Partnership Development Director

PROFESSIONAL CONVENTION MANAGEMENT ASSOCIATION•Chicago, IL

1d•$80,000 - $80,000

About The Position

The Partnership Development Director is a dynamic and results-driven individual responsible for cultivating relationships with key partners by delivering innovative and impactful solutions in the meetings and events industry. The leader has a deep understanding of the meetings industry, its market dynamics and how to utilize PCMA’s assets to deliver value to partners. The leader in this role is collaborative and develops strategic partnership plans leveraging a wide range of assets to design a multi-channel solution, including digital advertising, social, live event sponsorships and experiential marketing opportunities to maximize the partner’s brand and to position the partner as an industry thought leader. This dynamic, solution-focused partnership professional works with existing partners and the PCMA business development team to ensure partnership growth, value to partners, and business margins.

Requirements

Superb analytical skills
Proficient with Microsoft Suite of Products, CRM, CMS
Demonstrated ability to lead and inspire a team
Outstanding communication and interpersonal skills
Flexibility
Passionate customer advocacy
Thorough knowledge of marketing principles, brand, product, and service management
Deep understanding of changing marketing dynamics
7+ years’ experience with event tech, hotels, destination marketing and venues
7+ years’ experience in business development in advertising, sponsorships and partnerships
BA in Marketing or similar field.
Proven track record of exceeding sales targets, developing new business, excellent negotiation, persuasion, and closing skills
Financial acumen and skilled at setting & managing a budget.
Excellent at collaborating with cross-functional stakeholders of all levels, both internal and external to PCMA, to accomplish event/meeting objectives.
Excellent written, verbal, and visual presentation skills, with the ability to convey complex topics with simplicity
Ability to work with a sense of urgency and deliver under tight deadlines/time frames; prioritize workload.
Data-driven mindset focused on setting and measuring KPIs and pipeline targets.
Flexible, agile with the ability to prioritize in a fast-paced and dynamic work environment
Experience working in both digital and in-person event environments, with in-depth knowledge in managing internal and external production teams
Comfortable dealing with ambiguity, with the ability to drive clarity for the team
Trustworthy and credible; high-level of integrity and excellent sense of judgment.
Strong relationship builder, influencer, and act as an ambassador for PCMA.

Responsibilities

Strategic Sales & Revenue Growth: Develop strategic, outcome-focused programs and offerings for partners in the Partnership Program
Develop and execute a comprehensive sales strategy to achieve and exceed revenue goals.
Identify growth opportunities with existing partners and cultivate new business categories.
Present innovative, multi-channel advertising and sponsorship solutions tailored to partner needs.
Develop a healthy pipeline of opportunities to ensure individual and team goals are achieved.
Client Relationship Management: Build and maintain strong relationships with partners, acting as a trusted advisor.
Understand partner goals and objectives to design custom, result-oriented agreements.
Provide post-sale support, including performance analysis and recommendations for improvement.
Product Expertise: A clear understanding of all PCMA products, product value, cost and margins
Leverage expertise in digital platforms, social media, print solutions, and live event activations to create compelling partner agreements.
Stay updated on industry trends and emerging technologies to position solutions effectively.
Collaboration & Team Leadership: Collaborate with all departments to understand product value, cost, margins and ensure seamless delivery of partnership programs.
Act as a leader within the organization, sharing market insights, customer needs, and best practices.
Continue to improve by seeking feedback from supervisor, peers, and client needs.
Reporting & Analytics: Monitor and communicate sales performance, customer insights and providing actionable insights for continuous improvement.
Use data-driven approaches to measure the impact and ROI of partnerships.
Utilize Salesforce CRM to manage opportunities and sales cycles, log pipeline meetings/calls and follow-up, and overall client management.
Industry Knowledge: Strong understanding of the meetings and events sector, including key players such as event technology providers, DMOs, venues, convention centers and hotels
Communication Skills: Exceptional written and verbal communication skills, with the ability to present compelling sales pitches and proposals to C-suite executives and senior decision-makers.
Relationship Building: Ability to establish and nurture strong relationships with clients, becoming a trusted partner in their sponsorship and advertising needs.
Self-Motivation: Highly motivated, with a proactive approach to finding and closing new business opportunities.
Adaptability: Ability to work in a fast-paced, dynamic environment and handle multiple projects and priorities with attention to detail.
Technical Proficiency: Experience with CRM (Salesforce) systems, sales tracking tools, and digital advertising platforms.
Cross-Functional Collaboration: Collaborate with other departments within PCMA, CEMA, Convene learning products, Business Development, Membership, and Foundation.
Business Development: Outcome-focused to achieve market share, subscriptions and revenue growth identifying/pursuing business opportunities and maintaining a strong client relationship.
Budgeting and Resource Management: Manage an assigned budget, clear understanding of cost and margins and profitability.
Market Research and Analysis: Stay abreast of market trends, consumer insights, and competitive landscape to identify opportunities and drive continuous improvement on development strategies.
Perform other duties as requested by supervisor.