Partnerships and Alliances (P&A) is an exciting and entrepreneurial revenue-generating department within DDC. P&A generates approximately 12% of DDC overall revenue through membership (dues), sponsorship and special events. Engagement and retention of the 1,000 business members and acquisition of new members is critical. Sponsorships contribute to the organization’s operational budget and strategic partnerships help promote and leverage key events and assets within our city. Collectively, DDC members, sponsors and partners contribute to our city’s vibrant economy and the positive image and identity of Washington, DC as a world-class destination for locals, visitors and convention attendees to enjoy.
The Senior Manager of Membership has two main roles:
Manage the membership team of 5 professionals including
one (1) membership manager,
two (2) membership associates,
one (1) membership coordinator,
co-manages a (1) departmental assistant,
and may manage an intern.
Manage all hotel accounts and hotel sales efforts.
As a result, this manager is the lead liaison with the convention sales team.
Currently there are approximately 125 hotel members.
The Senior Manager, Membership is key to executing the revenue earning strategy of the organization. He/She will identify sales and retention strategies, ideas for member events and programming that add value to their membership. This position leads department budgeting and monthly reporting. The Senior Manager, Membership works very closely with the VP, P&A.
A successful Senior Manager of Membership offers a combination of:
Leadership qualities that will engage and lead the team.
Sales savvy to seek and attract hotel members.
Collaborative spirit and diplomatic finesse to work effectively across DDC to ensure benefits are delivered to members.
Creative ideas for engaging members.
Genuine interest in and knowledge about DDC and member businesses.
Essential Duties and Responsibilities (include the following, but are not limited to)
Manage, train and evaluate membership team to reach annual revenue goals as established by department VP.
Lead hotel accounts to generate new, and maintain existing memberships, generating revenue to support the organization.
Track sales and retention activities through reports from Simpleview database.
Review membership trends, provide analysis and recommendations for growth and retention.
Prepare annual member communications plan to support member engagement, deliver member benefits, and boost retention.
Participate and prospect at industry functions and read industry publications.
Answer incoming prospect calls, meeting with prospective members to explain benefits and responding to requests for information.
Cold-call leads and distribute leads across team as appropriate.
Oversee membership billing and communicate with members regarding dues, promotional opportunities and member events.
Develop and review member survey, using results to help develop programs for the following year.
Prepare weekly and monthly reports for VP of Partnerships & Alliances including membership activities, results of committee meetings and status of member sales, retention and income.
Assist the VP of Partnerships & Alliances in preparing for meetings including P&A Committee, GM and DOS/M, Executive Committee and Board of Directors.
Collaborate with other DDC Departments regarding sales and marketing opportunities for DDC members.
Participate in Destination International activities online and in person (budget permitting), to gain knowledge in member sales, retention and department administration.
Work closely with the IT team to ensure membership is fully utilizing the SimpleView Customer Relation Management (CRM) database and the Member Extranet.
Actively participate as a member of the P&A Team
Data: Update partner records and track communications in the CRM (SimpleView)
Publications: Edit and proof member listings for Washington, DC official publications including visitor guides, meeting planning guide, and map.
Collaborate to support membership goals and offer ways members may meaningfully engage through partnerships and sponsorship.
Aid in planning, implementing and attend all Membership events and activities created to engage and add value for members.
Attend weekly company-wide and departmental meetings.
General department duties as needed.
Experience, Competencies & Education
Eagerness to contribute to and learn from a team of dynamic, engaged professionals.
Demonstrated interest in the travel and tourism economy and enthusiasm for Washington, DC.
Experience successfully leading and managing teams.
Technical proficiency with Microsoft Office and SimpleView CRM.
Ability to handle multiple projects meeting strict deadlines, working across multiple departments.
Great sense of humor, positive attitude.
Exceptional customer service and business etiquette
Consistent, positive follow-up
Superior organizational skills and attention to detail
Strong written and oral communication skills
Willingness to work evenings and weekends
Interest in relevant business and trade publications to stay abreast of issues and source new prospects.
Minimum five to seven (5-7) years progressive sales and/or business development/account management experience preferably within the travel and tourism or hospitality industry.
Bachelor’s Degree (B.S./B.A.) from four-year college or university.
Accountabilities & Measures
Weekly status reports required and periodic performance evaluations will be conducted. Both quantitative and qualitative goals of membership acquisition, retention, management performance and departmental success will be measured. The Senior Manager will have an individual Sales acquisition and retention goal in addition to being measured on overall departmental performance.
Americans with Disabilities Specifications
The physical demands here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use hands to finger, handle, feel objects, tools or controls; reach with hands and arms; climb stairs; balance; stoop, kneel, crouch or crawl; talk or hear; taste or smell. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
Work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing most of the duties of this job, the employee may not be exposed to weather condition. The noise level in the work environment is usually moderate.
About Destination DC
Destination DC, the destination marketing organization for the nation’s capital, is a private, non-profit membership organization of nearly 850 businesses committed to marketing the area as a premier global convention, tourism and special events destination with a special emphasis on the arts, cultural and historic communities. www.washington.org
Candidates should apply online at Washington.org and submit both a resume and cover letter, saved together as one file and uploaded through the portal.
Destination DC, the lead destination marketing organization for the nation’s capital, is a private, non-profit membership organization of nearly 1,000 businesses committed to marketing the area as a premier global convention, tourism and special events destination with a special emphasis on the arts, cultural and historic communities.
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