Located in Arlington Virginia, the Association of Fundraising Professionals (AFP) has inspired global change and supported efforts that generated over $1 trillion. AFP's nearly 30,000 individual and organizational members raise over $100 billion annually, equivalent to one-third of all charitable giving in North America and millions more around the world.
Ensures the successful implementation and management of AFP business development programs and initiatives, including display advertising, recruitment advertising, and content licensing. Works closely AFP leadership team, staff, contractors, volunteers, and vendors.
Major Duties & Responsibilities
Provides strategic direction and hands-on management for AFP business development programs and initiatives including display advertising, event sponsorships and exhibits, recruitment advertising, and licensing of AFP education programs and publications content. Owns responsibility for the achievement of sales targets and revenue goals.
Identifies assets to sell and license. Creates and optimizes advertising products and packages that leverage AFP’s conferences and other events, publications, websites, job board, and other assets. Further develops the strategic partnership program and licensing of education courses, webinars, and publications content.
Ensures systematic generation and identification of prospects, leads, and opportunities. Implements list-building strategies, marketing campaigns, and lead generation. Mines existing customer lists, departmental files, database records, competitive media properties, Data.com, Relationship Science, and other sources. Leverages AFP leadership and key volunteers to help identify and nurture prospects.
Ensures regular tracking of sales leads, contacts, and opportunities. Ensures development and implementation of a CRM database, e.g. Salesforce or Personify. Develops dashboards and reports to track sales efforts, pipeline, and other activity. Ensures that senior management receives regular updates.
Routinely engages in outbound sales efforts to sell AFP business development programs, especially strategic partnerships. Establishes and adheres to sales performance metrics in support of revenue goals.
Manages 3rd party sales vendors that support AFP’s business development programs. Serves as primary liaison and provides day-to-day management and support to ensure that AFP’s objectives, revenue goals, and contractual terms are being met. Ensures integration of 3rd party sales activity and pipeline in AFP’s business development CRM. Makes recommendations for change to senior management.
Ensures accurate and timely inventory tracking and fulfillment of deliverables to clients and customers.
Develops and maintains standard contracts and terms and conditions for all business development programs.
Develops and manages budgets related to business development programs and initiatives and ensures financial accountability and stewardship.
Analyzes revenue and expenses and leverages data to make recommendations and decisions for improvements, changes to vendors, changes to technology platforms, etc.
Knowledge, Skills, and Abilities
Knowledge of concepts and principles related to print and digital display advertising, recruitment advertising, B2B and association media, and paid content.
A motivated go-getter with strong consultative sales and negotiation skill, strong collaboration, interpersonal, and relationship management skills, business acumen and entrepreneurial spirit.
This position is located in Arlington, Virginia. Will not pay for relocation. Requires some travel and weekend work.
It is the policy of AFP not to discriminate against any individual employee, group of employees or prospective employee for reasons of race, color, religion, creed, gender, gender identity, gender expression, national origin, sex, pregnancy or related medical conditions, age, marital status, ancestry, sexual orientation, physical or mental or sensory disability, genetic information, military status or any other consideration protected by applicable federal, state or local laws.
AFP is committed to providing equal opportunities in all employment-related activities including, but not limited to: recruiting, hiring, advancement, compensation, training, benefits, transfers, and terms of employment. AFP promotes equal opportunities for all employees and applicants for employment. Further, AFP will fully comply with all applicable equal employment federal, state and local laws and regulations.
Education & Experience
Bachelor’s degree or equivalent educational experience. Minimum 8-10 years of progressively responsible experience in a business development/sales environment. Experience with display advertising sales required. Additionally, experience with recruitment advertising sales and paid content sales preferred.
Internal Number: 1012BD
About Association of Fundraising Professionals
Association for Fundraising Professionals (AFP) is committed to hiring creative and forward thinking professionals to develop and implement actionable solutions toward advancing the fundraising profession. We hire accomplished, results oriented people who are looking to help inspire, revolutionize and support efforts that generate over $1 trillion to effect global change.
Since 1960, the Association of Fundraising Professional’s (AFP) nearly 30,000 individual and organizational members raise over $100 billion annually, equivalent to one-third of all charitable giving in North America and millions more around the world. The Association of Fundraising Professionals (AFP) represents more than 30,000 members in over 238 chapters throughout the world, working to advance philanthropy through advocacy, research, education and certification programs. The association fosters development and growth of fundraising professionals and promotes high ethical standards in the fundraising profession.