NACUBO is committed to diversity because it enriches and strengthens how we advance our mission, just as it does for institutions of higher education. We are fully focused on equality and believe deeply in diversity of race, gender, sexual orientation, religion, ethnicity, national origin and all the other fascinating characteristics that make us different. Our goal is to be the place where a diverse mix of talented people want to come, to stay and do their best work. Creativity and cross-team collaboration drive NACUBO’s achievements and contribute to individual success. All staff members are encouraged to think creatively about how they and NACUBO can address mission, member needs, and challenges that will inevitably arise from time to time. They are also encouraged to develop and nurture strong partnerships throughout the association. These partnerships help individuals, teams, and the association accomplish the activities, goals and strategies of the organization and of individual positions. Imagination, innovation, and curiosity are welcome, and all require some risk taking. NACUBO encourages staff to engage in bold thinking, to put forward new ideas and proposals, and to openly debate the risks – upside and downside – associated with new ideas. Each member of the NACUBO staff is responsible for creating and sustaining esprit de corps across the organization. To accomplish all of this, staff will need strong communication and strategic thinking skills. NACUBO is committed to nurturing these skills in all staff members.
The Manager, Business Development serves as one of the primary contacts for NACUBO’s corporate partners, responsible for establishing and deepening relationships, while devising ways to help partners align their corporate goals with NACUBO’s strategic priorities. Expected to meet revenue targets and increase the level of support from our partners through high quality service that maximizes the value of the partnership. This will be achieved by securing support for our annual meeting and professional development workshops, as well as for our research projects, digital opportunities and advertising, with an aim to craft and present comprehensive packages that meet the needs of business partners. The manager plays an integral role in ensuring the continuity of income for the association. This person will be responsible for creating new revenue opportunities through any of the above stated activities and also for identifying and outlining new activities that the association should create that align with both new business partner interests as well as with the NACUBO’s mission. This person will establish close working relationships with stakeholders across the association and will interact seamlessly as a member of the business development team with a goal of supporting the association’s strategic blueprint and priorities.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Initiate, maintain, and grow relationships with potential and current business partners, moving them toward consistently supporting the associations’ mission across the year in a variety of opportunities that align with their work and further their goals. • Collaborate seamlessly and positively as part of the sales team, This will include providing industry insights to help the association attract and retain corporate partners or offer new programs that align with market demand or member interest. • In coordination with key staff members, determine and meet revenue goals. Track and analyze what revenue generating activities can be increased for future years. • Build out multi-year agreement models that help support an ongoing revenue stream to more accurately predict future revenue. • Implement strategies for the growth and improvement of our comprehensive corporate partner program based on conversations and feedback from our partners, ensuring that business development goals remain aligned with and supportive of NACUBO’s strategic priorities. • Acting as the voice of our business partners, lead internal stakeholders and subject matter experts through a process that explores and uncovers sponsor deliverables that will provide meaningful return and a positive experience for our partners. • Working in coordination with the senior director, track business through the sales pipeline to allow for accurate revenue forecasting. • Manage logistical and operational needs of Business Development contracts and ensures that all agreements are fully implemented as outlined. • Interact with meeting planners, designer, and content staff to ensure appropriate alignment, recognition, and benefit fulfillment for sponsors supporting NACUBO activities. • Provide input for marketing material being sent to promote business partner participation, working with the senior director to assure that our prospect lists are current, and our contacts and accounts are marked with as much detail as possible to help increase return. • Maintain and manage prospecting lists and keep client data files updated. • Collaborate with the accounting team to ensure each event’s sales and direct revenue collection is reconciled in a timely manner. • Collaborate with member engagement team on corporate partner membership with a goal of increasing the number of corporate clients who join the association as business partner members.
1. Customer Focus: Meets the expectations and requirements of customers; follows up on requests and monitors customer satisfaction; works to understand customer needs; thinks beyond current request to anticipate future needs or issues; serves in partnership with customers and advocates for customer needs as appropriate. 2. Strategic: Ability to understand the big picture, consider long-term implications, anticipate the issues, and take action to optimize the chances for success. 3. Consultative: Open to listening to corporate partner needs, synthesizing this information and making recommendations for association business development strategies and priorities. 4. Initiative: Has the discipline to adhere to deadlines, and fulfill commitments to staff, business partners and other stakeholders. Must be able to manage multiple responsibilities and meet sales goals and deadlines. Strong organization, scheduling, and time management skills. Self-motivated and self-directed in work habits. 5. Presence: Ability to interact with corporate partners and stakeholders and must feel comfortable representing the organization and making recommendations. Ability to troubleshoot onsite issues. Excellent customer focused attitude, especially when problem solving. 6. Team Player: Freely shares information; seeks opportunities for collaboration with others; openly values the contributions of other team members; ability to accept constructive criticism; demeanor used when working with co-workers, supervisors, and members is appropriate and professional; does those things that need to be done, regardless of role. 7. Outcomes/Results Focus: Sets goals to achieve outcomes to guide activities; is persistent in finishing projects and activities; pursues high performance goals; changes process when needed to achieve goals.
This position works in a professional office environment. This position routinely uses standard office equipment such as computers, phones, and copiers. This position works in a climate-controlled environment, but internal office temperatures may fluctuate.
1. Sedentary work: Exerting up to 10 pounds occasionally. 2. To perform the duties of this position, the employee is regularly required to talk and hear. The employee may frequently be required to stand, walk, use hands and fingers to type, handle or feel, and reach with arms and hands. Vision abilities required include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus. 3. Approximately one-third to two-thirds of time is spent sitting—conversing with contacts via telephone or working on the computer. 4. The remaining time is spent moving between meetings or in contact with other employees in various workspaces.
Position Type/Expected Hours of Work
This is a full-time regular position. Typical days and hours of work are Monday through Friday 8:45 a.m. to 4:45 p.m. This position may be eligible for an alternate work arrangement (i.e., flextime) as described in the Employee Handbook for details. There will be occasional evening and weekend work as job duties or projects require it.
Travel is expected to cultivate business relationships and attend national, regional and local activities of the association.
NACUBO is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.
Please note this position description does not cover, contain or list a full comprehensive listing of duties or responsibilities that are required of the employee in this role. Duties, responsibilities, and activities may change at any time with or without notice.
• Bachelor’s degree in communications, public relations, sales and marketing, or other related field is required. • Three to five years’ sales, telemarketing, communications and/or development experience preferred. • Three to five years’ hands on experience with CRM and marketing automation systems, including Salesforce strongly desired. • Three to five years’ experience working with netFORUM or another association management system strongly desired. • Enthusiasm for data and an eagerness to understand trends behind metrics and suggest improvements in our offerings. • Outstanding analytical and critical thinking skills. • Better than proficient understanding of Windows-based applications. • Knowledge of digital advertising trends and terminology, as well as website analytics strongly desired. • Ability and desire to work to a budget and meet reasonable sales goals. • Excellent written and verbal communication skills. • Ability to think creatively and quickly connect the needs of the business development team members. • Customer service skills, positive and professional phone manner. • Exceptional time management skills and ability to handle multiple deadlines. • Desire to take ownership of projects from inception through implementation to completion, following up every step of the way. • Proven ability to work both independently and contribute as a team member. • Detail-oriented, proactive, self-starter, with a positive, hands-on attitude and a desire to grow and develop in the position, on the team, and within a higher education association.
The National Association for College and University Business Officers (NACUBO) is the premier membership association serving all areas of higher education’s business and finance offices with professional training, advocacy, research, and consulting services. NACUBO’s membership includes approximately 1,600 institutions of higher education and 40,000 individuals.
Established in 1962, NACUBO has been an association since it succeeded a federation of associations of business officers that had given the profession a framework since 1951. NACUBO now represents more than two-thirds of the higher education institutions in the United States.