The Member Services Sales Manager is responsible for developing and executing strategies relating to:
Sponsorship sales, both year-long and event specific sponsorships;
Advertising sales for IANA’s Publications, print and digital; and sales of IANA’s Products and Subscriptions.
The individual is also responsible for overseeing the Intermodal Marketplace, an online resource guide, and managing the vendor relationship.
Base salary $60-65,000 plus commission and generous benefit package, including 90% of medical and dental covered by Association and 401K.
Nature and Scope of Position:
In general, the Member Services Sales Manager is responsible for:
Sponsorship Sales Management
In coordination with the AVP of Membership, Director of Conferences and Events and Director of Marketing and Communications Development and execution of a year-long and event-specific sponsorship program(s).
IANA offers a year-long sponsorship program, as well as event sponsorships for the Intermodal EXPO, Operations, Safety & Maintenance Business Meeting and Golf Outing, as well as for Webinars
Development and communication of materials and assets/collateral in support of strategy and tactical execution.
Advertising and Product Sales
In coordination with AVP of Membership and Director of Marketing and Communications -- Development and execution of a strategic plan and related tactics to achieve sales and advertising goals in the following program areas: Intermodal Insights Advertising; Intermodal Connections Advertising; and IANA Products and Subscription Sales.
Implementation of advertising plans according to agreed-upon schedules, budgets, channels, and other parameters; Concurrently manages multiple accounts, deadlines, and ideas.
Development, implementation, and tracking of key performance indicators (KPIs) to measure the effectiveness of advertising campaigns; applies this data to determine appropriate next steps for current and future campaigns.
Intermodal Marketplace Management
The Member Services Sales Manager will be responsible for:
Ensuring that sales are to members only and monthly sales reports from Multiview are submitted to IANA.
Updating information on IANA members, exhibitors and sponsors and provide to vendor (Multiview).
Handling member questions that arise.
Serving as a primary contact to Multiview to resolve any member issues.
In coordination with AVP of Membership, Director of Conferences and Events and Director of Marketing and Communications -- Development of the annual budgets for areas of responsibility and managing to budgets.
Building and maintaining strong, long-lasting member and customer relationships in support of sponsorship and other sales.
Provide professional advice, creativity, recommendations and ideas to enhance member and customer experiences.
Working with the Marketing & Communications Dept. in the development and communication of materials and assets/collateral in support of strategy and tactical execution.
Develop and improve internal systems and processes to execute on the strategic plan and tactics.
Build and manage vendor relationships.
Work Experience and Qualifications:
Undergraduate degree required.
6+ years of demonstrable sponsorship and advertising sales experience, preferably in an Association environment.
Experience in product sales is a plus.
Ability to communicate, present and influence decision makers. Demonstrable ability to drive the sales process from plan to close.
Exhibit independent thought and sound reasoning.
Is proactive, innovative and detail-oriented with the ability to multi-task effectively.
Demonstrable ability to articulate value propositions and the distinct aspects of products and services.
Demonstrable experience in developing customer-focused, differentiated and achievable solutions.
Excellent listening, negotiation, interpersonal and presentation skills; Excellent verbal and written communications skills.
Must be self-directed and highly motivated.
Knowledge of and/or experience in the intermodal industry, competing organizations and publication/product offerings, association landscapes and trends with regards to sales and advertising vehicles and strategies is a plus.
Proficiency in Microsoft Word, Excel, PowerPoint, Adobe, the Internet and CRM; Working knowledge of database management, association management and software tools is a plus.
The incumbent may be required to travel 5-10% and some weekend work.
Telecommuting is allowed.
About Intermodal Association of North America
The Intermodal Association of North America (IANA) is a trade association representing 1000+ companies that transport over 90% of our country’s imports and exports. IANA is interested in smart, talented and committed individuals who are looking for career opportunities at a unique and dynamic trade association. IANA has a singular purpose, to keep intermodal freight transportation constantly moving forward. To do so, the association needs the engagement of diverse talent.Do you want to support business goals set with a greater mission in mind? IANA is the face — and voice — of the intermodal freight community. Our mission is to promote the growth of efficient intermodal freight transportation through innovation, education and dialogue. Add your talent to IANA’s value-added services, including industry data and information delivery that facilitates business processes and enable transactions in the areas of environmental initiatives, risk management, safety and security.
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