.
• We offer an outstanding benefits package that includes health, dental, and vision insurance, life, short-term and long-term disability, flexible spending accounts, SmarTrip, and a 401(k) Salary Deferral plan with employer match and contributions, vacation and sick leave, complimentary on-site gym access and healthy snacks in the break room.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager