Job
Title: Membership
Development Manager
Reports To:
Managing Director,
Vistage China
Prepared Date: July 13, 2010 |
 |
VISTAGE
With more than 14,000 members, Vistage International is
the world's foremost chief executive leadership organization,
providing unparalleled access to new ideas and fresh thinking
through monthly peer workshops, one-on-one business coaching,
speaker presentations from hundreds of top industry experts, social
networking and an extensive online content library of articles,
best practices, podcasts and webinars.
Today, Vistage International (TEC's successor) and its global
affiliates operate in 15 countries. Members meet in small groups
every month under the same guiding principles-to help one another
make better decisions, achieve better results, and enhance their
lives. They're also connecting in ways many could never have
imagined, collaborating online, tapping into a vast content
library, and learning from hundreds of top industry speakers.
Vistage-member companies generate nearly $300 billion in annual
revenue and employ approximately 1.8 million employees around the
world. Studies have shown that Vistage-member companies outperform
their competitors and, on average, grow their revenues at three
times the percentage growth rate after joining Vistage.
We invite you to visit our website at www.vistage.com and learn more
about the way in which we help our CEOs become better leaders, make
better decisions, and achieve better results.
VISTAGE CHINA
Vistage China launched operations in 2009 in Shanghai, and
began delivering membership services in March 2010. Vistage China
peer groups meet monthly or bi-monthly to learn, share ideas and
discuss issues that members are currently facing. Vistage
China peer groups consist of 12 or more members from non-competing
industries that are led by the Vistage China Chair. For more
information on Vistage China, we invite you to visit www.vistage.cn.
RESPONSIBILITIES
This position is designed for a proven successful Membership
Development Manager who has past experience in three crucial roles
of sales: hunting, closing and customer service of the prospects
they close. Therefore, an assertive, detail-oriented,
over-achiever who projects a polished, sophisticated presence with
membership or subscription sales experience of an intangible
product and can communicate a complex value proposition to
corporate leaders in China across different market segments,
including both MNC and Chinese businesses, is imperative.
Specific responsibilities in this role include:
Lead Generation:
- Research companies and contacts prior to cold call campaign
using the various technologies offered to ensure quality lead lists
developed.
- Conduct the cold calling efforts to qualify and invite
potential prospects to Vistage sponsored events/ meetings.
- Follow-up and ensure attendance to Vistage events/
meetings.
- Partner with Vistage marketing team to design and promote
recruitment campaigns.
Build Sales Pipeline:
- Qualify and nurture potential prospects into becoming
members.
- Schedule, attend and facilitate Vistage events/ meetings for
prospects.
- Ask for referrals from all prospects/ members to keep sales
pipeline full.
- Set appointments with key decision makers to meet at their
companies.
Partner Enablement:
- Assist with partner engagement.
- Train partners to clearly articulate value proposition and
positioning.
Sales Development:
- Coordinate meetings and schedules.
- Prepare and send collateral materials.
- Prepare final membership join documentation.
Sales Reporting:
- Track and manage all prospects throughout the entire life of
their membership (from lead to opportunity to member).
- Report to management on all sales activities, pipeline
forecasts and other quantifiable sales objectives.
Expand Existing Member Sales:
- Periodically follow up (1/ 5/11 months) on all new members to
ensure value received and to ask for additional referral
prospects
As a direct result of your individual efforts in growing
membership and expanding market penetration, this role has the
potential to develop into a Sales leadership position involving
into some of the following duties and responsibilities:
Sales Leadership:
- Collaborate with the Managing Director to design and create the
appropriate sales structure and team organizational chart
- Interview, hire, train, coach and manage the new sales
personnel
- Develop and implement sales scripts as appropriate
- Design and launch sales commission and sales incentive
plans.
- Introduce and evaluate metrics that can track sales team
performance.
- Continue to actively engage in training sales staff to become
even more effective in messaging to potential prospects.
EXPERIENCE
- Able to engage top-level candidates (CEO, Key Executive, Owner)
conversations over the phone.
- Can create pipelines and forecasts that meet and exceed their
sales goals.
- Can implement and execute the company sales process across
multi-channels
- Works collaboratively with other team members to coordinate
selling efforts and capitalize on sales opportunities.
- Works with field management to determine opportunities for
market penetration.
- Can make recommendations regarding opportunities to maximize
sales.
- Can achieve Company sales goals for region of
responsibility.
- Able to engage top-level candidates (CEO, Key Executive, Owner)
in conversations over the phone and in person.
- Can sell intangibles or services; preferably high-end
memberships and/or subscriptions
- Strong communication skills with high energy and
enthusiasm.
- Ability to multi-task and remain detail-oriented.
- Ability to travel 1-2 times per quarter.
- Minimum of 10 years sales and/or executive sales
experience.
PROFILE
Flexible; team member; organized; independent; strategic and
analytical; detail-oriented; effective communicator; creative and
lively intellect; appropriate sense of urgency; ability to learn
new skills particularly technology.
EDUCATION
- University degree.
- MBA preferred.
CONTACT
If you are interested in the position above, please send
your CV to vistage.china@163.com