Organization Summary
The National Association of Wholesaler-Distributors (NAW), the Washington, DC-based trade association representing the 35,000 company, $8.2 trillion revenue distribution industry, is seeking an experienced, innovative, and motivated sales professional to join the Corporate Relations team as a Director of Membership Sales. This sales position will help drive NAW's long term membership growth strategy, specifically targeting and recruiting CEO-level executives for new membership sales.
Job Summary
The Director of Membership Sales for NAW will be responsible for helping to grow the membership of NAW by developing a list of prospective members and then planning and executing a direct engagement strategy to bring new companies into the membership.
Essential Job Responsibilities
To perform this job successfully, each essential job responsibility must be performed satisfactorily.
- Prospecting: Manage and grow a list of prospective members in an assigned membership segment, research the companies, find points of contact if needed, and develop a strategy for successfully bringing the company into the membership through direct engagement.
- Sales Meetings: Set, attend, and lead meetings with CEOs and C-Suite distribution executives, handling the preparation and approach for each meeting. In person and virtual meetings will be a core part of the job. Expect regular travel (U.S. only - no international travel).
- Closing the Sale: Manage the follow up to each sales meeting, helping to integrate prospects into NAW programing, answering final questions, introducing them to members, and other activities designed to close the sale.
- Building Business Intelligence: Operate in a mode of constant, iterative improvement. Develop strategies and processes for the NAW enterprise to capture business intelligence, analyze that information, and put it to use to regularly enhance membership growth strategy and tactics.
- Engaging Members: Promote a member-focused culture and support the member engagement team by leveraging relationships developed during the sale process to enhance member value.
Work Environment: The position is based at NAW's headquarters office in Washington, DC, near Metro Center. NAW is currently offering a hybrid work model. Employees are required to be in the office Tuesday, Wednesday, Thursday, and upon request for mandatory meetings or events. Employees are provided the opportunity to work remotely on Monday and Friday. The hybrid work model is subject to change. NAW's DC HQ office provides a standard office environment.
Travel: Up to 30%
To Apply: Send your resume and cover letter to with subject line: Director, Membership Sales
Requirements:
The requirements listed below are representative of the knowledge, skills, and/or abilities required to successfully perform the job as well as the experience requirements.
Knowledge, Skills and Abilities:
- Demonstrated ability to identify manage prospective members and sales
- Demonstrated problem solving skills
- Strong organizational skills with attention to detail; ability to follow schedules and meet deadlines
- Exceptional interpersonal skills, exhibits a positive attitude and a professional demeanor
- Strong written and oral communication skills; ability to articulate and demonstrate the unique value proposition that NAW provides to distribution industry leaders
- Exceptional customer service skills, a focused listener
- Strong Microsoft Office Suite skills
- Knowledge of basic digital marketing tools and data analytics
- Strong presentation skills
- Ability to anticipate challenges and effectively resolve conflict by identifying opportunities
- Ability to work with creativity and flexibility in a fast-paced environment
- Ability to work independently as well as collaboratively with internal and external stakeholders
- Ability to create new processes and demonstrate sound judgment
Education and Experience:
- Bachelor's degree is required; concentration in sales or marketing operations, desirable
- 5+ years of sales experience is required; experience selling value-added services or memberships, desirable
Other Experience and Requirements:
- Understanding of or direct experience working for a trade or membership association, required
- Knowledge of the distribution industry, desirable
- Experience in selling intangible products like government relations/lobbying, desirable
- Experience using CRM tools; Salesforce experience, desirable