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Manager, Sales Capture and Client Executive

3 months ago

Reston, United States AIAA Full time

Manager, Sales Capture and Client Executive


The American Institute of Aeronautics and Astronautics (www.aiaa.org) in Reston, VA seeks a Manager, Sales Capture and Client Executive who will be responsible for developing $1M-$2M in sales with aerospace companies and adjacent markets. Reporting to the Director, Revenue Development, you will be tasked with growing the relationship between AIAA and its corporate members, advertisers, exhibitors, and sponsorship customers. You will grow engagement and deepen relationships with employees of existing customers; maintain and grow the recurring annual dues of corporate customers and drive sales. This requires a thorough understanding of the Institute’s broad range of products, services, events, strategic investments, staff, and procedures.



AIAA has a Flexible Workplace, where staff work primarily remote, but are required to attend meetings in the office and collaborate in person as needed. Candidates must reside in the Washington, DC metro area.



Basic Purpose:


  • Drive revenue growth across AIAA product lines by meeting or exceeding sales targets for corporate membership, product sponsorship, exhibitions, and advertising.
  • Build and manage a robust sales pipeline of prospective customers, offering high-value solutions through both off-the-shelf and customized opportunities.
  • Develop and present AIAA’s value proposition and business case, tailored to customer needs and market feedback, to capture new opportunities.
  • Execute capture activities to gain and maintain buy-in, support, and resource commitment from stakeholders, including senior management, partners, and teammates, ensuring successful business wins with new and existing customers.
  • Coordinate and manage capture activities, reviews, and customer briefings effectively.
  • Design and implement strategic account plans (roadmaps) that expand customer relationships and maximize revenue capture.
  • Clearly articulate the AIAA value proposition for each product and customer segment.



Key Responsibilities:


  • Develop a growth strategy focused on both financial gain and customer satisfaction.
  • Assess, clarify, and validate customer needs on an ongoing basis.
  • Create actionable and implementable customer roadmaps for assigned corporate members.
  • Conduct research to identify new markets and customer needs.
  • Arrange business meetings with prospective clients.
  • Promote the company’s products/services addressing or predicting clients’ objectives.
  • Prepare sales contracts ensuring adherence to established guidelines.
  • Keep accurate records of sales, revenue, and invoices within AIAA’s information technology system.
  • Provide trustworthy feedback and after-sales support.
  • Build long-term relationships with new and existing customers.



Position Dimensions:


  • Enlist the support of the Sales Team, implementation resources, service resources, and other operational and fulfillment teams as needed.
  • Coordinate Institute executive leadership involvement with customer management when necessary.
  • Work closely with the sales team and other customer-facing teams to ensure customer satisfaction and resolve issues promptly.
  • Collaborate with Revenue Development, Community and Partnership Engagement Team, Forum Program Executives, Marketing, Communications, and Sales Operations to develop and implement integrated promotional packages for the appropriate customer segments.
  • Attend and actively participate in planning and review meetings with various internal teams regarding products and offerings.
  • Travel required approximately 10-15%, predominantly domestic and mostly on weekdays.
  • Engage in local travel as needed.
  • Occasionally provide client support and entertainment outside of normal working hours.



Requirements/Qualifications:


  • Bachelor’s degree required, Business or Marketing background preferred, or an equivalent combination of education and experience.
  • Requires the ability to generate $1M-$2M in direct and indirect sales. Experience in account-based management, preferably in a trade show, media, or trade association market.
  • Must have a versatile and engaging personality, adept at building strong, relationships with both administrative employees and C-suite executives through effective engagement and negotiation. This includes by phone, in person and via email.
  • Demonstrated ability to develop and implement programs and services tailored to market demographic or business segment.
  • Excellent Microsoft Office skills (Teams, Word, PowerPoint, Excel) with strong attention to customer and product detail.
  • Strong personal engagement skills whether in person, phone, or online platforms.
  • Experience with CRM required, Netforum, HubSpot, or Salesforce a plus.
  • Curiosity and motivation to expand and evolve industry knowledge of targeted demographics, their customers, their desired expansion/growth plans, and business needs.
  • Self-confidence, well-spoken with a quick ability to adapt.
  • Competency in making decisions with imperfect and incomplete information.
  • Can interpret, condense, and present findings to audiences with variable skill sets and experience levels.
  • Must be available to travel as necessary.



Additional Qualities:


  • No prior knowledge of the aerospace industry is required; only a passion for selling.
  • Excited by small sales and sees the vision of prioritizing work to acquire larger sales.



ABOUT AIAA:


AIAA’s purpose is to ignite and celebrate aerospace ingenuity and collaboration, and its importance to our way of life. AIAA is the world’s largest technical society dedicated to the global aerospace profession. We are comprised of individual and corporate members from around the world. AIAA carries forth a proud tradition of more than 80 years of aerospace leadership.



WORKING AT AIAA:


AIAA offers an excellent benefits package, including medical, dental, and vision insurance; a generous paid-time-off plan with vacation, sick, holiday, parental leave, and bereavement; short-term and long-term disability coverage; a competitive bonus structure; 403(b) plan with up to 4% company match; education benefits; and more.


AIAA is committed to hiring and retaining a diverse workforce. We are proud to be an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, age, sexual orientation, genetics, gender identity, disability, veteran or military status, or any other characteristic protected by federal, state, or local law. This position will require pre-employment screening potentially including a criminal background check, verification of academic credentials, licenses, certifications, and/or verification of work history.