Director of Business Development

The American Association for Justice (AAJ) works to preserve the constitutional right to trial by jury and to make sure people have a fair chance to seek justice when they are injured by the negligence or misconduct of others—even when it means taking on the most powerful corporations.

AAJ is seeking a Director of Business Development for its Business Development department. The Director of Business Development is responsible for developing new business opportunities, advertising and sponsorship revenue, growing the association’s exhibits, finding and developing new business opportunities and expanding the brand. A key responsibility of the Director of Business Development is to cultivate and strengthen relationships with AAJ sponsors and vendors. This role involves close collaboration with internal and external teams to ensure timely execution of deliverables and managing all aspects of sponsor-related activities. These activities include, but are not limited to, brand placement and the coordination of VIP experiences at AAJ-sponsored and non-sponsored events and conventions.

Essential Job Duties:

• Grow the association’s non-dues, non-fundraising revenue generated through affinity programs, print and electronic advertising, exhibits, and sponsorship sales.
• Direct and manage the business development team (2 direct reports) and support staff, including management of outside advertising sales and marketing contractors.
• Collaborate with the Senior Director of Meeting and Sales to establish goals and overall direction of department.
• With guidance from the Senior Director of Meetings and Sales and in collaboration with related association teams, develop and manage annual expense and revenue budgets.
• Manage the association’s affinity programs, including new vendor prospecting, contract negotiation, and execution; retention and growth of current vendor relationships; and successful and effective promotion of products and services to members.
• Lead the building of a robust prospect pipeline for all association-related marketing opportunities through strategic prospecting, research, networking, and attendance at trade shows, conferences, and other relevant industry events.
• Work with Senior Director of Meetings and Sales, Business Development team members and other association departments to conceptualize, develop, and execute new and unique revenue-generating opportunities across all lines of business.
• Initiate and supervise marketing activities, including coordination with AAJ’s Marketing team to develop multi-touch campaigns and marketing collateral.

• Bachelor’s degree. Knowledge of the legal industry a plus.
• 8+ years of senior-level sales and sales management experience, preferably in the association or non-for-profit sector, driving annual sales across multiple lines of business.
• Experience selling and/or managing advertising, exhibits, sponsorships, affinity programs, and other association-related marketing opportunities.
• Experience with advertising sales, metrics, and data analyzing processes; knowledge of magazine production preferred.
• Experience leading and managing sales teams, processes, and operations, preferably in a large membership-based organization.
• Strong sales, prospecting, follow-up, and closing skills, including the ability to identify, reach, and communicate effectively with senior-level decision-makers in writing, over the phone, and face-to-face.
• Proven ability to conceptualize, develop, and implement successful, customized sponsorship and promotional opportunities.
• Advanced organizational, strategic planning, project management, and execution skills, including the ability to manage multiple projects with competing deadlines simultaneously and under pressure.
• Experience developing and managing departmental expenses and revenue budgets.
• Extensive knowledge of association structure, processes, databases, and systems with the ability to work effectively with association members and leadership. Docusign Envelope ID: 8AB433C9-9962-401F-A964-65ECEB6F9746
• Ability to work collaboratively and effectively with other association teams.
• Superior verbal/written communication and customer service skills with an emphasis on and commitment to building and maintaining strategic relationships.
• Strong leadership, mentoring, and staff development skills.
• Strong MS Office skills, particularly with Word, Outlook, PowerPoint, and Excel.
• Travel required for meetings and events (approximately 20%).

Salary Range: $118,000 - $140,000