Membership Sales
The incumbent is expected to prospect, recruit, and retain MBA member companies through direct sales initiatives by establishing and executing sales strategies based on the business needs of the housing finance industry. Combining these efforts with strong communication skills to persuade, this individual will present the value proposition of the Association and convince target institutions to join its ranks.
With the understanding that the success of all stakeholders depends on a broad and diverse set of members, the incumbent will focus on membership segments ranging from community banks, credit unions, independent mortgage bankers, commercial banks, life insurance companies, investors, and more.
The incumbent will develop, with the management from Senior Vice President of Policy Member Services, benchmarks and revenue objectives to determine and track the success of the membership sales strategies, and to recommend and implement enhancements to the plan as necessary.
- Under general guidance from the SVP, Policy and Member Services, initiate, develop and implement detailed sales project planning and strategies for targeted sales approach to identify and generate leads using market research and analysis of existing prospect data for predetermined market segment(s). Ultimate goal is to secure new members and grow the organization according to pre-determined goals and objectives.
- Prepare action plans and schedules identifying specific targets and projecting the number of contacts to be made. Generate additional prospect members through conducting cold calls for ‘outside’ sales and in-person appointments within predetermined market segment(s).
- Prepare a variety of status reports, including activity, closings, follow-up, and adherence to goals.
- Working with the SVP, coordinate recruitment appointments for MBA leadership and staff for key, high-level target prospects.
- Maintain prospect contact information and lead tracking in association database.
- Work with the SVP and other Groups/Departments to maintain approved sales collateral materials and provide input on the creation and development of the various membership campaigns.
- Work with the various MBA Groups to execute the membership campaigns that have been created to increase membership in assigned categories.
- Assist the AVP of Membership in tracking and analyzing membership activity and to provide input in ways to improve.
SPECIFICATIONS:
- College degree required, with preferred emphasis on business, marketing, legal, communications, government or other job-related discipline.
- Three to five years of successful, direct sales experience (including the closing of quantifiable sales) required – membership sales preferred.
- Mortgage finance or related industry experience highly preferred.
- Ability to influence and persuade to achieve desired outcomes.
- Excellent negotiating abilities and exceptional customer service skills.
- Proven self-starter with the ability to carry out responsibilities independently and consistently within assigned parameters.
- Proficient in organizational, project and time management skills, with strong attention to detail.
- Significant business to business sales experience preferred.
- Specific trade association member relations and/or outreach background preferred.
- Excellent communication and presentation skills, both written and oral, required.
- Extensive travel will be necessary.
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