The American Association of Neurological Surgeons (AANS) seeks a senior management professional to serve as Director of Industry Relations. This position will cultivate relations with corporate entities to partner with the AANS, its foundation, the Neurosurgery Research and Education Foundation (NREF), and its data collection arm, the NeuroPoint Alliance. As a key member of the senior management team, the position reports to the Chief Development Officer.
The Director of Industry Relations is responsible for developing strategy and implementing industry sales and business development to include strategic partnerships, sponsorships, grants, exhibits, advertising, philanthropic donations and other non-dues revenue opportunities for the American Association of Neurological Surgeons (AANS), Neurosurgery Research and Education Foundation (NREF) and NeuroPoint Alliance (NPA) in alignment with strategic plans, financial goals and business objectives.
Develop and implement strategic and comprehensive outreach plans in support of organizational strategies and objectives; Actively maintain and augment existing corporate relationships and products and identify and secure new corporate support relationships and business opportunities
Maintain positive and consistent outreach and interactions with industry supporters. Work closely with leadership, volunteers and senior management to identify and develop leads and cultivate prospects.
Direct the development, implementation and execution of sales, sponsorship, advertising and exhibits policies and practices.
Direct strategic partnership, sponsorship and educational grant strategy. Design annual and multi-year support packages to build partnerships.
Manage and develop strategy for the team(s) that secure educational grants and sell exhibits and sponsorships for the Annual Scientific Meeting and other meetings and conferences. Understand evolving trends in live and virtual meetings and collaborate with the Meetings and Education stakeholders to adjust design, experience and offerings to maximize exhibitor, sponsor and attendee experience.
Direct the grant submission and reconciliation process to meet or exceed budget targets for educational programs. Maintain awareness of and compliance with current ACCME®
Direct the acquisition and management of in-kind donations including the coordination of equipment and technical support for educational activities adhering to current ACCME®
Oversee relationships with advertising sales partners to set revenue goals and ensure alignment of sales efforts.
Serve as liaison to the Development Committee and may serve as liaison or support to various committees (e.g. Exhibitor Task Force); support and guide staff and volunteer leaders in fund development strategy, execution and growth.
Schedule and set agendas for industry meetings. Prepare meeting briefings and conduct follow-up on actionable items.
Develop and implement comprehensive recognition program and manage appropriate supporter acknowledgment for all programs.
Review partnership contracts and ensure obligations are met; manage reconciliation and other reporting to corporate supporters per specific contract specifications.
Oversee, negotiate and execute contracts and agreements. Create and distribute fulfillment reports that document program deliverables and the supporter’s ROI.
Oversee development of annual development budgets. Responsible for monitoring and forecasting budgets throughout the year. Ensure revenue goals are appropriately set and measures are in place to track progress to reach quarterly, monthly, and annual targets.
Collaborate with Finance Department to oversee invoicing and collections. Generate, evaluate and disseminate appropriate sales reports.
Maintain database with current industry contacts and qualified prospects throughout the year. Maintain sales database and support systems and ensure proper and transparent record keeping of corporate giving.
Maintain strong understanding of Association strategies priorities and programmatic and membership initiatives to inform and align support from industry partners.
Monitor neurosurgery industry news, maintain industry and competitor awareness and understand markets to recommend alignment with Association programs.
Hire, retain and coach competent, qualified sales and development staff. Foster a collaborative and proactive service orientation toward all areas and departments within AANS, NREF and NPA.
Serves as a member of the staff leadership team and performs other duties as assigned.
College degree required. Master’s degree, CAE designation or equivalent certification a plus.
Seven+ years of progressive experience in sales and business development or fundraising required with a demonstrated record of accomplishment in revenue generation and growth. Experience in sales and/or a healthcare association or membership-driven trade or professional association or national nonprofit organization is preferred.
Experience managing a portfolio of high-value clients/sponsors, selling strategic partnerships, cultivating and managing multi-year partner agreements and identifying new business and non-dues revenue opportunities. Thorough knowledge of year-round sponsorship models, trends in sponsorship activation and impact reports.
Experience developing and managing budgets and hiring, training, developing, supervising and appraising staff.
Outstanding written and verbal communication skills. Strong presentation and public speaking skills and ability to prepare high-quality grants, proposals and reports.
Experience in financial analysis, business analytics, modeling, and forecasting.
Strong interpersonal and networking skills. Must be collaborative and work effectively volunteer leaders, cross-departmental project teams, colleagues within the organization, and with outside partners.
Strong project management skills with attention to detail and the ability to coordinate workflow, determine priorities, meet deadlines and effectively balance competing demands.
Solid analytical and problem-solving skills with superior attention to detail.
Proven negotiation skills.
Knowledge of ACCME guidelines.
Proficient in MS Office, specifically Outlook, Teams, Word, Excel, and PowerPoint required. Knowledge of Salesforce a plus.
This job operates in a professional office setting. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines. Travel up to 25% and occasional evening and weekend meetings.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. COVID vaccination required.
This is largely a sedentary role; however, occasional lifting of boxes (up to 20 pounds may be required in preparation for and during an assigned meeting function. Long hours of walking and standing during a meeting will also be required.
Performs other job related duties, as assigned by management. Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job.
ADA: The above statements cover what are generally believed to be principal and essential functions of this job. Specific circumstances may allow or require some people assigned to the job to perform a somewhat different combination of duties.
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