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At MPI, we believe, "when we meet, we change the world". Come lead the change as the head of sales for our team. In this role, you will lead a team of experienced sales professionals responsible for driving sponsorship, media and thought leadership sales to leverage the strength of our nearly 13,000 world-changing meeting professionals spread across 75 countries globally with a network of more than 70 chapters and clubs. You’ll supervise a staff of three Business Development Directors on our sales team and manage your own list of select clients with your own personal sales goal. The ideal candidate will have prior sales and management skills along with contacts and relationships with supplier partners in the meetings, events and hospitality sector.

As the Vice President of Sales, MPI is looking for someone to lead, mentor and inspire their team members in persuasive sales strategies, prospecting, closing and exemplary record keeping. This role requires a mix of a sales mindset and someone who enjoys analyzing numbers, trends and working with a diverse team to create and make goals and conceptualize new sales opportunities.

You've always wanted to change the world, right? Now you can with Meeting Professionals International (MPI), the world's largest industry association for meeting and event professionals.

Read on for more details of the Vice President of Sales position.

JOB TITLE: Vice President – Sales

REPORTS TO: Chief Revenue Officer

LEVEL: 6a

FLSA STATUS: Exempt

LOCATION: Remote

PAY RANGE: $137,000 - 158,000, plus incentives

JOB PURPOSE:

The Vice President of Sales will lead MPI’s customer facing sales team in achieving MPI’s revenue and net margins goals. They will play a dual role of sales leadership and individual performance, while working closely in partnership with the Chief Revenue Officer to develop and implement strategies to manage and optimize the performance of the MPI global sales organization. The VP of Sales is responsible for leading the global sales team in a manner that achieves both individual and team goals for financial and margin performance.

BUSINESS MANDATE:

Develop and execute the MPI Strategic Sales Strategy in a manner that maximizes available sales resources to identify, develop and acquire revenue generating customers that will contribute a significant, sustained and diverse revenue stream to the organization with a profitable contribution, ensuring sales targets are met. Work in partnership with Chief Revenue Officer to develop and implement MPI’s global sales strategy. Deliver all current and emerging revenue assets in a successful and a robust way to the market through collaboration with the Chief Revenue Officer.

Represent the MPI brand in a compelling manner that will drive a positive buying experience and create long-term relationships with key partners.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

1. Manage an MPI sales territory and successfully sell all MPI’s assets and partner facing platforms. (35%)
2. Oversee, mentor, and manage the team’s attainment of expected revenue and margin expectations while maintaining an individual sales goal including, but not limited to, advertising, sponsorship, thought leadership, community assets and, the MPI Foundation assets. (25%)
3. Manage and direct MPI sales team members annual/quarterly goals, revenue pipeline, sales travel budget and individual performance and development plans. (15%)
4. Execute partner agreements, drive partner retention and high partner satisfaction levels through collaboration with the Director Partner Fulfillment. (10%)
5. Manage all sales related activities, pipeline reporting and budgeting in the MPI CRM (currently Aptify). Create robust sales and support tools that drive a positive buyer behavior through collaboration with the marketing team and leveraging MPI’s BI tools. (10%)
6. Represent MPI at industry events, conferences and on key account sales calls to present revenue channel and product opportunities. (5%)

Required travel - 40%

QUALIFICATIONS:

• EXPERIENCE
  • Seven or more years’ experience in hospitality, meeting, events, or association industry
  • Seven or more years’ experience as a regional sales director for a DMO, worldwide hotel, or media group, with focus on strategic revenue generation from DMO’s, hotels and event venues.
• EDUCATION
  • Bachelor’s Degree in Business Administration or equivalent; or five to seven years related experience and/or training or equivalent combination of education and experience
• COMPETENCIES
  • Driving Results
  • Business & Functional Effectiveness
  • Stakeholder Impact – creating valued learning experiences, building a vital community, providing impactful tools & technology
  • Inter-personal Impact – collaborating, communicating effectively, and building relationships that impact results
  • Strategic Leadership
  • Developing Others
• KNOWLEDGE AND SKILLS
  • Written communication – Writes logical and grammatically correct business correspondence
  • Skill in speaking with persons of various social, cultural, and educational backgrounds to sell MPI products.
  • Presentation skills – Comfortably delivers presentations to all levels of the organization
  • Skill in negotiating; exchanging ideas, information, and opinions with others to formulate programs and/or arrive jointly at decisions, conclusions, or solutions.
  • Conflict resolution skills – Negotiates and resolves conflicts among team members and cross-functional partners. Stays composed during controversy
  • Knowledge sharing – Proactively shares information and seeks to share learning with teams across departments and functions.
• CREDENTIALS, LICENSE, TRADE CERTIFICATION, PROFESSIONAL DESIGNATION
  • None
• KEY SUCCESS MEASURES
  • Sales Revenue and Growth
  • Sales Profitability (net income)
  • Management of accurate and timely forecast, through disciplined application of CRM platform
  • Individual sales generated from all products
• STAKEHOLDERS AND CUSTOMERS
  • Members and prospect members
  • Existing and potential partners of sponsors
  • Team MPI

AMERICANS WITH DISABILITY SPECIFICATIONS

• PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use hand and arms; climb stairs; balance; stoop, kneel, crouch or crawl; talk or hear. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.

• WORK ENVIRONMENT

Work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is not exposed to weather conditions. The noise level in the work environment is usually moderate.

MPI is an equal opportunity employer and does not discriminate in employment decisions on the basis of race, color, religion, gender, or national origin. MPI strives to hire individuals with a variety of experiences. Frequently cited statistics show that women and underrepresented groups often apply only to jobs that they meet 100% of the qualifications for. We encourage you to break this statistic and apply. No one ever meets 100% of the qualifications. We look forward to your application.