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Sales Director for New Member Acquisition in New York, NY

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COMPANY

DMA

Base Salary: At least $60,000
Total Comp: $80,000 to $100,000
Location:
Industry: Advertising
Benefits: Yes
Customers: All
Car Allowance: No
Sales Cycle: salesCycle
Travel: Only in Territory
New York:, New York

JOB DESCRIPTION

Oct 24, 2017

Data & Marketing Association

Sales Director for New Member Acquisition

New York, NY

Overview:

The Sales Director for New Member Acquisition, is responsible for recruiting new companies into association’s membership by conducting prospect research, actively selling day-to-day(primarily via phone calls and via email, with occasional in-person meetings) and leveraging the association’s resources.  This experienced professional will engage senior data & marketing executives at small, mid-sized and large companies and persuade them to join DMA based upon the real benefits and value the association offers their business.  This requires the ability to quickly build relationships with prospective members, assess their needs and to develop a compelling offer that results in a decision to join the association. Since DMA represents the entire Data & Marketing ecosystem, prospects include marketers, agencies, data/tech companies and other suppliers.

Essential duties and responsibilities include the following:

  • This role will be assigned a sales territory in the Western US, a total 15 state territory, along with a vertical business stream for prospecting new members.  The day will consist of significant outbound calling and electronic communication to develop and close new members.
  • Leverage industry and knowledge of data-driven marketing to identify high potential business and growth opportunities for new members.
  • Target CMO/Other Sr Marketers, Senior Data/Analytics Executives and Agency Executives for telephone, web or in-person meetings by conducting research, analyzing market information and key business needs/opportunities to design an appropriate and effective approach strategy for prospective members.
  • This position will work closely with the other two key DMA acquisition sales executives to ensure smooth workflow and close coordination as well as separation on prospect accounts.

 

Typical day-to-day activities include, but are not limited to the following:

  • Conduct sales calls with senior marketing executives at small- and medium- and large-size companies to understand their business needs and articulate the association membership model and value proposition
  • Develop and qualify leads within a territory, as well as specific vertical markets, to drive additional sales opportunities through cold-calling, lead generation campaigns and by leveraging relationships of DMA and DMA board leadership
  • Gather business intelligence on companies, leads and qualified prospects to drive revenue generation
  • Working with stakeholders throughout the association to create a compelling membership offer
  • Diligently work to smartly structure new member dues investments based on their business needs
  • Partner with retention sales staff to efficiently and effectively onboard new members
  • Participate in sales training to improve sales acumen
  • Document progress, opportunities and contacts by capturing the information in the association CRM system and Salesforce
  • Identify best practices and participate in performance improvement meetings to share best practices, ideas and successful techniques
  • Share feedback and intelligence gained on association competitors to further improve the association value proposition
  • Such other duties as may be assigned 
  • Estimated travel: 10%