National Association of Manufacturers
Position Description
Job Title: Associate Director, Thought Leadership Program Development
Division: Membership
Department: National Department
Reports to: Managing Vice President, Membership
FLSA Status/Level: Exempt/Professional
Location: DC Headquarters-based
Position Overview:
If you are looking to work with some of the best innovators in manufacturing at companies like Campbells, Goodyear, Porsche, Siemens, Kimberly-Clark, Dupont, Toyota, PPG and USG and get excited about what is next. This is the perfect opportunity for you.
In 2022, the Innovation Research Interchange (IRI) merged into the National Association of Manufacturers (NAM) as a stand-alone membership offering to serve the research and development, innovation, and new product development function of manufacturing companies. The IRI provides research on current industry practices, forecast and trend reports on emerging issues, professional development programs and both virtual and in-person peer-to-peer engagement opportunities. The corporate R&D function is going through a transformation from traditional, academic research-based labs to real-time innovations to meet the needs of manufacturers in the digital and AI (Artificial Intelligence) era.
This position is a key member of the membership development team responsible for engaging with senior-level manufacturing executives to present the current value proposition and learn what future services the IRI should offer to meet the needs of a rapidly evolving corporate function. The position leverages experience selling thought leadership programs and advisory services through a consultative sales journey to recruit new members into IRI.
We seek candidates who share the NAM's core values and identify with the following attributes:
- Mission Driven: motivated by the greater purpose of serving our members and achieving the NAM's goal through our individual contributions.
- Entrepreneurial Spirit: believes that goals can be achieved and obstacles overcome through individual ownership of responsibilities.
- Intellectually Curious: seeks new experiences, searches for knowledge, and solicits candid feedback with an openness to learning and evolving.
- Professionally Rigorous: pursues roles that strengthen current skill set and provides new opportunities that will advance individual career path.
- Willing Pioneer: Understands the vision of what we are trying to achieve and can bring clarity to ambiguity, solutions to challenges and willing to iterate until best practices are adopted.
Join the NAM and Make an Impact in the Following Ways:
- Serve as a trusted advisor to technology, research and development, and innovation executives at manufacturing companies to recruit their companies to IRI membership.
- Manage the entire prospect journey from qualifying through close and onboarding new members.
- Strategically manage territory of assigned prospective member companies through advanced segmentation, qualification, and prioritization.
- Researches and identifies key stakeholders in the technology/R&D/innovation/growth functions to understand potential priorities and develop a holistic sales strategy.
- Initiates the development and execution of multi-phased email marketing campaigns to schedule first interactions with c-level contacts.
- Leverages known relationships between existing members and prospective members to provide an introduction and referral to IRI.
- Performs initial phone pitch with prospective members and creates a follow up plan that demonstrates the value proposition of membership.
- Provides feedback and recommendations to IRI product development team on the issues, services, and resources that will be of most benefit to future members.
- Lead the process of closing accounts with knowing when to leverage NAM leadership to support the sales process.
- Manage pipeline to meet or exceed monthly and quarterly pacing targets to achieve new member revenue goal.
- Coordinate a smooth transition into membership working with the assigned Account Manager.
- Identify and foster leads to other NAM revenue programs in parallel to NAM membership evaluation.
- Leverage Salesforce to manage pipeline and day-to-day activities.
The above list of responsibilities is representative of the position and is not intended to limit or preclude other responsibilities and tasks that may be associated with or added to the position.
Supervisory Responsibilities:
We are looking for Team Players who meet the Following Criteria:
- Bachelor's degree; or equivalent work experience
- 6-10 years of experience in sales or account management with multi-decision maker deals;
- prior experience in for-profit membership, research program, advisory and/or professional services;
- familiarity with the Challenger Sale methodology in previous roles a plus;
- background or strong interest in advanced manufacturing, technology, AI, research and development highly desirable;
- prior new product development or program launch experience a plus;
- effective and influential presentation skills;
- ability to work a flexible schedule during high-volume work periods;
- excited to work effectively as a team member focused on team goals;
- and motivated by work in a high expectations, rapid-response and deadline-driven environment.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Equal Opportunity Employer
The National Association of Manufacturers is proud to be an Equal Employment Opportunity and Affirmative Action employer that is committed to inclusion and diversity. We welcome and celebrate everyone's uniqueness here at the NAM. We provide equal opportunities to individuals regardless of race, color, ancestry, religion, sex, sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics.
We also consider qualified applicants with conviction histories, consistent with applicable federal, state and local law. At the NAM, we believe in Second Chances! The NAM is committed to offering equal employment opportunities to ALL. We only require that you have the qualifications, talent and passion to be successful in your role.
The NAM is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at humanresources@nam.org.
The National Association of Manufacturers (NAM) is the largest manufacturing association in the United States and one of the nation's most influential advocates for manufacturing. By joining the NAM, you become part of a spirited and dynamic team that is driven to succeed. We recognize and reward our staff with competitive pay and annual performance-based bonus programs. We offer an outstanding benefits package that includes health, dental, and vision insurance, life, short-term and long-term disability, flexible spending accounts, SmarTrip, and a 401(k) Salary Deferral plan with employer match and contributions, vacation and sick leave, complimentary on-site gym access and healthy snacks in the break room. Become part of a fast-paced team passionate about keeping the United States the world leader in manufacturing.
Get involved. Make an impact. Join the NAM team.
Learn more at www.nam.org/careers
