VP of Member Communications - Naylor, LLC

Naylor Association Solutions is a dynamic, industry-leading organization dedicated to building stronger associations by delivering a combination of member engagement and revenue-generating solutions. Our integrated solutions span all major functional areas, including publishing and communications, trade shows and events, software and web development solutions, e-learning solutions, and association advising services.

The VP of Member Communications (MC) role is responsible for setting and leading the sales strategy and revenue performance of Naylor’s Member Communications division. This role will have ownership over the planning, execution, and evaluation of the sales operations to drive sales performance for all print, digital and programmatic business. The VP of Member Communications has management oversight of all Group Publishers and sales representatives for our Member Communications division, as well as works closely with our Account Managers assigned to MC association clients.  

• • Strategic Planning: Develop, organize, implement and execute Naylor’s overall Member Communications sales and custom retention strategies.
  • Daily Operations Management: Oversee sales operations and revenue generation for the Member Communications ensuring continuous growth and achievement of annual revenue goals.
  • SOP Development: With the support of revenue operations, create and maintain Standard Operating Procedures (SOPs) that ensures a consistent client experience, as well as efficient and effective portfolio management.
  • Revenue Performance Ownership: Responsible for ensuring the company achieves its overall targeted revenue & performance goals on all print, digital and programmatic projects, sold through the company’s advertising sales teams.
  • Forecasting: Oversee revenue forecasting for Member Communization, provide weekly projections to the Executive Leadership Team, and develops improvements to ensure pipeline visibility that enables improved forecasting accuracy.
  • Team Development: Responsible for the coaching and development of Group Publishers and their teams that drive performance, long-term growth and retention through effective sales management strategy.
  • Sales Compensation Programs: Develops, in collaboration with the Group Publishers, advertising sales rep compensation structure, performance incentives and recognition programs that align to the desired behavior and annual revenue goals.
  • Cross-Department Collaboration: Drive collaboration across the organization to identify needs and develop solutions that enable revenue growth and maintains strong customer satisfaction for Naylor’s Member Communication products and services.
  • Product Innovation: Identify new marketing and advertising products and services that meet the current and future needs of advertisers and associations to guide product development efforts.
  • Business Development and Account Management: Collaborate with the Sr. Director of Account Management and VP of Business Development to retain and grow association partnerships in Member Communications.
  • Portfolio Management: Oversees Group Publishers’ portfolio management strategies for association projects ensuring revenue and margin achievement.
  • Performance Management: Develops and continually evolves Sales Team performance standards, expectations and key performance indicators.
  • KPI Management: Maintain KPIs reporting, tracking and measurement, as well as communicates vertically and horizontally revenue pacing and forecast.
  • Budgeting: Own the full sales department annual P&L budgeting process, as well as ensuring ongoing adherence to that budget for both revenue and expense.
  • Partnerships: Collaborate with outside key stakeholders and preferred partners supporting sales enablement and advises revenue operations and marketing on optimization of sales tools.

Core Operating Values:

As a senior leader, the VP must support and exemplify the company’s Core Operating Values, including:

• Operating with honesty and integrity.
• Commitment to ongoing self-improvement and personal development.
• Exceptional internal and external communication.
• Exceptional customer service.
• Being strategically focused and consultative.
• Treating others with respect and courtesy.
• Developing a professional team.
• Presenting oneself as a professional when meeting with Key Accounts or Targets.

Minimum Qualifications:

• Bachelor’s degree in business or a related field; MBA preferred.
• Ten year’s relevant senior sales leadership experience including a proven ability and track record of developing and executing company sales strategies that are designed to achieve/exceed annual revenue goals.
• Experience working in marketing and advertising environment with exposure to or direct involvement in B2B media and/or association.
• Experience leading and holding accountable high-performance management and sales teams.
• Demonstrated advanced leadership skills; strategic thinker, high business acumen, recruiter, coach, developer of people, mentor, high self-awareness, authentic leadership, inclusive leader, motivator, visionary, ability to adapt, resourcefulness, problem solver and effective conflict resolution.
• Track record of effective P&L mgmt., sales and revenue budgeting and forecasting.
• Demonstrated organizational and time management skills.
• The ability to work well independently, while also contributing as a team member of the senior management team.
• Excellent communication skills - Written and Verbal.
• The ability to relate to people at all levels within the organization.
• Possess strong mentorship skills - Must be able to share information and educate others.
• Demonstrated teamwork and collaboration skills among various functions and company to ensure the long-term success of the business.
• Ability to ensure business activities are conducted with the Naylor code of conduct and in a professional manner with the highest degree of quality.

This is a hybrid role based in our corporate office in Atlanta, GA or Gainesville, FL. Some travel is required. 

Naylor Association Solutions is an equal opportunity employer and is committed to hiring a diverse workforce.

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