AIA will provide you with the opportunity to advocate for the value of architecture and give architects and design professionals the resources they need to do their best work. The collective voice of architects is essential and our work drives positive change through the power of design.
Each one of us at AIA is a leader committed to demonstrating our mission and values, and designing a better future for our country and planet. Even in times of change, AIA's values remain constant:
We stand for equity and human rights
We stand for architecture that strengthens our communities
We stand for a sustainable future
We stand for protecting communities from the impacts of climate change
We stand for economic opportunity
We stand for investing in the future
We speak up, and policymakers listen
The American Institute of Architects, as part of the global community, is building a culture of equity, diversity, and inclusion within the profession of architecture to create a better built environment for all. Achieving this vision has a direct impact on the relevance of the profession of architecture and the world's prosperity, health, and future.
This is a senior sales strategy and management position leading the Business Development department. This role is responsible for relationship development and management of key corporate relationships, operations, and the marketing strategy for AIA corporate products, including:, advertising, and select Institute-wide program sponsorship opportunities. The Managing Director works with Institute leadership to prioritize partnership funding and align it with current AIA initiatives. The incumbent serves as the primary executive sponsor for corporate partnerships with AIA National and has direct management responsibility for an account management team of four. The position is also responsible for developing new products, services, and experiences that drive value for AIA Corporate Partners. The Managing Director supports, embodies and promotes the AIA values and behaviors through their leadership. This position reports to the Senior Vice President, Sales, Events & Exhibitions.
Maintains key relationships for AIA including oversight for the Strategic, Innovation and Collaboration, and Cornerstone partnerships. This includes identification of appropriate targets for partnership, investing in marketing strategies to attract interest, and supporting the account management team in closing sales and providing service on partnerships.
Analyze and plan, with Institute staff, allocation of partnership funding and aligns it with
current AIA strategic initiatives, activities and events. Develop, operationalize and manage the AIA’s national corporate sales offerings including: partnership programs; web advertising products; affinity program (AIA Advantage) and program sponsorships - through analysis of organizational assets, market conditions and customer needs.
Develop annual sales targets for each product category and corresponding compensation packages for sales team.
Oversee and coach a sales and fulfillment team to achieve sales targets, deliver exceptional customer service, ensure client renewals, identify new revenue opportunities and drive growth.
Monitor sales performance, revenue forecasting, and success of marketing promotions - providing executive management with monthly reports.
Lead cross-organizational team to ensure timely delivery of contracted goods/benefits to customers, re-designing workflow processes as needed to ensure high-quality service.
Gather input on market opportunities and unmet customer needs to present AIA Management Team with recommendations for new lines of business or product improvements.
Serve as an organizational leader in the development of overall revenue strategy for the Institute, ensuring brand value, product differentiation and target audience / prospect segmentation to maximize revenue potential.
With team, develop marketing plans and sales strategy for each corporate product category, including partnerships, web products, affinity program and sponsorships.
Develop promotional campaigns including themes, messages, offers, bundling, and fulfillment.
Develop and refine the process and criteria for identifying sales prospects, ensuring timely delivery of monthly leads list to sales team.
Integrate partner programs where applicable with other AIA programs and events to build relevance of AIA among the profession and the industry overall (building products industry leaders, marketing agencies, industry associations, etc.)
Provide leadership opportunities for corporate partner contacts and affiliated organizations.
Lead staff in the facilitation of the AIA Manufacturers Council.
Foster relationships with marketing agencies, research firms, and technology providers that support the building products industry.
Lead the generation of research and insights into the role, habits, preferences, and pain points of architects in the selection and specification of building products and materials to support realization of design intent.
Other duties as assigned.
Global Business Development, Education, Research & Practice, Foundation and Senior Leadership Teams
Marketing Executives within the AEC Industry
Proven experience leading development of product/program marketing plans including sales, promotion, pricing, positioning, fulfillment, and e-commerce programs. Proven success in modeling sales and revenue projections and maximizing expenditures to achieve targets. Skill in identifying business opportunities with high awareness of industry trends and the membership organization environment.
Strong strategic thinking and analytical skills. Demonstrated cross functional team leadership. Strong project management skills with proven track record of leading execution that consistently meets objectives and financial goals. Ability to multi-task / concurrently manage multiple projects and adjust accordingly to market conditions, or changes within the organization.
Proven ability to close partnerships valued over $200k.
Excellent negotiation skills.
Excellent written/oral communication skills.
Technical requirements: Basic proficiency of all Microsoft Office products, SalesForce CRM, LinkedIn and Hoovers; Adobe InDesign or Photoshop a plus.
Bachelor’s Degree in Business or Marketing expected; MBA preferred. Minimum of 12 years of experience in B2B business development and/or sales. Association experience and knowledge of the A/E/C industry preferred.
Supervisory Requirement: Business Development Team
Willingness to travel (25%) to meet objectives.
What we offer:
We offer a comprehensive benefits package that reflects our company values and workplace culture, including:
Medical, vision and dental
Paid time off
Flexible spending accounts
Income protection (Life Insurance Coverage up to 2x salary) & disability plans at no cost.
Tuition and membership reimbursements
AIA employees have access to a variety of other programs, including:
Employee Assistance Program (EAP) for employees and their family members
SmartBenefits transportation program, featuring up to $55 monthly in public transportation as well as pretax METRO parking
Computer purchase program
Fitness club discounts
Prepaid legal services program
Identity theft protection
Location: Hybrid, Washington, DC Metro Area
This position will periodically be required to be on-site at the AIA Headquarters in Washington, D.C.
Travel Requirements: Up to 25% travel required.
An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability, in accordance with the applicable law.
The AIA, in existence for more than 150 years, works to advance the value of architects and architecture and increase the living standards of people by improving their built environments. The AIA, with a membership of over 90,000, is the largest voice of the architectural community.
*Educating the public to strengthen the value of architects and the overall role of the profession in the building industry. *Using our influence in legislative and regulatory concerns that affect and potentially govern the professional lives of architects. *Researching new job markets and new career specializations to ensure architects can meet society's needs now, and in the future. *Expanding the architectural knowledge base as changes in the profession occur. *Offering a network for support and information exchange with colleagues and industry professionals across the country and the globe.