National Director of Membership and Business Development

• Provide leadership, training, mentoring, direction, management, and goal setting for the membership & business development team, incorporating metrics and accountability for performance.
• Be a thought leader and resource for professional development. This includes presenting at events that include, but are not limited to, EMA’s Annual Conference, EMLC Spring Seminars, and other regional and national conference in addition to travel to membership schools and organizations.
• Collaborate with the Vice President of Member Relations (VPMR) to create and manage project and team budgets.
• Develop, execute, and manage a comprehensive membership strategy that includes identifying membership needs, measuring Net Promoter Scores, and member satisfaction. The strategy encompasses member onboarding, membership renewals, successful product usage and adoption, support, training, and other strategies designed to provide an exception customer service experience.
• Develop and implement membership retention strategies, renewal campaigns, feedback, and scoring evaluations to measure member success and achieve financial goals.
• Establish, track, and report quarterly goals for portfolio growth, onboarding effectiveness, cancellation follow-ups, product usage, membership retention, and Net Promoter Score (NPS) through targeted metrics, proactive engagement, and data-driven insights to drive customer satisfaction and organizational success.
• Provide monthly forecasting of territory sales and product use and meet monthly, quarterly, and annual targets identified and agreed upon.
• Identify new markets for membership and product growth, establish member touchpoints through defined processes and cross-functional collaboration, and provide data insights to internal partners to support strategic initiatives.
• Achieve annual sales targets through customer prospecting, account sales, and other strategies such as coordinating and conducting membership engagement opportunities including one-on-one visits with schools, networking gatherings, education sessions, member training, and conference presentations, etc.
• Oversee the building of relationships with current and potential client schools and organizations in the assigned region and recruiting and signing new test centers.
• Identify business partnership opportunities with associations, organizations, consortiums, etc. to help drive forward EMA’s organizational goals.
• Share market insights with VPMR and EMA leadership by regularly submitting field intelligence on competitor offerings, prospect needs, and contributing to the EMA Senior Leadership Team’s knowledge of product/market trends and potential product development ideas.
• Collaborate with the Member Relations Team (MRT), including the Marketing and Professional Development teams, to ensure effective onboarding of new members and product users, while also developing programs and promotions aimed at boosting sales and introducing new products and services.
• Serve as a subject matter expert to guide and teach members about EMA’s full suite of products and services.
• Support and contribute to online and print publications.
• Maintain knowledge of the market, competition, and best practices and trends in sales techniques and strategies.
• Support and contribute to a culture dedicated to superior customer service that exceeds expectations.

Key Priorities for the next National Director of Membership & Business Development

• A visionary in a time of change, the next National Director will provide thought leadership about the future of independent schools and will support member schools by identifying trends in the marketplace and communicate these needs to the EMA product team.
• With an entrepreneurial spirit, curiosity, and creativity, the National Director will respond nimbly to the needs of the organization, helping to better define strategies to meet the needs of its members and to drive new membership.
• Given the multiple initiatives and demands on the membership group, the National Director will effectively evaluate these opportunities and make strategic decisions about priorities and areas of focus.
• Serve as thought partner focusing on customer service, business development, and membership during the upcoming merger with ERB.

‍

‍

Qualifications and Personal Attributes

The successful candidate will bring an inclination towards collaboration, demonstrated depth in relationship building, a deep knowledge of the mechanics and strategy of enrollment management, and an entrepreneurial spirit. They will also possess most, if not all, of the following attributes:

• Bachelor’s Degree or equivalent, with minimum 10 years of professional experience, preferably with a background in enrollment, sales, and senior management.
• Dynamic and impactful public speaker and presenter.
• Organized and analytical, able to eliminate sales obstacles through creative and adaptive approaches.
• Experience in independent school management is preferred.
• Personnel management experience required.
• Ability to work independently with the capacity to manage complex issues, challenges, and solutions.
• Ability to coordinate and administer multifaceted programs and projects.
• Strong verbal and written communication skills.
• Strong consultative skills.
• Ability to multitask and work independently and efficiently under deadline.
• Excellent, articulate, personable, and diplomatic customer service skills.
• An upbeat, team-player attitude.
• Proven project management skills.
• Success in driving results in a nonprofit environment.
• Ability to establish and maintain good working relationships with other departments, member schools, and organizations.
• Ability to cultivate and manage sales opportunities within Salesforce.com.
• Proficiency in Google Workspace.