COMPANY
With more than 17,000 members, Vistage International is the world’s foremost chief executive leadership-development organization, providing unparalleled access to issue-resolution and better performance through monthly peer-advisory groups, one-on-one business coaching, expert-speaker presentations, and – extensive online connectivity via articles, best practices, podcasts and webinars.
Today, Vistage International and its affiliates operate in 15 countries. Members meet in small, professionally-facilitated and process-driven groups every month to help one another make better decisions, achieve better results, and become better leaders. They’re also connecting and learning by collaborating online, tapping into a vast content library, and applying the expertise of hundreds of top industry speakers. Simply stated, Vistage is instrumental in helping its members to figure out what to do and to actually do what they must to get their companies to “the next level” of growth and success.
Vistage-member companies generate more than $300 billion in annual revenues and employ approximately over two million employees around the world. Studies have shown that Vistage-member companies outperform their competitors and, on average, grow their revenues at three times the percentage growth rate after joining Vistage. Consequently, Vistage enjoys extraordinary high membership retention, attendance and tenure rates. And Vistage continues to grow its membership, expand internationally, build its brand, and leverage technology.
We invite you to visit our website at www.Vistage.com and learn more about our rich history, our unique programs, our bright future, and our values of Trust, Caring, Challenge and Growth.
OPPORTUNITY
We are seeking sophisticated, consultative sales talent to help identify and convert new members.
The Market Development Director (‘MDD’) will play an integral part and be mainly responsible for three specific company sales initiatives:
- Identify and close new CEO Members to join our traditional Chief Executive Peer Groups
The MDD position is a true market development role. You will be assigned a specific geographic territory to work with existing relationships and generate new ones through networking; you will also facilitate Vistage sponsored events, and will coach and assist new Chairs (Vistage Group facilitators) during their initial activities to start new CEO Peer Groups in their locale.
You will be measured on the number of qualified CEO candidates you are able to convert into individual memberships, and your ability to identify and close new Vistage Inside and Vistage Connect members.
RESPONSIBILITIES
Member Acquisition: Meet and exceed pre-determined membership goals for our three company sales initiatives:
- New Groups
- Vistage Inside
- Vistage Connect
Mentor/ Coach: Share your best practices, utilization of technology and other resources made available to attract and retain the very best members who will contribute to and enhance the overall Vistage community experience. Role model these professional sales skills for both new and existing Chairs within your region
Community Relations: Join, establish and maintain strong ties with high profile community organizations and leaders within each of your major markets and leverage those relationships to help build the Vistage brand, thereby creating additional avenues for potential membership growth.
Consultative Selling: Comfortable with conceptual, solution-based sales conversations, sometimes requiring long sales-cycles to contract. Can develop and maintain mutually beneficial relationships over an extended period of time with senior executive decision makers to ensure the successful positioning and implementation of the Vistage Inside membership model.
Customer Relation Management (CRM): Will manage and account for interactions with their member candidates and other company prospects using SalesForce.com to organize, automate and synchronize business processes across multiple sales department functions.
JOB ACTIVITIES
The Market Development Director will report to the VP of Market Development to develop and execute the desired marketing initiatives and associated sales goals to ensure that annual revenue targets are achieved. The MDD will also maintain relationships with our Executive Vice President of National Field Operations and Best Practice Chairs in their assigned geography.
Approximately 50% of the MDD’s time will be spent partnering with Chairs to help them launch new CEO Peer Advisory Groups. They will actively engage with these Chairs, be responsible for the running of a 2 hour “experience Vistage” event, and remain in market with the Chair for a week to assist with the Selection Interview and closing process of member candidates who have expressed interest in joining Vistage. A sense of urgency is needed in order to sign/enroll new members within three days of the event.
Approximately 40% of the MDD time will be devoted to networking and prospecting to identify the business opportunities available to achieve the membership goals, including efforts to sell Vistage Inside to larger companies. This will include a number of different avenues, including, but not limited to, referrals from the Chair community; Self-sourced referrals generated from attending trade associations and business conferences; and other programs that might support the overall sales initiative.
The remaining 10% of the MDD time will be devoted to establishing working partnerships with the other MDDs to share Best Practices, and with Vistage executives and their functional teams located at headquarters in San Diego, CA.
PAST EXPERIENCE
Successful sales track record with 10+ years of executive leadership and sales experience selling complex services or conceptual solutions to the C-suite.
Demonstrates sophisticated business acumen and emotional intelligence as evidenced by prior results. Has experience with relationship selling to senior executives and making company headquarter sales presentations.
A strong work ethic with evidence of a meeting or exceeding stated goals. Not only meets standards but creates their own standards of high performance.
Excellent communication and listening skills to both convey the value of Vistage while determining the solutions for their member prospects.
Excellent presentation skills to a C-level audience.
Ability to create trust and build long-term relationships with both their referral partners and member candidates alike.
Strong PC skills required, including proficiency in all Microsoft Office packages including Word, Excel, PowerPoint, and Outlook.
Strong CRM understanding; Expertise with SalesForce.com a plus.
KEY ATTRIBUTES
Prior experience within the personal/ professional development industry. Preferably in the executive training, development or content business.
-or-
Prior experience in a subscription or franchise business model, involving customer acquisition, growth and retention.
-or-
Prior experience working with independent contractors or outside distributors.
Desire to help others through coaching, problem-solving, education and other forms of personal accountability and development.
Experience-based knowledge of major US business markets.
Resides or is willing to reside near a major airport, preferably within his/her region.
TRAVEL
Expect to travel overnight approximately 60% of the year for up to 5 days per trip.
EDUCATION
Bachelor’s Degree Required. Master’s Degree desired in Business or Business-related concentration (Management, Marketing, etc.)
- Identify and close Corporations seeking a unique, leadership development opportunity. This program, called Vistage Inside, is facilitated Peer Groups composed of employees from the same organization.
- Identify and close online members to join Vistage Connect, a virtual, issue-focused facilitated group composed of members who have an interest in the issue under discussion in the 2 hour, on-line session. These can be members from one enterprise, or members from various locations.