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The Conference Board

Director Mid-Markets, Programs and Services

The Conference Board, New York, NY


POSITION SUMMARY:
Manages the overall strategy and operations of The Conference Board's Mid-Market program. Responsible to grow TCB revenue and contribution through effective management of existing member relationships and new member development. Increases the participation of member executives in TCB activities and programs and through that participation builds a broad base of awareness of, and support for, TCB within member companies.
REPORTING RELATIONSHIPS:
Reports to the Senior Vice President, U.S. Development. Supervises Directors of Associate Service responsible for sales to new prospects in geographical territories. Provides general direction to other members of Mid-Market development team on marketing, pricing, administration, etc. Supported by Member Services Coordinator. Supervises contractors assigned to write and edit Mid-Market publications.

PRINCIPLE DIRECT ACTIVITIES

  1. Mid-Market Sales & Service
  2. Manages The Conference Board's US Mid-Market business Expands the Board's base of support through the addition of new Mid-Market members via sales campaigns, telemarketing and other new lead generation tools.
  3. Serves as relationship manager for Mid-Market companies. Conducts analysis of participation of Mid-Market executives in Board programs, including participation in meetings and utilization of TCB research portfolio. Develops strategies to drive increased levels of involvement.
  4. Provides feedback from Mid-Market members on the relevance, quality, value and timeliness of Board products and services. Recommends changes and tailoring of product offerings to support Mid-Market members;
  5. Develops retention strategies for Mid-Market member organizations; develops service mailings and other tools to accomplish same.
  6. Effectively communicates the value of the Board's program to senior executives, using print, electronic media, and in-person visits as required. Projects knowledge, energy and enthusiasm about the Board's programs and services. Helps senior executives identify and use Board products and services to address specific needs.


  • Planning & Analysis


    1. Conducts Mid-Market business analysis and develops annual Mid-Market budget and commission plan.
    2. Participates actively in Business Question process, and analyzes questions and prepares periodic Mid-Market reports.
    3. Works closely with Senior Vice President, US Development, to develop and implement pricing strategy. Works with accounting department to assure accurate tracking and forecasts for Mid-Markets revenue and expenses
    4. Designs and maintains tools for tracking patterns in new sales, losses, and retention of Mid-Market clients; trains other staff in maintenance and interpretation of same.
    5. Conducts periodic competitive analyses.


  • Program Management & Development
    1. Plans and commissions articles, and helps identify case studies for Executive Action: Mid-Market Trends series; identifies and supervises contractors and internal writers for same; works closely with director of publishing on topic selection, quality control, and timing of publications. Contributes to the Research team's plan to ensure relevance and consistency with overall goals.
    2. Works closely with senior managers and staff from other departments such as Research, Publishing, Conferences, and Councils to develop, plan, and promote new programs and services, for Mid-Market members.
    3. Creates new forms and drafts of marketing materials.
    4. Establishes and maintains collegial relationships with Enterprise DAS team and works with them to identify new programs that serve Mid-Market client base, with mutual benefits for participating Enterprise and Mid-Market firms.
    5. Identifies opportunities for sponsorship of Mid-Market programs and pursues same as appropriate.
    6. Hosts and moderates periodic on-line member briefings and webcasts, for Mid-Market audiences.


  • Other


    1. Performs other duties as assigned.


DESIRED QUALIFICATIONS:

The ideal candidate for this position will have had experience in working with Mid-Market firms and executives. 10 years minimum of

sales and new business development. The candidate must be highly capable in communication and analytical skills and capable

of working effectively both individually and collaboratively in order to accomplish objectives. The candidate must be comfortable and

effective before a variety of audiences, including very senior executives, in order to engage in conversations around the multifaceted and

complex offerings of TCB. The incumbent has prior experience in leading teams. Must possess a bachelor degree, advanced degree

desired.