Program Manager, Member Sales

American Bar Association•US DC Main Office, DC

38d•$80,000 - $85,000•Onsite

About The Position

The program manager is designed to serve as a force multiplier for Regional Directors (RDs). Through research, outreach campaigns, and targeted calling and email efforts, the program manager will identify and qualify prospective member banks for recruitment and retention opportunities. This role supports the Regional Directors throughout the membership sales cycle by conducting in-depth research and analysis on prospective and current members, coordinating follow-up activities, and assisting with recruitment efforts. In partnership with the RD, the program manager will develop and execute individualized engagement plans designed to strengthen each bank’s connection to the American Bankers Association (ABA) and maximize member value. This position will also represent ABA in the field through bank visits, industry conferences, and other member-facing events. Through these efforts, the role will contribute to the Membership Department’s goals of increasing engagement and retention among banks. This role serves as a sales associate role, supporting membership growth, retention, and engagement initiatives across assigned territories.

Requirements

Bachelor’s degree in business administration, communications, marketing, or related field preferred or commensurate experience.
Minimum of 2+ years of experience in sales, customer support, relationship/account management, or in a customer-facing support role.
Experience with Microsoft suite products with a heavy PowerPoint and Excel focus.
Comfortable in a sales role that includes cold calling, conducting discovery conversations to uncover prospect needs and viability.
Proven ability to establish rapport upon meeting new people and build long-term relationships with customers.
Ability to work independently.
Excellent organizational skills and strong attention to detail.
Strong verbal and written communication skills, including active listening skills.
Ability to interact and communicate with C-levels.
Strong critical thinking skills and deductive reasoning.
Ability to be resourceful and actively seek ways to assist customers to exceed their expectations.
Ability to work well under pressure.
Ability to meet multiple needs and anticipate change.
Ability to travel (less than 20%) required.

Nice To Haves

Experience in financial services or trade associations preferred.
Salesforce experience is a plus.

Responsibilities

Conduct bank outreach and calling campaigns to generate sales and retention opportunities.
Identify the bank’s needs, in coordination with the RD, develop and execute a plan to connect the bank to ABA products and services that will provide a value proposition for the member.
Develop and execute onboarding programs for new members.
Coordinate and schedule bank visits for Regional Directors (RDs) and support the delivery of webinars to member banks as part of territory-specific engagement campaigns.
Provide concierge-level support to banks with assets upwards of $100 million+, responding to banker inquiries and connecting members with the appropriate ABA experts, resources, or solutions based on their needs.
Develop and maintain strong relationships with member banks, serving as a trusted, go-to resource within ABA.
Research prospects, including financial and prior contact report analysis, while managing regional account databases (Salesforce/Aptify/Independent RD Excel spreadsheets, etc).
Other duties as assigned by business needs.