VP of Sales, Careers

Overview

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 Vice President of Sales, Careers, is responsible for setting and leading the sales strategy and customer interactions for Naylor's Careers division. This role includes overseeing internal revenue and sales operations, building strong partner and advertiser relationships, and working closely with the Careers product management team to achieve the company's financial goals. The VP will manage all Sales Representatives and Sales Support personnel focused on driving recruitment and staffing services revenue for Naylor and its associated partners, while collaborating with business development and account management teams.

Responsibilities

• • Strategic Planning: Develop, organize, implement, and execute Naylor's overall career sales and customer retention strategies.
  • Daily Operations Management: Oversee daily operations and revenue generation of the Careers business, ensuring continuous growth.
  • KPI Management: Establish and monitor Key Performance Indicators (KPIs) for the Sales department.
  • SOP Development: Create and maintain Standard Operating Procedures (SOPs) for client onboarding and service levels to ensure a consistent experience.
  • Forecasting: Provide regular projections and forecasts for the Careers business as per company guidelines and timelines.
  • Relationship Building: Establish and maintain relationships with associations, clients, and significant employers.
  • Team Development: Coach and develop sales managers, sales reps, and support roles to drive revenue performance, long-term growth, and retention.
  • Cross-Department Collaboration: Drive collaboration across the organization to identify needs and develop scalable solutions.
  • Performance Evaluation: Assess the success of the Careers group in achieving its goals and formulate corrective plans as necessary.
  • Employee Incentives: Develop annual and quarterly performance incentives and recognition programs.
  • Strategic Consultative Approach: Ensure Account Managers can execute a strategic consultative approach focusing on the needs and goals of decision-makers and key stakeholders.
  • Industry Engagement: Attend industry and key account tradeshows and networking events.
  • Stakeholder Partnerships: Collaborate with external stakeholders and preferred partners (e.g., Center for Sales Strategy, Salesforce).
  • Internal Collaboration: Work collaboratively with departments such as Sales, Production, Marketing, Finance, Human Resources, and Corporate to resolve problems and capitalize on opportunities.

Qualifications

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.
  • Ten years of relevant senior sales leadership experience with a proven track record of developing and executing company sales strategies to achieve/exceed annual revenue goals.
  • Experience in a marketing and advertising environment, with exposure to B2B media and/or associations; recruitment exposure is a significant benefit.
  • Expert experience in CRM systems (SalesForce is a plus)
  • Proven experience leading and holding accountable high-performance management and sales teams.
  • Demonstrated advanced leadership skills, including strategic thinking, high business acumen, recruiting, coaching, developing people, mentoring, self-awareness, authentic leadership, inclusivity, motivation, vision, adaptability, resourcefulness, problem-solving, and conflict resolution.
  • Effective P&L management, sales, and revenue budgeting and forecasting.
  • Strong organizational and time management skills.
  • Ability to work independently while also contributing as a team member of the senior management team.
  • Excellent written and verbal communication skills.
  • Ability to relate to people at all levels within the organization.
  • Strong mentorship skills with the ability to share information and educate others.
  • Demonstrated teamwork and collaboration skills to ensure long-term business success.
  • Ability to ensure business activities are conducted in accordance 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 HQ in Tysons, Virginia. Some travel is required.

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

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