Executive Director, Business Development
February 2020 | New York, NY
About World Trade Centers Association
The World Trade Centers Association (WTCA) is a non-profit, non-political trade association that has more than 325 members in cities located in nearly 90 countries worldwide. WTCA was established in 1970 with the goal of promoting international trade and investment through its members’ branded “World Trade Center” facilities and trade services. A World Trade Center (WTC) puts all the services associated with global commerce under one roof to foster networking processes among corporations and governmental agencies. WTCA is the registered owner of the “World Trade Center” brand for facilities and services, and licenses the right to use the brand to its members.
WTCA is governed by a Board of Directors elected by its Members. The Association’s headquarters is located in New York City, and under WTCA’s new business plan for 2020, the WTCA will carry out its initiatives and activities through a Regional Advisory Council (RAC) in each of the five regions that WTCA serves (Asia-Pacific, Europe, Latin America, Middle East-Africa, and North America). The RACs, in turn, will be supported by a regional sales contractor and member engagement contractor in each region.
About the Position
The Executive Director-Business Development (ED-BD) reports to the WTCA Board of Directors (BOD) through its Chair and serves as one of the two key senior executives responsible for managing WTCA’s business operations, the other being the Executive Director-Corporate Services (ED-CS). The ED-BD provides the leadership, management and vision necessary to ensure that WTCA has the proper global sales strategy, sales reporting procedures, and sales contractors in place to create a reliable and sustainable pipeline of successful new membership applications each year.
The ED-BD is responsible for monitoring and evaluating the performance of the regional sales contractors to meet and exceed the sales levels projected in the annual budgets. The ED-BD is also responsible for overseeing the Membership Development & Accreditation Manager and Communications Director to ensure that properly-vetted applications are timely presented for review by the BOD’s Executive Committee and a coherent message is provided to potential license applicants on the value of the WTCA Brand and membership in the WTCA. Lastly, the ED-BD is responsible for coordinating with the Regional Advisory Councils (RACs) in overseeing and evaluating the regional membership coordinators to ensure that existing Members remain viable and value their WTCA membership and the brand.
The ED-BD is expected to work closely with the ED-CS to ensure that sales contractors and membership coordinators provide timely and accurate financial and membership data for WTCA’s accounting and data systems departments.
- Create a comprehensive and cohesive global sales plan that includes, but is not limited to:
- Developing a target list of cities that should have a WTC, prioritizing that list, researching the identified cities, developing a list of prospects, developing customized plans of action to connect with the very best possible prospects, and qualifying them for membership;
- Pursuing licenses in cities that formerly had active WTCs;
- Pursuing licenses in fertile, underserved areas (e.g., Africa); and
- Developing leads through existing active WTCs in proximity to target areas (e.g., Chambers of Commerce, universities, Economic Development Agencies, respected developers, etc.);
- Build and manage a process that holds the entire team of HQs sales staff and regional sales contractors responsible for sales activities and successes through daily contact and structured sales tracking;
- Oversee the communication department’s development and implementation of the necessary marketing collateral, messaging, coaching, tools, information and resources for successful sales and promotion of the brand;
- Coordinate with the BOD and the RACs on methods to leverage the regional connections and network experience of Directors and RAC representatives to promote new license sales;
- Identify and coordinate with “model” WTCA Members in the regions on activities to assist in recruiting new member prospects and communicating to these prospects the value of the WTCA Brand;
- Coordinate with the ED-CS and finance and data systems team to ensure that the membership and sales department is providing timely and accurate information on new Members for HQs membership database;
- Coordinate with the ED-CS on preparing annual budgets and short-term and long-range business plans, with an emphasis on developing ideas for new forms of revenue (e.g., sponsorships, etc.), achieving profitability, maintaining adequate cash flow, accomplishing business goals and objectives;
- Coordinate with the Corporate Counsel on monitoring and mitigating risks related to WTCA’s sales and licensing practices in all jurisdictions where WTCA operates and managing the financial risks through a pipeline system that ensures a sustainable revenue stream for the WTCA.
- Provide day-to-day leadership and management guidance which mirrors the adopted corporate mission and core values;
- Foster a success-oriented, accountable environment within the organization;
- Maintain continuous lines of communication and collaboration, keeping the ED-CS, Corporate Counsel and appropriate BOD Committees informed of all critical issues;
- Assess and evaluate staff members reporting to the ED-BD;
- Be a key member of WTCA’s “public face” team that promotes WTCA membership and brand to the public and WTCA Members;
- Proven experience in international sales manager position, with track record of exceeding sales targets.
- Marketing background and basic knowledge of real estate development and trade services preferred.
- Understanding of and sensitivity to cultural diversity reflected in WTCA’s worldwide markets.
- Financial appreciation of conducting commercial entities such as partnerships, mutual societies, and associations.
- Outstanding verbal and written communication skills including public speaking experience.
- Team leadership and project management experience.
- Negotiating skills with vendors and service providers as well as potential business partners.
- Multilingual capability desirable though not essential.
- Familiarity with managing an association.
- Proficiency in Microsoft Office
All qualified candidates will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, veteran status, or any other characteristic protected by law.
If you are interested in learning more or being considered for this upcoming search, please email your cover letter and resume in confidence to:
Senior Vice President and Director, New York, Principal
Development Guild DDI