Located in Arlington, Virginia, the Association of Fundraising Professionals (AFP) has inspired global change and supported efforts that generated over $1 trillion. AFP's nearly 30,000 individual and organizational members raise over $100 billion annually, equivalent to one-third of all charitable giving in North America and millions more around the world.
Who You Are
Passionate: You are passionate about developing partnerships and sponsorships for the success of the AFP team.
Solutions-Oriented: You welcome feedback and aren't afraid of tough conversations or challenging questions.
Adaptable: AFP is evolving and innovating, and we want you to be a part of that growth. You have strong change management and a "whatever it takes" attitude.
What You'll Be Doing
Provides strategic direction and hands-on management for AFP business development programs and initiatives including display advertising, event sponsorships and exhibits, recruitment advertising, and licensing of AFP education programs and publications content. Owns responsibility for achievement of sales targets and revenue goals.
Identifies assets to sell and license. Creates and optimizes advertising products and packages that leverage AFP’s conferences and other events, publications, websites, job board, and other assets. Further develops the strategic partnership program and licensing of education courses, webinars, and publications content.
Ensures systematic generation and identification of prospects, leads, and opportunities. Implements list-building strategies, marketing campaigns, and lead generation. Mines existing customer lists, departmental files, database records, competitive media properties, Data.com, Relationship Science, and other sources. Leverages AFP leadership and key volunteers to help identify and nurture prospects.
Ensures regular tracking of sales leads, contacts, and opportunities. Ensures development and implementation of a CRM database, e.g. Salesforce or Personify. Develops dashboards and reports to track sales efforts, pipeline, and other activity. Ensures that senior management receives regular updates.
Routinely engages in outbound sales efforts to sell AFP business development programs, especially strategic partnerships. Establishes and adheres to sales performance metrics in support of revenue goals. Coordinates sales efforts with the AFP Foundation and 3rd party sales vendors.
Manages 3rd party sales vendors that support AFP’s business development programs. Serves as primary liaison and provides day-to-day management and support to ensure that AFP’s objectives, revenue goals, and contractual terms are being met. Ensures integration of 3rd party sales activity and pipeline in AFP’s business development CRM. Makes recommendations for change to senior management.
Ensures accurate and timely inventory tracking and fulfillment of deliverables to clients and customers. Provides ad trafficking support as needed, e.g., posting of white papers.
Develops and maintains standard contracts and terms and conditions for all business development programs.
Develops and manages budgets related to business development programs and initiatives and ensures financial accountability and stewardship. Analyzes revenue and expenses and leverages data to make recommendations and decisions for improvements, changes to vendors, changes to technology platforms, etc.
Guides selection and manages technology platforms in support of business development programs and initiatives, e.g., CRM and ad serving software.
Ensures successful marketing and promotion of AFP business development programs and opportunities. Works with AFP marketing staff, 3rd party sales vendors, and other stakeholders to develop effective marketing strategies, tactics, copy, creative, media kits, sponsorship prospectuses, product descriptions, and other collateral as appropriate. Maintains updated information on the AFP website.
Continually assesses business development programs throughout their life cycle for strategic alignment, impact, and profitability. Works with AFP marketing staff and other stakeholders to conduct market research, competitive analysis, and customer surveys that inform the development and continuous improvement of programs.
Supervises, guides, and mentors AFP staff and contractors as assigned. Provides regular feedback and conducts performance appraisals, as appropriate.
Stays current with trends and best practices related to B2B and association media, display and recruitment advertising, and paid content. Ensures that knowledge and insights inform continuous improvement of business development programs and initiatives.
Other duties and special projects as assigned.
Requires some travel and weekend work. Must be able to travel internationally.
Your Knowledge, Skills, and Abilities:
Knowledge of concepts and principles related to print and digital display advertising, recruitment advertising, B2B and association media, and paid content.
Motivated go-getter with strong consultative sales and negotiation skills.
Strong collaboration, interpersonal, and relationship management skills.
Strong business acumen and entrepreneurial spirit.
Strong oral and written communications skills.
Strong project management skills. Detail and deadline-oriented.
Strong analytical and problem-solving skills.
Ability to prioritize and multitask many priorities simultaneously.
Creative and innovative.
Projects a professional image.
Working knowledge of MS Office, Excel, CRM (e.g., Salesforce), ad serving (e.g., DoubleClick).
Bachelor’s degree or equivalent educational experience
Minimum 8-10 years of progressively responsible experience in a business development / sales environment.
Experience with display advertising sales required. Additionally, experience with recruitment advertising sales and paid content sales preferred.
Impact on End Results:
This position plays a significant role in supporting AFP’s strategic goal to strengthen AFP’s capacity and connectivity.
It is the policy of AFP not to discriminate against any individual employee, group of employees or prospective employee for reasons of race, color, religion, creed, gender, gender identity, gender expression, national origin, sex, pregnancy or related medical conditions, age, marital status, ancestry, sexual orientation, physical or mental or sensory disability, genetic information, military status or any other consideration protected by applicable federal, state or local laws.
AFP is committed to providing equal opportunities in all employment-related activities including, but not limited to: recruiting, hiring, advancement, compensation, training, benefits, transfers, and terms of employment. AFP promotes equal opportunities for all employees and applicants for employment. Further, AFP will fully comply with all applicable equal employment federal, state and local laws and regulations.
About Association of Fundraising Professionals (AFP)
With approximately 3,800 members residing in Canada, AFP is dedicated to promoting and advancing the cause of its Canadian members. AFP supports Canadian members in 20 Chapters, and provides essential leadership to Canada’s robust charitable sector.