American Congress of Rehabilitation Medicine (ACRM), founded in 1923, is a multimillion-dollar international professional association and global community of both researchers and consumers of research in the field of rehabilitation. As the Director of Business Development, you will reach out to current as well as potential sponsors to understand their needs and to craft winning partnerships that deliver real, sustained value to both sponsor and ACRM alike. We have strong relationships with major organizations and key decision-makers in the diverse field of physical medicine and rehabilitation research. We will rely on your help to strengthen those relationships while developing new ones. In this role, you will report to the Chief Executive Officer and be supported by two staff members and our advertising vendor.
Anyone who is involved in rehabilitation research has a product or service they want to market to our members and stakeholders. Leveraging our prospectus and advertising programs, you will build upon our success with our current sponsors and exhibitors by strengthening those relationships while attracting new clients. In our current system, everything we sell is a la carte. As our new Director of Business Development, you will develop and implement key account management strategies, catering to small, midsize, and large accounts, building programs and packages that align with their ROI. Our marketing reach has increased to 500,000+ prospects and other stakeholders, up from 86,000 last year, and we anticipate that you will sell between $300-400K per year.
As rehabilitation science evolves, and as the world continues to adjust to the disruptions caused by the pandemic, ACRM’s goal is to keep the community connected by creating opportunities to exchange and share information beyond the traditional environment of meetings and conferences. Because of our value, our membership has been growing exponentially (300 percent year-over-year). Dedicated volunteers working within ACRM community groups are a driving force in advancing our mission. Each Interdisciplinary Special Interest and Networking Group is a unique community where like-minded, specialized healthcare and research colleagues can network and collaborate to improve the lives of people living with disabling conditions.
It usually takes 30 years for research to make it into practice – yet empowered consumers demand results now – so clinicians come to us for the latest research and content about the treatment options their patients are requesting. Our institutional members benefit greatly from our members’ cutting-edge research and join ACRM to attend our conferences, receive our journals, and increasingly participate in our webinars, newsletters, and a variety of projects. Sponsors and exhibitors know they will reach influencers and decision-makers in top rehabilitation hospitals, academic medical centers, government agencies, and outpatient clinics around the world when they partner with us.
Sell and manage sponsorship opportunities, create and develop collateral sales material, and develop and implement an overall 365/24/7 sales and marketing strategy not only for all meetings, conferences, and exhibitions but throughout the year.
Maintain current ACRM exhibitors and sponsors while also securing new exhibitors and sponsors for all ACRM meetings, conferences, and expositions. In lieu of conference and meeting opportunities, pivot our clients to numerous other offerings to help them reach our members while increasing their ROI.
Oversee the exhibit booth sales revenue for all meetings, conferences, and exhibitions.
Oversee the selling of institutional memberships and prospecting for institutional members.
Work with our journals advertising vendor to develop and implement a marketing plan to promote all advertising opportunities for our scholarly publications.
Generate detailed sales reports. Ensure revenue goals are appropriately set and measures are in place to track progress to reach quarterly, monthly, and annual targets.
Oversee the invoicing of sponsors and collection and generation of sales reports.
Be the staff liaison to all sponsors and exhibitors and foster a positive working relationship and atmosphere.
Ensure all details are completed for processing of sales, including customer correspondence, updates to the database, and/or other administrivia.
Once it is safe to travel, this will not be a behind-the-desk job. You will travel up to 25 percent a year attending conferences and tradeshows.
Bachelor’s degree in a relevant field. Master of Business Administration or Marketing preferred.
5 years of experience in association or corporate membership/customer engagement management. Experience in a membership-driven trade or professional association or national nonprofit organization is preferred.
Expertise in developing and selling new strategic partnerships at the $50-100K level.
Skill in managing a $100K to $500K portfolio of clients or sponsors.
The ability to develop and implement a new sales channel.
Proven negotiation skills.
Experience managing a budget.
Understanding of how to create year-round sponsor recognition programs.
Experience selling booths and sponsorships for trade shows and advertising for a monthly magazine.
Entrepreneurial. Smart and creative, you intuitively recognize opportunities and act.
Supreme relationship builder. You have a proven track record of getting results by building strong relationships and partnerships. You listen to and respect the views of others.
Results-oriented, self-motivated, and exceeds expectations. You have a hunger and passion to succeed, driven by a need to deliver exceptional results.
Strong business acumen. You see opportunities and emerging trends, and you are knowledgeable about the operations, unique needs, and goals specific to member-driven, not-for-profit organizations.
Great communicator. You understand the importance of tone and how to communicate clearly, whether in email, over the phone, or face-to-face. Your written and oral presentation skills are excellent.
Scrupulous, ethical, and honest. You are beyond reproach in business dealings and sincere in maintaining stakeholders’ trust and confidence.
Service-driven. You are self-confident and assertive, approachable and responsive. You understand the mission, needs, and direction of the organization.
What’s Attractive to the Right Candidate?
You will have realistic goals and the tools, team, and budget to achieve them.
You will have a compensation plan that handsomely rewards your success.
This newly created position allows you to capitalize on a very strong foundation while creating something entirely new. You are not following someone else’s footsteps but blazing an entirely new path.
We offer an excellent benefits package, including health, dental, life, and disability insurance.
Simply email your resume to Aileen Hedden at firstname.lastname@example.org with “ACRM – Director of Business Development #2021-2607 ASAE” as the subject of the email. Please include your resume as a Word or PDF attachment to the email and paste your cover letter in the body of your email.
Please note: our practice is to not disclose the salary ranges our clients would consider. Any salary information included in this posting was estimated without our input.
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