Description:
This is a full time benefited position with a salary range of $65,000 to $70,000
It will be posted until filled
Job Summary: The Director of Business Development supports the Institute’s mission by growing earned revenue through sales planning, account acquisition, pipeline management, and relationship development for outcome-driven conferences, facilitation services, and leadership workshops. This position supervises Conference Services, collaborates with Hospitality and Guest Services, Programs, Facilitation, and Advancement, and ensures business development and sales efforts align with the guest experience, long-term revenue goals, and mission engagement. This role advances the Institute’s mission through sales and revenue growth.
This is a business development, sales and revenue leadership role, not a fundraising or operational delivery role. Philanthropy, grants, and donor relations are managed separately through Advancement.
Essential Responsibilities:
- Develop and execute annual and multi-year earned revenue planning for conference center bookings, retreats, facilitation services, and workshops.
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Own the full business development lifecycle, including market identification, relationship cultivation, lead generation, qualification, and in person, written, and phone follow up with key accounts.
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Build and manage a segmented pipeline across corporate, nonprofit, government, association, education, and mission-aligned accounts.
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Collaborate to identify conference revenue targets, pipeline goals, pricing strategies, performance metrics, and monthly, quarterly, and annual revenue forecasts.
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Lead sales for conferences, retreats, convenings, workshops, and facilitation services by conducting site visits, account presentations, and promoting bundled service opportunities.
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Partner with conference, program, and facilitation leadership to package services into clear, market-ready offerings.
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Provide supervision, coaching, and alignment for Conference Services, ensuring sales commitments are feasible and handoffs to delivery are clear.
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Collaborate with Advancement (Marketing) to identify and align campaigns, CRM and account engagement data, segmentation, messaging, and lead development with sales priorities.
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Maintain disciplined use of CRM systems and reporting to track pipeline health, conversion rates, lost business, campaign performance, occupancy, utilization, and account growth.
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Cultivate long-term account relationships, generate repeat business and referrals, and represent the Institute externally as a mission-aligned ambassador.
Other Responsibilities:
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Support cross-departmental collaboration with Institute departments, to support goals with conferences and convenings, programs, facilitation services, and workshops.
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Maintain awareness of relevant research, trends, emerging issues, and policy connected to the Institute’s work.
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Perform other duties as assigned that support the Institute’s mission and day-to-day success.
Requirements:
Competency or position requirements:
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Creative thinker and problem solver with a high level of self-direction
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Intellectually curious with a positive, team-minded attitude
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Excellent interpersonal, analytical, communication, and organizational skills
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Proficient computer skills (Microsoft 365 Office Suite, Teams, SharePoint, etc.)
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Proven success in business development, sales, or marketing
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Strong consultative selling skills
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Ability to manage complex pipelines and long sales cycles
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Strong collaboration and cross-functional leadership
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Data-driven decision-making and accountability mindset
Environmental Factors: (lifting, standing, sitting, sounds, chemicals, hazards, etc.)
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Must be able to sit for extended periods of time (8-10 hours), daily
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Must be able to stand for long periods of time (3-5 hours), as needed
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Must be able to lift up to 20 lbs. as needed
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Must maintain a valid driver’s license and the ability to travel on behalf of the Institute.
Quality or Quantity Standards: The Institute expects integrity, professionalism, and high-quality work from all employees.
Required Education: Bachelor’s degree in a related field preferred or significant relevant experience
Required Experience: 5+ years of progressive experience in sales, business development, hospitality sales, nonprofit earned revenue, or related account-facing revenue work
Work Schedule: Full-time; varies, with occasional nights and weekends; in-state and some regional travel required
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EQUAL OPPORTUNITY EMPLOYER
We are an Equal Opportunity Employer and do not discriminate based on race, color, national origin, gender, religion, age, disability, veteran or military status, genetic information or any other legally protected status.
DRUG FREE WORKPLACE
We are a Rule 36 Drug Free Workplace which means an applicant is required to submit to a pre-employment drug test after being given a conditional offer of employment.
