Apply on Employer Site

International Foundation of Employee Benefit Plans (IFEBP) · 2 weeks ago

Manager, Business Development & Industry Engagement

Brookfield, WI

Full-time

Hybrid

Mid Level

$55K/yr - $70K/yr

3+ years exp

The International Foundation of Employee Benefit Plans (IFEBP) is North America’s largest membership organization for those who work with employee benefit plans. They are seeking a high-caliber sales professional responsible for selling exhibit booths, sponsorship, and advertising opportunities to industry partners, while also developing sales and marketing plans to drive revenue.

Human Resources

Comp. & Benefits

No H1B

Responsibilities

In partnership with management, establishes exhibits, sponsorship, and advertising opportunities, benefits packages, pricing, budgets, and annual sales targets for each assigned event/product

Strong focus on driving advertising acquisition, activation, and retention/expansion strategies for member magazines, newsletters, the Service Provider Directory and other digital opportunities

Responsible for the creation, development, execution, and maintenance of sales collateral and/or marketing materials to be provided to prospective exhibitors, advertisers, and/or sponsors

Collateral includes without limit: sales-based websites or webpages, brochures, email, direct mail, and 'sell sheets' for assigned programs, products, and packages

Partner with the marketing and graphics team to generate, enhance, or launch marketing and sales collateral and campaigns

Demonstrates detailed knowledge and understanding of all product offerings in addition to exhibit, sponsorship, and advertising opportunities to accurately and effectively present these to prospects

To attain revenue goals, develops and implements comprehensive and compelling sales and marketing plans which include using passive sales/marketing methods (e.g.: direct mail, email, social media, etc.) and active sales/marketing methods (e.g.: cold calling, social media, onsite visits, responding to website inquiries, etc.)

Researches and identifies potential prospects and new entrants to the industry, analyzing their alignment with organizational goals, target audience, and events

Cultivates and maintains strong relationships with existing and potential exhibitors, sponsors, and advertisers

Creates and presents compelling and sometimes customized proposals that highlight the benefits for event and industry partners, including up-selling and/or cross-selling

Responsible for pre-contract information requests, follow-up

Lead retention, up-selling and/or cross-selling of assigned contacts and partners

Negotiates sales terms within organizational and event parameters; however, does not complete contracts or issue invoices

Once the sale is made, hands off the agreements/contracts to members of the LLC team to manage processing, fulfillment, event registrations, on-site logistics and recognition, and other logistical coordination. The LLC staff becomes the primary point of contact for the exhibitor, advertiser, or sponsor through the event date/fulfillment commitment

Works collaboratively with the LLC team to ensure smooth transfer, successful fulfillment processes and execution of agreements

Responsible for own CRM system data entry and data maintenance as it relates to prospect contact information, lead generation, sales funnel tracking, and sales conversion tracking. Maintain historical records of past sales prospects and contacts

Maintains a thorough knowledge of the Foundation’s and the Wellness Alliance’s educational programs, services, product lines, market behavior, and industry trends to anticipate changing customer needs and proactively manage relationships. The priority will initially be mastering knowledge of the assigned programs and product lines

Develops and provides regular performance reports and forecasts and maintains accountability for sales goal achievement, including but not limited to respective key metrics and/or budget achievement. Evaluates ROI of lead generation and sales efforts

As assigned, represents the International Foundation and Wellness Alliance at relevant industry conferences, trade shows, and networking events to expand your network and promote exhibit, sponsorship, and advertising opportunities

As appropriate, provides input to the meeting management team regarding exhibit floor layout, on-site sponsorship recognition (to maximize revenue opportunities), and traffic building initiatives and value-adds. Maintains knowledge of conference timelines and sponsorship deadlines

Collaborates with management, the LLC, and the education team on new exhibits, sponsorship, and advertising opportunities based on customer feedback, event parameters, and evolving industry practices, competitive offerings and market conditions

While the LLC (specifically: Exhibits and Meeting Management) will be responsible for the logistical planning, client services, and implementation/execution of the exhibit floors, this position will often be assigned to 'open' the Exhibit Floor to thank sales clients and secure booth renewals

May be assigned to work Exhibit Floors, as appropriate, for specific events

May be assigned to assist meeting management team members on site visits or may be invited to attend exhibit floor planning meetings

Must professionally, productively and effectively collaborate and communicate with all departments of the International Foundation and its affiliate organizations

Qualification

Business developmentSales experienceCRM proficiencySales collateral developmentWellness industry knowledgeMicrosoft Office SuiteCommunicationAttention to detailTeam collaborationTime managementAdaptability

Required

A bachelor's degree plus at least 3+ years successful outside sales experience (that includes cold-calling), or equivalent combination of experience and education

Prior sales experience in tradeshow, exhibit halls, or advertising/sponsorships is required

Proven track record of success developing new business to drive revenue within established parameters and guidelines

Prior experience generating new, relevant lead sources and converting for new business results is critical to success in role

Excellent interpersonal, verbal, and written communication skills

Demonstrated ability to develop sales collateral

Strong attention to detail and an ability to explain (written and verbal) complex topics in easy-to-understand way

Ability to effectively handle rapidly changing priorities in a fast-paced environment

Must be able to work independently, effectively managing time and priorities. Must also be able to work in a collaborative team environment

Must be proficient in using CRM platforms. Microsoft Dynamics preferred but will train candidates with alternate CRM platform experience

Must be proficient in Microsoft Office Suite of programs (Outlook, Word, Excel, PowerPoint). Smartsheet experience a plus

Preferred

Wellness industry knowledge preferred

Benefits

Comprehensive and affordable medical plan (which includes Teledoc)

Vision plan

Dental plan

FSA (medical and dependent care)

Employee Assistance Program (EAP)

Long term disability

Short term disability

Ample PTO (vacation, sick, holidays)

Defined benefit (pension) plan

Non-elective company 401(k) contribution

401(k) matching contribution

Free Milwaukee County Zoo passes

On-site fitness center with yoga, stretch, and strength training classes

Mindfulness sessions

Bocce league

Game nights

Cribbage club

Company

International Foundation of Employee Benefit Plans (IFEBP)

The International Foundation of Employee Benefit Plans is a nonprofit organization, dedicated to providing the diverse employee benefits community with objective, solution-oriented education, research and information.

Founded in 1954

Brookfield, Wisconsin, USA

51-200 employees