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Vice President

3 months ago

Boston, United States NCAA (National Collegiate Athletic Association) Full time

MUST RESIDE IN MASSACHUSETTS - No Relocation offered

Vice President, Member Services/Sales

Reports to: COO

POSITION SUMMARY

The Vice President, Member Services directs and oversees all membership activities for Associated Industries of Massachusetts (AIM). This role is responsible for the development, implementation, and evaluation of membership growth, retention, and engagement strategies aligned with AIM’s strategic goals and objectives. There is a strong emphasis on new business development and driving new member revenue.

The VP, Member Services is responsible for leading and managing the day-to-day activities of the member services team to ensure delivery of the highest level of service to AIM member companies. The Major Expectations for this position include:

  • Grow Membership across Massachusetts
  • Expand Revenues with Existing Members
  • Drive Member Value, Engagement and Retention
  • Provide World-class Member Services
  • Effectively Manage and Lead the Member Services Team

This position reports directly to the Chief Operating Officer and works closely with other senior department leaders across the organization.

About AIM

AIM is a non-profit, non-partisan association representing 3,400 small, medium, and large businesses from more than 100 industry sectors in every region of Massachusetts. We help businesses to unlock their full potential by providing human resources solutions, as well as business-to-business visibility and connectivity. We collaborate with our members on public policy issues that matter to their businesses so that these companies can provide economic opportunity across the commonwealth. We empower businesses with the information and tools to successfully navigate a fast-paced business world. We strive to bring together the people, insights, and resources to ensure Massachusetts businesses and the economy thrive.

ESSENTIAL DUTIES

The requirements listed below are representative of the essential duties required of the Vice President, Member Services.

  • Drive new business development and membership revenues.
  • Achieve annually established targets for new membership dues.
  • Identify new business and expansion opportunities with current clients/members, prospects, and close business. This can be done through referrals, face-to-face meetings, and networking.
  • Prospecting: Manage and grow a list of prospective members and develop a strategy for successfully bringing them into membership.
  • Achieve annual membership retention target, currently 93.5%.
  • Manage the AIM Member Services team providing guidance and supervision for multiple staff.
  • Develop revenue generating strategy for AIM, including new business, and expanding and retaining current member revenues, and assign team members certain tasks, accounts, meetings, etc. Coordinate across departments as appropriate.
  • Identify opportunities with key accounts and sectors; work with staff throughout AIM to develop solutions to increase engagement, services, and membership value.
  • Track, measure, and report back to the COO on your individual and team key performance indicators weekly.
  • Schedule multiple member and prospect meetings weekly, including other department and AIM staff as deemed necessary.
  • Attend all AIM and other key industry and networking events around Massachusetts.
  • Collaborate with the COO, EVP Government Affairs, Marketing/Communication, and other senior leaders in AIM to strategize and execute key sales opportunities.
  • Evaluate the pool of members with annual dues of less than $1k and recommend a plan to efficiently support collections.
  • Maintain a high level of knowledge and ability to articulate through purposeful conversations the value proposition for AIM membership and advocacy priorities with company decision makers.
  • Serve as a primary contact for AIM membership including managing membership territories, as well as addressing new opportunities and challenges.
  • Oversee and ensure maintenance of AIM’s Customer Relationship Management system for accuracy and completeness to include data entry, timely account update, contact profiles, and working with AIM staff to improve the database.
  • Create, maintain, and schedule necessary reports/dashboards to support the membership team and the organization with critical metrics used for decision making.
  • Coordinate the collection, analysis, and reporting of member feedback; and communicate across the Association to determine next steps.
  • Adopt/learn the Sandler Methodology that includes having meaningful and purposeful conversations with business leaders at current and prospective members and sponsor organizations to increase sales, services, and engagement.
  • Membership Sales Meetings: Set, attend, and lead meetings for AIM.
  • Promote a member-focused culture and support the member services team by leveraging relationships to enhance member value.
  • Other duties as required.

REQUIREMENTS AND QUALIFICATIONS

  • Must be a resident of Massachusetts.
  • Proven record of success developing and executing a sales strategy - from prospecting to retention to closing. Experience selling value-added services or memberships, or direct experience with a trade or membership association is a plus.
  • Proven history with managing an existing client base and expanding the revenue of said client base.
  • Must have a strong interest in helping MA businesses succeed by sharing best practices and solutions to navigate everyday business and regulatory opportunities and challenges, and a high degree of interest in Massachusetts public policy.
  • Strong desire to be in front of clients and comfortable in a variety of situations including networking events, meetings, web communication (Zoom/Teams), etc.
  • Comfortable meeting with individuals from all types of organizations from small businesses to global corporations, across industries, and at all levels including Presidents, CEOs, CFOs, CHROs. Must be able to reach decision makers at each organization.
  • Consistently demonstrates initiative and skills resulting in customer engagement & relationship building success.
  • Ability to attend events early in the morning and in the evening in communities across Massachusetts.

SKILLS

  • Experience leading and managing a high performing team including running successful and purposeful team meetings and one-on-ones.
  • Thrive on meeting new people and are comfortable with various audience types.
  • Natural ability to influence others, build trust and strong relationships.
  • Strategic thinker and strong collaborator.
  • Proficiency in Microsoft Office applications; CRM experience preferred.
  • Excellent communication and negotiation skills with the ability to tailor your style and tone based on the message, medium, and audience.

EOE

We are committed to diversity and inclusion and welcome applicants from all backgrounds.

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