Sales Manager - Membership

Hybrid opportunity

Who we are: Natural Stone Institute (NSI)

The Natural Stone Institute (NSI) is a trade association representing every aspect of the natural stone industry. The current membership exceeds 2,000 members in over 50 countries. The association offers a wide array of technical and training resources, professional development opportunities, regulatory advocacy, and networking events. Two prominent publications—the Dimension Stone Design Manual and Building Stone Magazine—raise awareness within the natural stone industry and in the design community for best practices and uses of natural stone.

POSITION SUMMARY:
The Membership / Sales Manager serves as the primary sales lead for our membership and non-dues revenue (sponsorships, fundraising, etc) areas, as follows:
Membership: develops and implements analytics‐driven membership strategies. These strategies raise visibility and revenue for NSI departments, initiatives, products, and services. Further, they serve to reinforce the value of membership in ways that significantly strengthen membership recruitment and retention, all while also working closely with other departments to ensure the overall membership experience is of the highest quality.

Non-dues revenue: assist the CEO and program managers to develop a sound non-dues revenue stream by enabling the NSI to keep membership charges from rising.
Help bolster various activities outlined in the strategic plan which can benefit the association’s members. Serve on the team that also supports the goals/outreach of the Natural Stone Foundation, the charitable 501(c)3 arm of the association.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Member Services Team / Department

• Membership Revenue - establish sales goals, compare performance to goals, and adjust goals as needed.
• Lead outbound calling efforts for the team.
• Coach, mentor, and provide feedback to team members responsible for the front-line membership experience.

Member Interaction

• Focus at least 4-5 hours per day on phone calls and/or in-person meetings with members.
• Serve as the lead point person for member outreach at industry trade shows.
• Facilitate retention & recruitment campaigns to strengthen membership.
• Establish relationships with current and potential sponsors to help generate non-dues revenue (sponsorships, donations, etc).
• Organize volunteer outreach for membership and non-dues revenue solicitations.

Staff Support/Other

• Support other staff with requests for fundraising strategy and execution.
• Other duties as assigned.

KNOWLEDGE AND SKILL REQUIREMENTS:

• Education: Bachelor's degree with an emphasis in Sales, Business, and/or Marketing or an Associate's degree and a minimum of 5 years of sales experience.
• Experience: 3-5 years of sales and/or project management experience with a strong emphasis on sales/customer service and demonstrated project management skills. Proven record of developing sales strategies/goals and emphasis with phone/relationship selling. Prior membership association experience is preferred.
• Skills: strong written and verbal communication skills, proficient at MS office suite, good organizational skills, team orientation, and travel (~10-15%)

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Attributes (Defining Success) for the Membership / Sales Manager Role:

Member Experience

• Leaves members with a great impression of the Natural Stone Institute and often get compliments from members.
• At ease explaining the value of membership and soliciting membership to non-members.
• Able to lead the team and execute membership campaigns/outreach.
• Will go the extra mile to turn each member interaction a positive one.
• Are adept at communicating to members even when they are angry and being unreasonable.
• Quickly gains the trust and confidence of our members.
• Have a very high level of respect for our members and the work to be done.
• Is proactive in letting members know about events/programs that might be a good fit.
• Can quickly recognize issues/problems with the member experience and head them off before the member becomes disillusioned with their membership.
• Effective in requesting feedback from members in how we can better serve them.

Teamwork

• Will freely share their knowledge and experience to help their co-workers.
• Will jump in to help their co-workers without being prompted to.
• Takes accountability and responsibility for when things go wrong. Takes ownership of their mistake, learns from it and moves forward.
• Manages the volunteers/board to organize member-to-member outreach/calls.
• Obtains feedback to membership strategies and revenue goals.
• Applies a competitive spirit to sales, yet collaborative when assembling strategy.

Work Behavior / Skills

• Excels in the sales role and representing the associations as a key “face of the organization” specific to revenue
• Is a good communicator; being proactive, thorough, and courteous in tone.
• Is self-motivated.
• Takes pride in a job well done making sure details are taken care of.
• Is capable of working through the details and focus on the big picture of each job.

Goals for this Position:

Member Experience Goals – What do our members need?

• Add value to Membership Retention, increase new membership and Sponsorship Revenue Goals

Teamwork Goals – What does our association need?

• Add non-dues revenue goals
• Add tie to strategic plan / funding for major intiatives
• Add goal to help membership services representatives
• Add 501c3 reference goal (if applicable)

Work Behavior / Skills Goals – What do our employees need?

• Add professional development goals

NSI offers a competitive salary, benefits, hybird schedule and a friendly, welcoming and team-oriented culture!

Job Type: Full-time

Pay: $50,000.00 - $55,000.00 per year

Benefits:

• 401(k) matching
• Dental insurance
• Employee assistance program
• Health insurance
• Paid time off

Schedule:

• 8 hour shift
• Monday to Friday

Education:

• Bachelor's (Preferred)

Experience:

• Sales: 3 years (Required)

Ability to Relocate:

• Oberlin, OH 44074: Relocate before starting work (Required)

Willingness to travel:

• 25% (Required)

Work Location: In person

Salary : $50,000 - $55,000