We are a global engagement and marketing agency that creates human-centric touchpoints that unleash the power of people to deliver innovation and growth. Firm believers in the power of building community since 1987, we are helping brands, associations and not-for-profit organizations solve their key people challenges through our core expertise: Live & virtual events, Strategic & digital communications and Consulting & community solutions. We are an independently owned agency, headquartered in Geneva, Switzerland, with a global presence of 60 offices in 31 countries.
Professional and trade associations hire MCI’s sales team to generate non-dues revenue through advertising, sponsorship, and exhibit sales. We are seeking a Sales Director to serve a member-based association in the legal market.
The Sales Director will be responsible for leading and managing the sales team and partnering with our association client to deliver the day-to-day operations and strategy of our sales work. The role includes creation and management of sales value propositions for media and events, media and event product development, quota setting and revenue forecasting, and the overall development and oversight of enhanced commercial relationships. The Sales Director will also be responsible for carrying a quota and delivering sales.
Main Point of Contact for our Association client: you will serve as the day-to-day contact between MCI and the association that has hired us as their sales team. You will meet regularly with key staff stakeholders and volunteers to co-create media and event products and set the sales strategy. You’ll deliver sales forecasting and reporting to meet client needs and translate client needs to the sales team.
Improve sales value propositions and product positioning: we have a wide variety of advertising and event products within this portfolio, including a leading legal-market event, smaller conferences, digital advertising properties and print magazines. You’ll develop an expert-level understanding of these products and ensure the sales team can clearly communicate their value propositions to generate revenue. You’ll improve sales positioning and have oversight of the go-to-market strategies and sales communication.
Train, coach, and develop your sales team: you’ll lead a team of sales professionals responsible for delivering 4M+ in sales. You’ll work alongside this team to ensure their growth and develop and lead by example.
Meet and exceed sales targets: in addition to managing a high-performing team, you’ll be responsible for selling a subset of accounts. This role is structured as a selling manager role to ensure you maintain close market knowledge and customer relationships.
Develop enhanced customer relationships: identify key customers that can grow their relationship across the association and within the media and event products we sell; support your sales team in executing winning sales strategies in a player/coach role.
Promote team culture: enhance the culture of collaboration within the sales team, foster strong working relationships with customers, our association client contacts, and within MCI.
Be part of MCI’s Sales Leadership Team: foster collaborative working relationships with others in a similar role and function, sharing ideas and best practices and contributing to the overall growth and development of the greater sales team of 30+ team members.
All other duties as assigned.
Bachelor’s degree in marketing, communications, business or related field preferred or equivalent combination of education and experience.
5+ years of direct sales and revenue generation experience required, including work within the legal market, professional/trade association, advertising, or event industry.
3+ years’ experience and demonstrated ability to successfully manage teams to meet or exceed revenue goals, managing budgets and forecasts, and demonstrating consistent growth.
3+ years' experience and demonstrated ability to successfully develop enhanced relationships that benefit advertisers/sponsors/vendors, end customers, and associations.
Experience developing and improving value proposition for membership-based businesses, advertising businesses, and/or trade shows, conferences, and conventions.
A collaborative and creative spirit that balances revenue-generating needs and sales outcomes with the needs and practical constraints of our client, a member organization.
Proficient computer skills, including Microsoft Office Suite (Teams, Excel, Outlook, PowerPoint, and Word). Salesforce experience strongly preferred.
Ability to travel about 20%.
Ideally, we would like the candidate in our Towson, MD office. Other ideal locations would be Baltimore, MD, Washington DC, or Chicago, IL. The ideal candidate can be in our physical office one day per week, but we will consider full-time remote candidates.
MCI is where you can bring your true self to work and be proud of what you do. Join us and make a difference!
We are a global engagement and marketing agency that creates human-centric touchpoints that unleash the power of people to deliver innovation and growth.
Firm believers in the power of building community since 1987, we are helping brands, associations and not-for-profit organizations solve their key people challenges through our core expertise: Live & virtual events, Strategic & digital communications and Consulting & community solutions.
We are an independently owned agency, headquartered in Geneva, Switzerland, with a global presence of 60 offices in 31 countries.