Manager, Outreach and Member Engagement

International Foundation of Employee Benefit Plans•Brookfield, WI

2d•Hybrid

About The Position

The Manager, Outreach and Member Engagement cultivates industry relationships through proactive outreach and ongoing engagement, identifies mutually valuable opportunities, and supports revenue growth. The role connects with current, prospective, and lapsed member organizations, industry partners, CEBS students, and educational program participants to increase awareness, deepen engagement, and drive participation in International Foundation programs, including Team Training and Contract Programs. The Manager develops new business, advances a qualified pipeline, and supports retention and account growth across membership, CEBS, educational programs, and exhibit, sponsorship, and advertising sales, working with internal teams to align customer needs with relevant offerings. The position develops relationships with industry partners and strategic accounts, identifies customer training and education needs, and recommends relevant programs and services. It plans and carries out outreach for assigned programs, events, and products; pursues new business and account growth; represents the Foundation at industry events; and negotiates sales terms within approved parameters. The Manager also prospectively researches organizations and decision-makers, maintains pipeline activity and CRM records, and advances opportunities through follow-up. In partnership with internal stakeholders, the role supports sales collateral and outreach materials, shares customer and market feedback, and provides information needed for sales closing and handoffs. There are no formal supervisory responsibilities, although the incumbent may train or mentor more junior staff. The position is based at the corporate headquarters in Brookfield, Wisconsin, with a potential hybrid schedule after successful training and subject to business needs and the Hybrid Work Policy. Travel domestically and internationally may be required up to 30% of the time, generally 5–7 trips per year lasting approximately 3–8 consecutive days. Longer trips may involve work on nights and weekends; up to 15 additional paid Comp Days per year are offered for mandatory travel-related weekend work.

Requirements

Bachelor’s degree in Business Administration/Management, Communications, or a related field; an equivalent combination of education and relevant external experience may be considered.
At least 3 years of relationship management experience, with demonstrated success in account management and revenue growth.
Professional sales experience, particularly in cold prospecting, lead research, and pipeline development.
Initiative and confidence initiating conversations with current and prospective customers by phone, email, social media, and in person.
Clear, concise, and persuasive verbal and written communication skills, including active listening and professional follow-up.
Strong organizational and time-management skills, including the discipline to maintain prospecting cadence, next steps, and accurate records.
Relationship-first, results-oriented approach, with the ability to build lasting customer and industry-partner relationships and meet outbound activity and pipeline goals.
Curiosity and a consultative approach, including the ability to ask insightful questions, uncover customer needs, and turn engagement into relationships and business opportunities.
Foundational business acumen, including the ability to discuss pricing, budget, value, timelines, and sales goals.
Acute attention to detail and the ability to distill complex information in an easy-to-understand manner.
Proficiency with CRM platforms such as Microsoft Dynamics, HubSpot, or Salesforce, and Microsoft Outlook, Word, Excel, and PowerPoint.
Ability to travel domestically and internationally up to 30% of the time; generally 5–7 trips per year lasting approximately 3–8 consecutive days.
Ability to meet the position’s physical demands, including regularly sitting, using hands to finger, handle, or feel, and talking or hearing; occasional standing, walking, reaching, stooping, kneeling, or crouching; and occasional lifting or moving of up to 10–50 pounds.
Successful completion of applicable pre-employment contingencies, including background and employment-history checks, applicable verification and checks, 3–5 professional references, and completion of Federal I-9 and E-Verify requirements.

Nice To Haves

Smartsheet experience.
Employee benefits or educational programming experience (strongly preferred).
Certified Employee Benefit Specialist (CEBS) designation.

Responsibilities

Cultivate relationships with prospective industry partners and strategic accounts, and engage current and lapsed customers to support participation and growth across membership, CEBS, and educational programs.
Identify customers’ training and education goals; recommend relevant solutions and support participation, retention, engagement, and satisfaction.
Support development and management of joint venture strategies, affiliations, partnership agreements, and acquisitions that expand the Foundation’s reach and visibility.
Develop and execute outreach plans for assigned programs, events, and products, including target audiences, relevant offerings, and contact cadence.
Drive new business and grow existing accounts by identifying renewal, retention, cross-selling, and upselling opportunities.
Represent the International Foundation and its affiliate organizations at assigned conferences, tradeshows, networking events, and other industry activities.
Use knowledge of programs, audiences, and market trends to uncover needs and advance business opportunities.
Negotiate sales terms within approved organizational and event parameters, coordinating with product and operations teams responsible for contract execution and invoicing.
Build and maintain a qualified pipeline through cold calling, personalized email outreach, social selling, referrals, industry research, conference leads, and other prospecting methods.
Meet defined outbound activity goals for calls, emails, new contacts, qualified leads, meetings, opportunities, and pipeline value.
Research organizations, decision-makers, market segments, and emerging industry participants to identify prospects aligned with enterprise priorities.
Develop account-specific outreach plans and messaging connecting prospect needs with membership, CEBS, educational programs, and exhibit, sponsorship, and advertising opportunities.
Maintain accurate and timely CRM records of prospect contact information, lead generation, outreach outcomes, and next steps, preserving historical records of past prospects and contacts.
Advance qualified opportunities through consistent follow-up and clear next steps, support current- and future-year revenue goals, and proactively address stalled opportunities.
Partner with internal teams to develop, review, and improve sales collateral, campaigns, email, direct mail, and other outreach materials.
Share customer and market feedback relevant to business opportunities, audience outreach, and industry priorities.
Complete pre-contract information requests and provide organized customer requirements and sales details to LLC, Educational Programs, CEBS, or Membership stakeholder teams to support sales closing and handoffs.
May train or mentor more junior staff members.

Benefits

Comprehensive and affordable medical plan, including 24/7 Teledoc.
Vision plan.
Dental plan.
Medical and dependent-care FSA.
Employee Assistance Program (EAP).
Long-term disability and short-term disability.
PTO, including vacation, sick time, and holidays.
Defined-benefit pension plan.
Non-elective company 401(k) contribution and 401(k) matching contribution.
Up to 15 additional paid Comp Days per year for mandatory travel-related work conducted on weekend days.
Free Milwaukee County Zoo passes.
On-site fitness center with yoga, stretch, and strength training classes.
Mindfulness sessions.
Bocce league, game nights, and cribbage club.