The Director, Strategic Business Development will be responsible for crafting senior-level strategic partnerships and advancing our overall sales strategy with companies seeking to reach our sizable audience of PAs – the fastest growing job in healthcare today. This work is central to a key strategic objective of AAPA - driving incremental and non-dues revenue for the organization.
The Director, Strategic Business Development will focus on our overall sales strategy and striving to meet annual sales goals for the organization. The Director will be responsible for developing relationships and consulting with clients on a national basis and will work with the appropriate cross-organizational teams to contribute to the long-term success of a high-growth and progressive national association. S/he will be responsible for developing a sales prospecting process and overarching selling strategy and own its execution daily.
BUSINESS DEVELOPMENT FACILITATION: (65%)
Responsible for the assessment, identification and acquisition of products and services that support the product portfolio and for maintaining and expanding all Academy non-dues revenue generating activities.
Coordinates with meetings and membership staff and other divisions as appropriate, donor/sponsor/partner/vendor sales that reach across the organization.
Responsibility for the sale of all conference exhibits, product theaters, sponsorship and advertising generating revenue including hybrid and virtual exhibit platforms and in line with budgeted annual goals.
Works closely with meetings staff to identify and execute on site conference sponsorships.
Provides information on conference exhibit sales, product theater, journal ads, etc. and hands off to appropriate staff. Follows up as appropriate, and schedules regular, face-to-face check-ins.
Communicates regularly with meetings staff on updates of conference sponsorship and exhibit sales and progress and identify support needs.
Travels for site visits and to conference.
Responsible for ensuring that all annual conference invoices due to AAPA are paid in full prior to the annual conference.
Works with contracted services to enhance marketing efforts for annual conference and overall marketing opportunities offered by AAPA
Develops the assessment, planning and generation of non-dues revenue and establishes and maintains good relationships with strategic partners in an account management capacity.
Works closely with outside consultants to ensure AAPA is adequately meeting all client needs.
Assists in identification and organization of special campaigns and strategies to expand funding opportunities.
Handles the daily review of all digital and print orders through AAPA’s list rental company.
With the Marketing Department, applies principles of marketing and branding to facilitate the development and execution of the Academy’s business development efforts. Additionally, works to create promotional materials for AAPA for video and written communications to potential sales targets.
Responsible for the development and management of the business development webpage located on AAPA.ORG.
Assists with the development and updating of market data and research information within AAPA databases.
Prepares progress reports and budget reports.
Provides metrics and analyses to the Academy to assist in decision-
LEAD/SALES GENERATION: (20%)
Works with appropriate divisions to learn where revenue generation opportunities are needed to meet budgeted revenue goals.
Develops and implements sales, marketing and funding strategies and goals for AAPA to secure funding and sales for AAPA products and services. Conducts formal sales presentations as appropriate.
Secures and maintains corporate partnerships/sponsorships as targeted annually.
Works with partners to ensure that all deliverables offered in agreements are delivered and that results for these efforts are reviewed with the partner.
Provides other funding/sales support as required.
Utilize CRM platforms such as Salesforce.com and other tools to record, track and plan client activity while maintaining a pipeline of potential new business.
Maintains extensive knowledge of current market conditions and reports this to key staff; and builds and maintains important client relationships
Develops proposals in response to requests for proposals (RFPs). Once new business has been won, the business development director works with other department heads and staff to coordinate account startup and transition service or product delivery.
Assists in the continued development of AAPA’s corporate relations programs.
Maintains an up-to-date and accurate Customer Relationship Management system (Salesforce) to reflect on-going client relations and sales activities.
Routinely reports on client activity to give status updates as well as to help develop strategies and programs to expand AAPA product and service lines.
Manages client relations in such a way to mitigate issues and concerns. When they do arise, resolve them in a timely manner.
Maintain strong ongoing knowledge of the healthcare landscape and industry as well as PA market dynamics.
Maintain a high level of customer service.
Work in collaboration across AAPA staff to maximize revenue opportunities.
Proactively market the company to customers and convey the advantages of our services.
As appropriate, manage and monitor all contracts, as well as accounts receivables.
10+ years of sales experience is required, preferably in healthcare and membership association services.
10+ years of business development and market development experience in an office environment desired.
Entrepreneurial drive and demonstrated success in exceeding revenue targets.
Experience developing a new sales territory including lead generation and cold calling.
Ability to sell to C-level executives.
Exceptional analytical, verbal, and written communication ability. Attention to detail.
Strong organizational and time management skills.
Ability to work both independently and in a team environment.
Strong work ethic. Willingness to “get the job done.”
Ability to multi-task and meet multiple, simultaneous deadlines.
Relentless dedication to client service.
Willing to embrace new technology and social media.
MS Office suite and CRM proficiency.
NOTE: Because this position may be exposed to sensitive and confidential information daily, the Director, Strategic Business Development is responsible for maintaining the confidentiality that knowledge of such information warrants.
The American Academy of PAs is an Equal Opportunity Employer and considers all qualified applicants without regard to color, religion, sex, sexual orientation, gender identity, national origin, veteran status, disability and any other classification protected by law.
About American Academy of PAs (AAPA)
Established in April 1968, The American Academy of PAs (AAPA) is the national professional society for PAs (physician assistants). PAs are medical providers who diagnose illness, develop and manage treatment plans, prescribe medications, and often serve as a patient’s principal healthcare provider. With thousands of hours of medical training, PAs are versatile and collaborative. PAs practice in every state and in every medical setting and specialty, improving healthcare access and quality. Today there are more than 131,000 PAs in the United States and the profession is expected to grow another 37 percent between 2016-2026.
AAPA is a fast-paced nonprofit membership organization. Our staff combines skill and passion to advocate for the interests of PAs and their patients, and serve as an educational resource. Our office is located in the Carlisle area of Alexandria, VA., only two blocks from the Eisenhower Metro stop.