The Director / VP Market Development will be responsible for enrolling public and private-sector executives into a wide range of Demand Institute fee-based research and knowledge building programs. He or she will take full end-to-end responsibility for contacting targeted organizations; introducing and explaining Demand Institute programs; building engagement for these programs with key decision-makers; and ultimately converting these conversations into fully enrolled program participants. In the last stage, he or she will work the organization’s (and The Conference Board’s) key decision-makers, legal, finance and/or procurement teams to execute a signed agreement with acceptable terms and then ensure invoices are issued.
Reports to the Senior Vice President, Market Development for The Demand Institute
Principal Direct Activities
- Market Development Strategy & Approach:
Collaborates closely with the Global SVP, Market Development and executive team to create the optimal multi-tiered approach to target relevant organizations to participate in TDI programs. Provides ideas and input into full range of marketing, sales and collateral materials to sharpen how programs are positioned in the marketplace. Over time, provides market feedback to strengthen program positioning and supporting materials.
- Pipeline Development & Evolution: Develops and
cultivates a strong pipeline of prospective, qualified organizations for TDI’s research and knowledge building programs utilizing pre-existing parent organization relationships; networking skills; and a variety of proven sales techniques. Provides regular updates on pipeline development and enrollment probabilities to broader executive team and Finance team.
- Program Positioning and Organizational Enrollment:
Projects knowledge, energy and enthusiasm about The Demand Institute’s programs. Helps targeted executives understand the value of participation, and answers key questions about program benefits, processes, and pricing. Builds interest and cultivates multiple decision-makers as needed. Effectively and efficiently leverages Demand Institute experts to support sales efforts. Follows through to move organization to enroll into programs and enter into participation agreements.
- Relationship Management: Continues to nurture relationships once organizations are enrolled in programs, both to ensure they are gaining value from the experience and to set the stage for their future program participation. Coordinates with research and delivery team to ensure open line of communications.
- Input into future Programs: Provides ideas and input into the development of future knowledge-building and research programs based on relationships and market feedback.
Desired Qualification and Requirements
This position requires a consultative business development professional with 10+ years of experience selling syndicated (multi-client / multi-organization) consumer and economic research programs with an organizational enrollment fee in the $25K to $250K price range. The successful individual will have a proven track record of success in this go-to-market model along with the comfort of discussing business issues across multiple industries. She or he will be able to engage with senior executives in public and private sector organizations as well as specialists (e.g., economists, market researchers). Unwavering integrity, full transparency and exceptionally strong verbal/written communications skills are essential for success on this team. A college education is required, and graduate-level education is preferred. Preference for experience operating within early stage organizations.