Senior Director, Business Development

National Ready Mixed Concrete Association•Alexandria, VA

17h•Hybrid

About The Position

The Senior Director, Business Development is responsible for leading all non-dues revenue generation for NRMCA across sponsorship, exhibits, advertisement sales, and affinity programs across events, education, certification, publications, partnerships, and new commercial opportunities. This role builds high-value relationships with industry companies, suppliers, and strategic partners to expand revenue streams, elevate brand visibility, and deliver measurable value to stakeholders in alignment with NRMCA's newly published strategic plan. The Senior Directo, Business Development will be successful when the Association: Significantly expands its non-dues revenue portfolio Introduces new high-value commercial products and partnerships Strengthens sponsor/exhibitor satisfaction and multi-year commitments Increases financial sustainability and reduces reliance on dues revenue Enhances the experience and value proposition for industry stakeholders

Requirements

Education: Bachelor's Degree required. Master's degree in relevant or equivalent experience is a plus.
Relevant Experience: At least 7 years of experience managing the business development function, preferably within a trade association.
A strong understanding of how associations function, including governance and organizational structure.
Deep knowledge of the full range of non-dues revenue-generating opportunities and revenue models
Expertise in creating, pricing, and delivering sponsorship programs and partnership strategies
Understanding of how trade association events operate and generate revenue:
Ability to communicate the association's value to commercial partners through marketing and integrated brand management.
Fluency with financial, budgeting & revenue management, to include legal and contracting.
Emotional quotient to build relationships - across a diversity of stakeholders.
Aptitude to interpret market analysis frameworks to align strategic planning efforts and drive innovation.
Demonstrated ability to engage with a wide variety of stakeholders, both internal and external to NRMCA. Must have experience working across multiple networks and stakeholder groups and a proven ability to build strong relationships with member leaders, senior executives, colleagues, vendors, and partner organizations.
Excellent presentation and facilitation skills, with the ability to engage diverse audiences.
Experience managing projects and documenting processes (Monday.com preferred)
Proficient in MS Office, PowerBI, Association Management Systems (Protech), Learning Management Systems (BlueSky) and other SaaS platforms.
Maintain standards of professionalism and service excellence in all functions of the role.
Ability to develop trusting and collaborative relationships with teams and colleagues across the organization.
Ability to take direction while also influencing up, and across, the organization.
Excellent communication and negotiation skills; sharp business acumen.
Demonstrated experience, and comfort, working with a strong leader in pursuit of a bold vision.

Nice To Haves

Master's degree in relevant or equivalent experience is a plus.

Responsibilities

Develop and implement an annual sponsorship strategy to support conferences, webinars, campaigns, publications, awards, digital platforms, and programmatic initiatives.
Build and manage a robust sponsorship pipeline from prospecting through closing and renewal.
Create sponsor packages, benefit structures, and marketing collateral.
Maintain strong relationships with sponsors, ensuring fulfillment, satisfaction, and long-term value.
Identify, market, price, ands sell advertising spots within the Association's product and service line.
Lead sales and strategic growth for exhibit halls and tradeshow activations.
Manage exhibit pricing models, floor plans, and sales forecasting.
Collaborate with Events to maximize exhibitor ROI and overall attendee experience.
Identify new exhibitor categories and cross-industry markets.
Work cross-functionally to package, price, and position revenue-generating components of major events and conferences.
Develop premium add-on opportunities such as:
Identify new event concepts that expand commercial potential.
Partner with education/program teams to grow revenue from courses, workshops, credentialing, certification programs, and continuing education.
Evaluate pricing strategies and market demand for new training offerings.
Develop corporate training packages and bulk purchasing models.
Build alliances with vendors, service providers, industry suppliers, and solution partners that enhance the Association's value proposition.
Structure and manage revenue-sharing agreements, affinity program partnerships, and endorsed provider relationships.
Develop co-branded initiatives that generate predictable recurring revenue.
Lead discovery and evaluation of new non-dues revenue opportunities
Conduct market analyses, competitor scans, pricing evaluations, and feasibility studies.
Develop business plans and ROI models for new revenue ventures.
Maintain a full revenue pipeline, with forecasting, monthly reporting, and KPI tracking.
Analyze program performance, market trends, and buyer behaviors to optimize growth.
Regularly report revenue performance to executive leadership and collaborate on annual budgeting.